A Sales Enablement Tool for the CEO

Sales Benchmark Index

Tools 271

I’ve Mapped My Customer Journey, Now What?

Sales Benchmark Index

What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.”

Creating Unforgettable Moments in Key Phases of Your Customer Journey

Sales Benchmark Index

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

Executing a World-Class Customer Experience

Sales Benchmark Index

In a previous article, SBI explained the importance of CMOs taking ownership of the Customer Life Cycle. If you already agree with its importance, your next two questions are likely: “What does great look like?” ” “How do I deliver it?” ” While there are.

In the Race to Win More Customers, Sales Needs Digital Transformation

to do more, customers demand that you know more, and. personalized customer engagement and methods to utilize the. were HR, sales, customer service, finance/accounting, IT, and. At the same time, customer expectations grow ever.

Understanding Your Customer’s Story with Listening Paths

Sales Benchmark Index

Messaging Pipelines. When I was younger, I would often play “The Telephone Game” with my friends. You whisper a phrase to one person, who whispers it to another, and so on until the last person in the line repeats the message.

Customer Conflict Tool – Stop, Drop and Roll

Sales Manager Now

Most of us learned it in elementary school, but they never told us back then it might help us win or keep a customer one day. Fires create panic… The post Customer Conflict Tool – Stop, Drop and Roll appeared first on Sales Manager Now.

Tools 52

Reallocating CSM Time Can Dramatically Improve Customer Success Revenue

Sales Benchmark Index

As a Customer Success Leader, to scale your organization, you have to get the most out of your team. Your greatest lever, is how to allocate a Customer Success Professional’s most important asset, their time.

Why Episode Analysis Is Vital to Understanding Your Customers

Sales Benchmark Index

There is lots of great content on Customer Journey Mapping as well as Touchpoint Analysis, but why is this vital component overlooked? If you search “Episode Analysis” your results are flooded by “Game of Thrones” results.

The Top Marketing Tools Guide of 2018

Smart Selling Tools

Because it is perfectly timed with our annual Top Marketing Tools Guide. Our Top Marketing Tools Guide has just 17. And Customer Engagement systems like Modus Engagement’s Enterprise Buyer Engagement platform (whew, that’s a lot of engagement).

Tools 141

7 Must-Have Automated Documents for Sales Success

Many companies have adopted technologies like customer relationship management. CRM) platforms, lead funnel strategies, and new communications tools to accelerate. document automation tools, which reduce manual work, improve data quality, and. Customize content by recipient.

Don’t overpack your tool bag

Sales 2.0

is telling you to go easy on the tools you use for selling but that’s the case. The common problem is that the common tools we’ve developed to make us more productive at work often end up making us less productive. Sales is a long journey, don’t overpack your tool bag. Tools

Tools 195

10 Great Examples - Customer Service as a Powerful Sales Tool

Understanding the Sales Force

Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular.

How The CEO Can Jump-Start The Customer Experience Transformation (CXT)

Sales Benchmark Index

As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them.

A Product Platform Empowers Your Organization and Unlocks Customer Value

Sales Benchmark Index

A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers.

3 Tracking Tools for Serious Sales

The Pipeline

Effective tracking tools pave the way for great sales, so when considering what tools to use for your business, you shouldn’t accept anything less than exceptional. Let’s look at three of the best tracking tools available. The Pipeline Guest Post - Carrie Powers.

Tools 309

Design Thinking, Empathy, and the Ideal Customer Experience Design

Sales Benchmark Index

Your Design Thinking Needs Analysis and Abstract Reasoning to Align with the Customer.

Creating Elevated Moments – Customer Experience Lessons from the World’s Best Restaurant

Sales Benchmark Index

B2B companies are waking up to the fact that to grow faster than their competitors, they need to differentiate their customer experience. Taking another lesson from outside of our industry, today we will examine how CX design elevated a restaurant.

What to Look For in a Customer Relationship Management Tool

Sales and Marketing Management

Teaser: Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Issue Date: 2015-05-15.

Tools 278

Want to Increase Selling Time? Harness the Power of AI-Driven Tools

Sales Benchmark Index

Is your sales team spending too much time doing other things besides selling? Do you feel like you can’t ever focus on strategic objectives because you are too weighed down by a constant stream of ad hoc data requests?

Tools 186

Fast Track Your Sales with New Tools

DiscoverOrg Sales

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. These tools are key members of the DiscoverOrg platform’s pit crew.

Tools 251

Should the VP of Customer Success Report to the VP of Sales?

