Zoominfo

APRIL 12, 2021

The way you structure your campaigns, segment customers, and build CRM hierarchies becomes critical. An SMB digital marketing strategy, meanwhile, will typically focus on a customer base that best fits the product or service rather than exponential growth. How do you manage org-wide SMEs’ input and expertise?

Scale 130

Scale Enterprise Enterprise Account Based Marketing 130

Babette Ten Haken

MARCH 8, 2018

There is a difference between renewing customers and retaining them. When the workforce views renewing customers as a function of retaining customers, everyone begins to understand how “what they do” fits into “what everyone else does.” Together, the puzzle pieces solve a complex equation.

Strategy 74

Strategy Customer Retention SME 74

Babette Ten Haken

NOVEMBER 14, 2018

Sure, we send out quarterly customer experience surveys and determine how many green smiley faces we receive. Ultimately, each customer’s decision to continue doing business with us firmly is in the hands of all of those “someones” responsible for post-sale customer care, in one form or another. Occasionally? Continuously?

Ideal Customer Profile 64

Ideal Customer Profile Customer Retention SME 64

Babette Ten Haken

JANUARY 18, 2018

When customer retention processes become a sanctioned sales spectator sport, everyone suffers. After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right? After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right? What could go wrong, post-sale?

Sports 74

Sports Retention Customer Compensation 74

Sales and Marketing Management

OCTOBER 9, 2017

In this business environment, you’ve got to do such a stellar job for your customers that they return to you again and again – and become lifelong customers. This is something I call “suspicion-of-value” because the customer asks to know more from you. The power goes out during a software deployment. You know the answer.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Product Management University

JULY 23, 2020

Agile is a software development methodology. Agile development is a methodology for building software, and it’s a good one! Smaller teams cranking out measurable units of software every 2-4 weeks and iterating toward usable features has done wonders for software development. It’s not a way to do product management.

SME 66

SME Software Software Consumer 66

Babette Ten Haken

OCTOBER 22, 2018

Customer disloyalty happens. When we fail to meet customer requirements after we initially attract and win their business. When customers become disenchanted, their loyalty is jeopardized. The next step is customer defection. Each with their own, branded customer loyalty program. Until there is a drop in revenue.

Ideal Customer Profile 66

Ideal Customer Profile Loyalty Customer SME 66

Babette Ten Haken

OCTOBER 31, 2018

Ultimately, what types of customer experiences do these cupcake-sprinkle behaviors create? Alternatively, a workforce built on collaboration skills focuses on making hard calls on behalf of better serving customers. Machinery, software interfaces, processes and people are involved. Think about it. Continuously. Guess what?

Ideal Customer Profile 79

Ideal Customer Profile SME Software Software 79

Product Management University

JULY 23, 2020

Agile is a software development methodology. Agile development is a methodology for building software, and it’s a good one! Smaller teams cranking out measurable units of software every 2-4 weeks and iterating toward usable features has done wonders for software development. It’s not a way to do product management.

SME 52

SME Software Software Consumer 52

Babette Ten Haken

SEPTEMBER 16, 2019

Most of the time, these professionals are involved in the post-sale care and feeding of customers, once a sale is consummated. That salesperson avoids story context details because they avoid working with pre- and post-engineers or software technicians. Then, take your next steps towards customer retention success.

Ideal Customer Profile 83

Ideal Customer Profile Engineering Decision Maker SME 83

Hubspot Sales

JANUARY 8, 2020

The most direct benefit of proposal software is automation, allowing you to reduce manually intensive tasks and focus on producing better sales proposals in less time. According to the survey, 63% of sales teams are improving productivity with the time management benefits of proposal software. Project management. Content Management.

Data 72

Data Proposal Survey Software 72

Babette Ten Haken

SEPTEMBER 13, 2018

or #Industry40) business environment includes processes, software interfaces, equipment and machinery and people. In my work with clients who are wrestling with digital transformation for business growth, the machinery and software collaborate far better than their human co-workers. Seamlessly. Interoperably.

