Mladen Kresic — February 14, 2018 Follow @KRNegotiators — February 14, 2018 Keynote speeches — like the ones that kick off a big sales drive or annual meeting — are fantastic opportunities…that aren’t always leveraged to their fullest. Most executive leaders will take to the podium assured that the top-line strategic messaging of the day, … Continue reading The Power of a Great Keynote: Inspiring and Focusing Your Audience
Richard Shapiro — July 21, 2017 Follow @RichardRShapiro — July 21, 2017 rawpixel / Pixabay Subscription services are unique business models and companies are struggling with how to retain those customers. Blue Apron is a good example. Blue Apron just announced that loyal customers are hard to find. According to a recent article in The … Continue reading 6 Tips to Retain Subscription Services Customers
Burke Alder — July 18, 2017 — July 18, 2017 As SaaS organizations of any size can attest to, winning new clients is only half the battle. The real testament to a company’s product, culture, and employees is showcased in the success of its customers. Customer retention should not only be at the top of … Continue reading 5 Bulletproof SaaS Strategies Proven to Build a Culture of Customer Success
Ashley Mullings — July 11, 2017 Follow @ashley_mullings — July 11, 2017 Recently, a niche retailer we’ve been working with for years began to fret about monthly promotions and asked, “Do people just wait for the next sale?” The concern was that intermittent discounts were disrupting consumer behavior. We love questions like this. There’s always … Continue reading Want to Grow Revenue? Get to Know Your Customers
Contributor Ryan Phelan explains the benefits of progressive profiling and walks you through the steps you should take when implementing your profiling program. Ryan Phelan on May 17, 2017 “First-person marketing,” as my colleague, Matt McGowan, explained in an earlier Marketing Land piece, sees customers as individuals to whom brands must shape their messaging … Continue reading Progressive profiling: Why it’s a win for you and your customers
Irit Eizips — February 16, 2017 — February 16, 2017 These days, the practice of Customer Success finds itself at an interesting crossroad. The importance and responsibility of the field are growing, yet the budget increases don’t seem to follow suit. At some point, you as a customer success manager might start to notice that … Continue reading Easy Customer Success Playbooks You Can Quickly Automate
Contributor Giovanni Strocchi explains how audience profiling built on first-party data can help marketers get to know their audience on a personal level and predict their needs. Giovanni Strocchi on January 23, 2017 Today’s scattergun approach to targeting, based on wide demographic assumptions, overlooks an important fact for marketers: Target audiences are made up … Continue reading How audience profiling, based on real-time online customer interactions, reveals the faces in the crowd
Sam Feil — December 27, 2016 — December 27, 2016 For those just joining my blog series CSM from the Trenches, welcome. In this series, I discuss trends, best practices, and advice for frontline customer success managers (CSMs). Being on the CSM frontline allows us to directly influence the success of our clients. I love … Continue reading CSM from the Trenches – 4 Segmentation Strategies for Frontline CSMs
Contributor Matt Nitzberg believes marketers need to move away from common, ingrained measurement practices and instead take an “audience-first” approach to analytics. Matt Nitzberg on October 19, 2016 Marketers competing in mature product categories are in a tough spot. For offerings from cereal to flights to cars, competition for market share and share of voice … Continue reading Brands must close the loop on audience segmentation
Make no mistake, account-based marketing is ideal for targeting prospects. But contributor Thomas Koletas explains why you should also be using it for retaining and upselling your existing customers. Thomas Koletas on October 4, 2016 Account-based marketing is the new black for B2B marketers, who are leveraging the strategy at nearly every stage of … Continue reading Don’t overlook your current customers with your ABM strategy
