It all depends on your industry and the state of your company, but different departments in your organization will say they are the ones that impact revenue growth the most. The IT department will say that it is the ability to bring new products to market that’s the key to success…Customer service will say they […]
Category Archives: Customer Relationship Management
Are your CRM and marketing automation solutions working in concert to deliver greater business results? In this article, you will discover five ways to enhance sales and marketing effectiveness with CRM/Marketing Automation integration. Customer Relationship Management (CRM) is critical to effective management of a sales funnel and forecast in business-to-business (B2B) companies. CRM systems track and […]
Have you ever heard of Dunbar’s number? It’s a suggested cognitive limit to the number of people with whom one can maintain stable social relationships. In other words, it’s the number of people you are able to keep in touch with. Robin Dunbar estimated this to be about 150 people. Now, check the number of contacts […]
I was recently introduced to an agency that puts more focus on client relationships than developing new business. While they do take on new clients from time to time, the agency has a strict “anti-RFP” mantra and promises their clients will hear back from them within 24-48 hours – regardless of the question or challenge. […]
The concept of Hoosier Hospitality really took hold when the 2012 Super Bowl was held in Indianapolis. In fact, the people in Indy were so nice that a host from the TODAY show said, “I have never met more people that have wished me a super day, that have offered to open a door, that […]
In the midwest, the month of May typically brings a mix of sunshine and lingering “April showers,” resulting in a mix of spending time outdoors, but also jumping around and dodging puddles. This rain/shine parallels how client success manages customer relationships. When a client first purchases a new product, it’s like taking a hike on a nice sunny day. […]
The sales process used to be linear. From MQLs to SQLs, marketers and salespeople alike practically spoke a different language – and that was just a few years ago. The sales funnel was just that, a funnel. And the weird thing about it (for me, at least) is that everything that goes into a funnel, […]
Client Success, Customer Lifecycle Marketing, Customer Loyalty, Customer Relationship Management, Marketing Automation
How Relationships Build Revenue
It’s no secret that relationships build revenue. We’ve been saying it for years. It makes no difference whether your model is business-to-business or business-to-consumer – at the end of the day, the customers who trust you will continue to do business with you and are more likely to spend more money with you over time […]
Yesterday I had a conversation with Right On Interactive’s CEO, Troy Burk, that many would consider a bit bizarre. We are currently in the process of planning a full day retreat for the marketing and sales teams to outline goals, strategies, and tactics as we move towards the new year. Troy and I were discussing […]
Most of us share one common priority over the holiday season: time with family. This means different traditions, celebrations, and activities — depending on your background — but most of us will see grandparents, cousins, aunts, uncles, siblings, and parents in varying capacities. Some of you may have cringed at the thought of having to […]