Strategic marketing groups are often the source of major shifts in a company's approach to sales and marketing as well as its overall growth strategy. (New article by Lilia Shirman in B2B Buzz)
Free Client Brief: Beyond Net Promoter ScoringUnderstanding customer-generated word of mouth.
The highly popular Net Promoter Score (NPS) customer satisfaction metric has gained broad adoption in the last five years. Customers’ likelihood to recommend you to others is a great measure of their satisfaction and loyalty. Unfortunately, Net Promoter scoring limits visibility and could lead your customer satisfaction initiatives astray. That's why most companies incorporate NPS into their Customer Feedback systems rather than use it as designed. There are many other critical questions to ask your customers. Here’s a quick introduction to Net Promoter Scoring and how to gather and use information about customer word-of-mouth in a way that's valuable for your business.
Why customers demand greater vendor transparency and increased influence over what is sold to them, where, and how (New article by Lilia Shirman in B2B Buzz).TOP OF PAGE
Article: Turn Your Pitch into a Conversation
Help your sales people listen and get on the same side of the table with the customer by turning your sales pitch into a conversation. (New article by Lilia Shirman in B2B Buzz)
Article: Hand the Pen to the Customer
What happens when the customer is not involved? (New article by Lilia Shirman in B2B Buzz)
Article: Stop Marketing, Start Collaborating
There are now so many channels for communication; it seems customers should be more engaged than ever. Are yours? (New article by Lilia Shirman in B2B Buzz)
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Benchmarking Study: Vertical Market Specialization by B2B Vendors
View B2B Marketing and Vertical Market Specialization Webcast
This Study presents data from 125 B2B vendors about motivations, practices, and results of specializing resources to focus on target vertical markets. Find out:
Case Study: Prioritizing Solutions for Rapid Revenue GrowthLearn how we helped BEA identify new solutions that could drive substantial new revenue in the following fiscal year.
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Free White Paper: Succeeding with Solutions White PaperA practical guide to identifying, developing, and succeeding with solutions.
Companies are looking for ways to combat commoditization, raise their
average deal size, and engage more senior, business-focused decision
makers. Many such vendors see solution offerings as the answer.
Unfortunately, many begin to stall almost immediately, with internal
disagreements about what solutions are, and how much to invest in
creating them. Here’s a simple guide to help you
Free Client Brief: Cultivating Customer References: Leveraging Past Success for Future Sales
Leverage past success for future sales. Customer success stories are regularly cited as the most valuale sales tool.TOP OF PAGE
Article: Nurture Your Channels
Your company’s ability to try new initiatives and pursue new market opportunities depends on the ability of your sales channels to adapt. To help them effectively, deliver tools and knowledge appropriate to each channel segment. (New article by Lilia Shirman in B2B Buzz)TOP OF PAGE
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