Understanding the Sales Force

FEBRUARY 20, 2024

Every company should have a custom-built scorecard that accurately predicts which opportunities they are likely to win. (A A must-read article about creating custom scorecards can be found here). The post Focus on Winning to Drive More Sales and Revenue appeared first on Kurlan & Associates, Inc.

Revenue 193

Revenue Margin Sports Quota 193

Predictable Revenue

MARCH 9, 2022

Leah Chaney joins the Predictable Revenue podcast to discuss why customer success needs to work with outbound sales and be given a seat at the revenue table. The post How Customer Success Generates Revenue appeared first on Predictable Revenue.

Revenue 98

Revenue Customer Outbound Sales 98

SBI Growth

MAY 7, 2020

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth. Many others, however,

Revenue 353

Revenue Customer Sales Company 353

SBI Growth

MAY 15, 2020

The need for agility in the execution of customer pursuit efforts has never been greater. With revenues virtually falling to zero in many industries, CEOs and CROs (including your competitors) are working to maximize revenue from their customer base.

Revenue 380

Revenue Maximizer Marketing Industry 380

Sales and Marketing Management

JANUARY 24, 2023

Positive customer engagement can build long-lasting connections between customers and your brand. However, if you're not doing it right, customers will disengage, negatively affecting your overall revenue. The post Customer Engagement: The Key to Building Loyalty appeared first on Sales & Marketing Management.

Loyalty 298

Loyalty Customer Revenue Positioning 298

Sales and Marketing Management

APRIL 18, 2022

Customer health dashboards are one of the critical keys to durable revenue growth. However, creating an effective customer health score and supporting dashboard is not a one-time project. The post 6 Steps to Launching Your Customer Health Dashboard appeared first on Sales & Marketing Management.

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Customer Revenue Marketing Sales 394

SBI Growth

JUNE 23, 2017

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.

Revenue 214

Revenue Workbooks Customer How To 214

SBI Growth

OCTOBER 31, 2023

As sales cycles lengthen and new logo acquisitions become more challenging, more organizations are now shifting back to their existing customer base for revenue growth.

Customer 177

Customer Survey Sales Cycle Revenue 177

SBI Growth

JULY 18, 2020

Iconic customer programs generate fierce loyalty and accelerate revenue growth. CX professionals also realize that a poor customer experience goes far beyond just a negative review – it places future deals at risk. In his final interview segment, Ryan Hollenbeck, CMO at.

Customer 410

Customer Loyalty Segment Revenue 410

Force Management

NOVEMBER 30, 2023

Today's leaders have an uphill battle to successfully tackle revenue growth goals. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.

Revenue 145

Revenue Strategy Face-to-face Buyer 145

SBI Growth

AUGUST 24, 2017

Today’s topic is dedicated to growing revenues with Customer Success. Our guest is Natalie Fedie, a Vice President of Customer Success who knows how to proactively manage the customer life cycle to grow revenue. Natalie and I leverage the How.

Revenue 136

Revenue Customer How To Video 136

SBI Growth

FEBRUARY 26, 2020

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” ” But more recently, CX has joined product, marketing, and sales as another.

Revenue 368

Revenue Customer Marketing Churn 368

SBI Growth

MARCH 10, 2020

Did you know that 70% of the buying experience is based on how the customer feels they are treated? Failing to deliver a good customer experience – from the customer’s perspective – has real consequences. The good news is, if a.

Competition 218

Competition Customer Revenue Consumer 218

Zoominfo

FEBRUARY 10, 2021

Gaining new customers isn’t the only way to improve your business — your existing clients are an underrated revenue source. Customer retention is an excellent method to increase customer lifetime value (CLV). Generally, the longer customers stay with your company, the more value they create (and larger order amounts).

Lead Rank 130

Lead Rank Lead Scoring Revenue Customer 130

Force Management

DECEMBER 14, 2023

You have to accept that your partner controls the time frame, message to the customer, and, ultimately, your forecast. It's important to put time and resources into helping your channel sellers understand your company's value and differentiation as well as your internal revenue teams do. What is our proof?

Channels 138

Channels Revenue How To Case Study 138

SBI Growth

MARCH 15, 2023

As a Chief Revenue Officer (CRO), you are responsible for the growth of your company’s revenue, and this is no small task. The obstacles you face every day can be daunting, but if you succeed in leading the revenue function of your company, you will have a tremendous impact on its growth.

Revenue 156

Revenue Face-to-face Leads Marketing Qualified Lead 156

SBI Growth

MARCH 31, 2020

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted.