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face SME Hiring 73

Babette Ten Haken

OCTOBER 11, 2018

Also, when it comes to systems and rules, are we talking about the mix of workplace machines, software and people? Is our organization paying lip-service to thinking outside of the box, while ignoring untapped machinery, software and people potential within the existing box? Did these spontaneously arise out of the mist, one morning?

Strategy 78

Strategy Journal Ideal Customer Profile SME 78

Babette Ten Haken

DECEMBER 3, 2018

When we sell to them, design for them, implement solutions or engage in customer service activities. Initially, we are excited to do business with these clients, even if they already are existing customers. What clients tell us may not fully describe current customer needs. First, customers can tell us overstated stories.

Ideal Customer Profile 85

Ideal Customer Profile SME Hiring Customer Service 85

Babette Ten Haken

NOVEMBER 15, 2018

Our delivery to colleagues and customers is as distinctive as each one of us. Babette Ten Haken catalyzes organizations and associations, like yours, who want to leverage a more profitable workforce to retain the customers you work so hard to win. She is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 77

Ideal Customer Profile SME Hiring Retention 77

Babette Ten Haken

AUGUST 16, 2018

Software engineers? Customer experiences. Babette Ten Haken’s One Millimeter Mindset keynotes, breakout sessions and workshops help individuals, teams, organizations and associations leverage productive and profitable collaboration to catalyze professional innovation, workforce engagement and customer retention. Are we kidding?

Engineering 55

Engineering Automotive SME Retention 55

Babette Ten Haken

JANUARY 10, 2018

Employee churn, based on average expiration dates of each function, impact overall company performance, especially when it comes to retaining newly acquired customers. A software engineer has a fleeting professional expiration date, lasting 2 years, if that long. What will you choose? Contact me and let’s discuss. Subscribe to my blog.

Engineering 62

Engineering SME Retention Proposal 62

Allego

JUNE 16, 2020

One of the best ways to do this is to integrate all content into your CRM software. For example, let’s say a rep gets hung up on a customer objection while trying to close a deal. They could then search for best practice videos produced by fellow salespeople who were up against that same competitor.

Training 77

Training Hiring Face-to-face SalesForce 77

Babette Ten Haken

OCTOBER 24, 2018

Thus, customers do business with us because it is “all about us.” What if current and potential customers run their businesses well-enough, so that big, hairy problems never, or rarely, occur? While we are ensconced on our couches, waiting for the next “something big” to happen, some of our best customers are staying their own courses.

Ideal Customer Profile 74

Ideal Customer Profile SME Hiring Call-back 74

Lessonly

OCTOBER 1, 2020

I kind of picture Oprah dishing out e-learning tickets like, “And you, 5th grade teacher, get a ticket for e-learning!”, “And you, Customer Success Manager, get a ticket for e-learning!”. . The gist is, it’s 2020 and everyone—from your preschooler to your Director of Customer Success—is engaging in e-learning. Your job is to find it!

SME 26

SME Remedy Software Software 26

The Center for Sales Strategy

JANUARY 2, 2018

Which software is used for trend management? The results show that both large corporations and also small and medium-sized enterprises (SME) are fully aware of the relevance of trend management for business operations. That way, SMEs also avoid coverage wastage due to irrelevant information.

Trends 48

Trends SME Software Software 48

Babette Ten Haken

OCTOBER 25, 2018

Then again, how about the race to fulfill the number of customer complaints our manager commits us to resolve? However, in the back of our heads, we hear that voice, reminding us: “Ah, but there is so much more we can do” for our customers. I will be honored to customize my keynotes and workshops to your next event theme.

Quota 56

Quota Ideal Customer Profile SME Hiring 56

Crunchbase

JUNE 15, 2022

According to FINN , “Customers favor access to items and services rather than owning them, which would require them to pay large amounts of cash in advance.” The company plans to use its funding to further its product development and hire top talent across its go-to-market teams (sales, marketing, customer success, etc.)

Lead Rank 98

Lead Rank Lead Scoring Company Sales Qualified Lead 98

OnePageCRM

MAY 15, 2019

But its most remarkable part was the opportunity to spend time with our customers, sit by their side and see our product through their eyes. For 30 days straight, I had a unique chance to walk in our customers’ shoes. What features work for our customers best and which ones they haven’t even tried? Don’t build brand personas.

