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Salesforce is Not Suited for Account Management

Kapta Customer Success

Are you forcing your account managers to use pre-sale tools to do post-sale activities? If you’re one of the 22.9 percent of businesses using Salesforce, this might be you.

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Your First 100 Days as an Account Management Leader Part 7: Ensuring Your Account Management Team Is Equipped

Kapta Customer Success

Strong sales and account management leaders can pave the way to innovative, customer-centric workflows and organizational changes.

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Who owns customer renewals and expansions: Customer Success, sales or account management?

ChurnZero

said account management; 17.7% said sales; 8.9% Account management teams claimed the difference. Even so, most SaaS companies clearly rely on their Customer Success managers as revenue drivers. Larger companies tend to have these functions owned by sales, account management, or a dedicated renewals team.”

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Who owns customer renewals and expansions: Customer Success, sales or account management?

ChurnZero

said account management; 17.7% said sales; 8.9% Account management teams claimed the difference. Even so, most SaaS companies clearly rely on their Customer Success managers as revenue drivers. Larger companies tend to have these functions owned by sales, account management, or a dedicated renewals team.”

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Why B2B Contact and Account Data Management Is Critical to Your ROI

Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. Download this eBook and gain an understanding of the impact of data management on your company’s ROI. You'll learn about: The true cost of bad (and good) data.

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KAMCon 2023: Best Practices for Key Account Management Compensation

Kapta Customer Success

She walked us through the elements of a key account management (KAM) compensation program and how to build your own effective plan. Everything she shared is based on her experience building marketing, sales, and customer success departments for over 100 companies in the last five years as well as her current role as a CRO.

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Insider hot takes: CS & Sales synergize to unleash predictable growth

Totango

Is 2024 the year of customer success or sales? This signifies that fostering an exceptional partnership between CS and sales teams — vital for long-term revenue growth, begins with understanding which customers can derive the highest value from your products and services over time.

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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Simplify account-health management. Stream the freshest data.

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Customer Success Needs to Grow (Up)

Speaker: Peter Armaly - Senior Director and Advisor of Customer Success at Oracle

So why is there still ongoing debate and angst about customer success not being treated as an equal partner to its sales peers? The only way this angst will end is if customer success accepts full responsibility for post-sales revenue management of customers. Demand more accountability of the practice.

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6 Killer Applications for Artificial Intelligence in the Customer Engagement Contact Center

If Artificial Intelligence for businesses is a red-hot topic in C-suites, AI for customer engagement and contact center customer service is white hot. This white paper covers specific areas in this domain that offer potential for transformational ROI, and a fast, zero-risk way to innovate with AI.

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The Top 3 Ways to Forecast for Your Contact Center

Forecasting is no easy task. It can be difficult to schedule the right amount of agents at the right time. Download our ebook to learn how to reduce overstaffing and understaffing, lower customer wait times and improve the customer experience with proper forecasting.