Sales Benchmark Index

Customer Success continues to be one of the hottest topics on the mind of the sales leaders and CEO’s we work with. Few will argue against the benefits of Customer Success – driving profitable growth, product adoption and customer reference-ability.

Report 171

The Top Sales Tools of the Year – The Final Cut

Smart Selling Tools

The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. You’ll find detailed information on top selling tools for: Account-Based Selling. Want reps to have the power to map their customers in the field?

Tools 140

How The World’s Top CMOs Take Ownership of Customer Lifecycle Management (CLM)

Sales Benchmark Index

This myopic view only focuses on one stage of the Customer Lifecycle. The CMO who exclusively focuses on new lead generation is falling behind the market, their competitors, and their peers. Conversely, revenue driven CMOs are making massive impacts to.

Performing a Customer Success Capabilities Assessment Is the Key to Cross-Sell/Up-Sell Next Year

Sales Benchmark Index

I recently attempted to learn to golf – again. I visited a Pro Shop and confidently told the Pro that I was pretty good with my Driver, 4 Iron, 7 Iron, and Pitching Wedge, but not very good with my.

Sales Management: 6 Top Tools to Create More Effective Sales Teams

The Pipeline

The best sales tools now are all about integration and automation. The best tools for your team make more sales, less work. Clari is much more than an alternative to customer relationship management (CRM). It has CRM tools built in, but focuses entirely on the sales perspective.

Tools 325

Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

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. Learn how to better serve your customers.

Types of Sales Tools That Boost Productivity

Highspot

The answer lies in using the right tools and strategies to improve sales productivity. In this article, we walk you through the different categories of sales productivity tools that can turn your team into a lean, mean, revenue-generating machine. Lead Generation Tools.

Tools 87

What’s New in Enabling the Customer Success Function?

Sales Benchmark Index

Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan.

Does Your Marketing Team Match Your Customer Acquisition Strategy?

Sales Benchmark Index

Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled.

The Top Sales Tool for 2014

Sales Benchmark Index

Understanding how your customers are evolving and determining whether your sales team is keeping pace. This tool has been around for a few years now. You will have access to guides, templates and tools to help your BPM drive revenue. A customer survey was launched and aggregated.

Tools 312

How to Create an Ideal Customer Profile (ICP) to Target the Right Customers

DiscoverOrg Sales

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? It takes time, money, and people to attract, convert, and delight new customers. What is an Ideal Customer Profile?

Sales Tools Don’t Fail – Sales eXchange 186

The Pipeline

Considering the upside presented by sales tools, and lately web 2.0 All good things, but none speak to how the tool’s will make it easier for the sales person to close deals, make quota, and make more money; which is “what’s in it for the rep”.

Tools 274

Ways to Use Bundling to Drive up Your Average Sales Price (ASP) and Customer Lifetime Value (CLTV)

Sales Benchmark Index

“But wait…there’s more!” ” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping.

Margin 199

Why Profitability Matters When Creating, Maintaining, and Renewing Customer Prices

Smart Selling Tools

Customer-Specific Prices: The Silent Source of Margin Leakage. In creating customer-specific agreements, sales teams often override existing pricing structures and guidance, in many cases over-discounting. Arm Sales with Relevant Customer Price Guidance.

Mobile Tools to Sell More

Score More Sales

Did you hear about the Chinese restaurant snafu where they did not have their latest prices on the website and a customer, Harvard professor Ben Edelman, made a big stink about it? This conversation continues with more about other mobile tools in a future post.

Tools 268

Customer Intelligence: The Secret Treasure from your Value Selling and Marketing Tools

The ROI Guy

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging.

How to Successfully Deploy a CX Transformation Program

Sales Benchmark Index

Customer Experience (or CX) is at the forefront of how B2C companies are competing and winning. B2B firms are waking up to the importance of CX, and many are on their transformation journey. However, Harvard Business Review outlines that many.

B2C 208

New Video Tool Is Grabbing Your Customers Attention

Fill the Funnel

Not only is video the secret weapon behind many of the most successful sales and marketing campaigns currently, but it can help make the difference in your customers decisions. Original article: New Video Tool Is Grabbing Your Customers Attention ©2016 Fill the Funnel.

Tools 87

Sales Tools for Building a Better Relationship with the Customer

Selling Energy

As a salesperson, you know that closing the deal is only the first step in customer relations. There are many ways to build your customer relationships, and most of them require customizable sales tools to make your customers feel that you deserve their business.

Tools 55