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

MAY 15, 2019

But its most remarkable part was the opportunity to spend time with our customers, sit by their side and see our product through their eyes. For 30 days straight, I had a unique chance to walk in our customers’ shoes. What features work for our customers best and which ones they haven’t even tried? Don’t build brand personas.

Customer 36

Customer Revelation CRM Lead Rank 36

Mindtickle

MAY 14, 2016

Recently, I found myself having similar conversations about how to manage channel partners with several customers from very different industries. The customers were in retail, technology, and hospitality respectively, but they each had similarities in the way they dealt with these partner relationships.

Channels 52

Channels Strategy Lead Rank Retail 52

Mindtickle

MAY 14, 2016

Recently, I found myself having similar conversations about how to manage channel partners with several customers from very different industries. The customers were in retail, technology, and hospitality respectively, but they each had similarities in the way they dealt with these partner relationships.

Channels 52

Channels Strategy Lead Rank Retail 52

Babette Ten Haken

JANUARY 9, 2019

Is your business fostering artificial customer experiences due to reliance on technology as the primary interface for customer conversations? Listening strategies and tools for the voice of the customer can produce skewed insights. Are customers talking to bots and responding to prompts via digital interfaces?

Ideal Customer Profile 71

Ideal Customer Profile Conversion Customer SME 71

Mindtickle

MARCH 1, 2024

Adding those big logos to your customer roster is a great way to build credibility and grow sales. The right technology is key to enterprise sales, so we’ll also look closely at some of the best software that winning organizations use to power their success. Each stage is essential to a successful enterprise software sales strategy.

Enterprise 52

Enterprise Enterprise Software Software 52

BrainShark

MAY 3, 2022

When starting a new job, there’s usually a long list of onboarding tasks that need to be completed, like getting the necessary hardware and software set up, receiving account credentials, and going through mandatory HR training. Most organizations have many different go-to-market teams such as sales, marketing, customer success, etc.

Training 71

Training Hiring How To Course 71

LeadFuze

JUNE 7, 2021

These programs can include learning about persuasion, how to read a prospect’s body language, understanding the customer’s perspective and why they buy from you over your competitors, etc. Employees who are trained on how to be persuasive, understand their customers’ needs, know what questions to ask, etc.,

Training 52

Training Hiring Trends Retention 52

Babette Ten Haken

MARCH 27, 2019

When stories engage customers and members, it’s because they hear their own, familiar voices in the story. And, traditionally, marketing, sales and PR focus on justifying, to customers, their investment in your products and services in anticipation of a benefit received from said products and services. Me neither.

Ideal Customer Profile 18

Ideal Customer Profile SME Education Engineering 18

HeavyHitter Sales

AUGUST 6, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Closing Techniques Using Sales Linguistics.

SME 87

SME Penetration Competition Sales 87

Zoominfo

JULY 28, 2020

These days, the marketing team is able to operate at a much broader capacity, and to do so, we’ve hired more subject matter expertise (SME) within specific focus areas. Similar to the SME employee, the idea, within a marketing structure, is to build expertise in order to attain and sustain world-class performance and value.

Outsourcing Services 246

Outsourcing Services B2B Hiring Marketing 246

Allego

JULY 17, 2023

It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. It helps create a more customer-centric approach to sales and fosters long-term relationships with buyers, leading to increased sales and higher customer satisfaction.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

Zoominfo

OCTOBER 5, 2021

These days, the marketing team is able to operate at a much broader capacity, and to do so, we’ve hired more subject matter expertise (SME) within specific focus areas. Similar to the SME employee, the idea, within a marketing structure, is to build expertise in order to attain and sustain world-class performance and value.

Outsourcing Services 130

Outsourcing Services B2B Hiring Marketing 130

OnePageCRM

FEBRUARY 8, 2018

The management team at OneLaw (A Legal practice management software company) believed there was a better way of streamlining their daily operations and decided to do a complete company-wide systems overhaul. This was not intuitive in their previous system, causing more timely admin and a potential loss of customers. Emma-Jane McLennan.

Sales Cycle 29

Sales Cycle System Ideal Customer Profile CRM 29