article thumbnail

Sales Prioritization Brings Accountability to Renewals


Learn how Concentrix dropped customer churn and achieved an unprecedented level of success with sales prioritization. The post Sales Prioritization Brings Accountability to Renewals appeared first on Concentrix.

article thumbnail

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.


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

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


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.

Sales 108
article thumbnail

All Revenue is Not Equal: Shifting Mindset with Account-Based Sales

Integrity Solutions

With the rise of cross-functional buying committees in B2B selling situations, sales and marketing professionals are reevaluating some of their “tried-and-true” methods and shifting away from just individuals to more of an account-based sales approach. Account Based Sales: How To Strategically Select Sales Targets.

article thumbnail

The Ultimate Guide to Sales Outreach

Sales outreach is an art and a science. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!

article thumbnail

Elevating Home Improvement Sales: How TMP Direct’s B2C/B2B Teams Drive Success

TMP Direct

In the competitive world of home improvement, businesses need a reliable partner to manage sales operations and enhance customer experiences. TMP Direct’s proven full-function B2C/B2B sales teams are designed to meet this need, driving inbound, outbound, and online sales, signups, and test drives.

B2C 52
article thumbnail

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


said account management; 17.7% said sales; 8.9% Account management teams claimed the difference. Larger companies tend to have these functions owned by sales, account management, or a dedicated renewals team.” said sales; 20.3% said account management; and 4.5% said Customer Success; 19.2%

article thumbnail

The 5 Stages of Account-Based Marketing — and How to Win Them All

The benefits of account-based marketing are clear: internal alignment, shorter sales cycles, higher conversion rates. Without it, you can’t find and reach your target accounts. But none of this is possible without the most important element of a successful ABM program: good data. Data is the fuel that powers your ABM engine.

article thumbnail

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. However, investing in new technology isn’t always easy, and commonly, it’s difficult to show the ROI of data quality efforts.

article thumbnail

3 Mistakes Organizations Make While Developing ABM Programs

The benefits of Account-Based Marketing are clear, so what’s holding B2B professionals back? From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

article thumbnail

Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Leveraging a data provider to help identify and connect with qualified prospects supports company revenue goals by alleviating common headaches associated with prospecting research and empowers sales productivity. Critical integrations that fit directly into your sales processes and workflows. So what’s the problem?

article thumbnail

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. Automate personalized outreach.

article thumbnail

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.

article thumbnail

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.

article thumbnail

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.