Retention 401

Retention Customer Revenue Marketing 401

Force Management

JANUARY 16, 2024

There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team.

Revenue 151

Revenue Face-to-face Negotiation Company 151

Predictable Revenue

JULY 21, 2021

The post Building a RevOps structure to increase revenue and customer LTV appeared first on Predictable Revenue. Erol Toker and Rachel Haley explain why RevOps is important, how its evolution is reminiscent of the dot com boom, common mistakes leaders make when building out the RevOps function, and more!

Revenue 127

Revenue Customer Strategy Marketing 127

Partners in Excellence

FEBRUARY 13, 2024

We’ve been taught we have to create value with our customers. Tying the capabilities of our solutions to the needs our customers have prioritized. Assuring we help the customers solve their problems. Articulating the value the customer should realize from the implementation of our solutions.

Customer 129

Customer Face-to-face Margin Revenue 129

SBI Growth

OCTOBER 5, 2022

For the last few weeks, SBI has shared a framework for focused annual revenue planning, with near and long-term value creation planning being top-of-mind for CEOs. A focused growth strategy benefits the commercial ecosystem tremendously.

Revenue 156

Revenue Segment Benefit Resources 156

Pipeliner

DECEMBER 2, 2023

In this podcast episode, host John Golden and guest Paul Butterfield discuss the transition from the Sales Enablement Society to the Revenue Enablement Society. Butterfield highlights the importance of focusing on the entire customer journey and the need for collaboration between different departments to ensure customer success.

Sales Enablement 59

Sales Enablement Revenue Customer Sales Process 59

SBI Growth

MAY 24, 2023

Your best customers are right in front of you. Companies seeking new revenue often fall for the mistake of pouring their marketing and sales resources and efforts into new customer acquisition. But according to surveys recently conducted by SBI, the better option – very often – is to focus on existing customers.

Customer 156

Customer Survey Revenue Resources 156

SBI Growth

JANUARY 28, 2020

We have launched and transformed several Customer Success teams. Typically, for new teams, the focus should be on onboarding, value messaging, and renewals. To effectively execute on this, we develop the talent profiles, build playbooks for the team, and design.

Ideal Customer Profile 284

Ideal Customer Profile Revenue Customer B2B 284

Tenbound

NOVEMBER 17, 2023

We Talked About Revenue Alignment for 3 Years … nobody cared. The idea makes perfect sense: Revenue Alignment of the Marketing, SDR, Sales, RevOps, and Customer Success into a revenue machine creating predictable pipeline and sales for the company. In theory, it’s Revenue Nirvana. Then, it became RevOps.

Revenue 105

Revenue Top of Funnel Account Based Marketing Funnel 105

Pipeliner

DECEMBER 2, 2023

The Evolution of Sales Enablement Hello everyone, I’m John Golden, your host for this podcast, and today we have a special guest, Paul Butterfield, the Executive Board President of the Revenue Enablement Society. He quickly noticed a disconnect between sales and other teams like customer success.

Sales Enablement 59

Sales Enablement Revenue Video Customer 59

Product Management University

APRIL 17, 2024

If you want to create a revenue plan with sales that gives you a more realistic chance of hitting your revenue targets, give some thought to a broader market strategy where each product plays a role versus a marketing plan for each product. On the surface, that means your revenue should be growing by at least 19.1%

Revenue 52

Revenue Scale Segment SalesForce 52

Partners in Excellence

AUGUST 25, 2023

The rise of SaaS and other subscription based businesses has created a series of discussions around “recurring revenue” and how those business models differ from non SaaS or subscription based revenue models. This is where we sell components or materials that are embedded into the products our customers manufacture.

Outsourcing Services 86

Outsourcing Services Revenue Account Based Marketing Vendor 86

The Center for Sales Strategy

JUNE 15, 2023

With this shift, and the need to drive more revenue, the focus on acquiring new business has increased. Getting new accounts in the door will add revenue, but it will have less of an impact if you are simply replacing dollars from existing accounts – think of trying to fill a leaky bucket.

Revenue 62

Revenue Retention Customer Account 62

Allego

FEBRUARY 13, 2024

This realization has given rise to a comprehensive framework designed to overhaul how sales, marketing, and customer success teams operate, ensuring they are in perfect harmony with the demands of the contemporary buyer. Modern revenue enablement bridges the gap between buyer expectations and sales capabilities.

Revenue 62

Revenue B2B Scale Buyer 62