How to Identify Cross-Selling Opportunities in Your ABM Funnel

SmartBug Media

One of the main levers of revenue growth is selling to your existing customer base. Here are five account-based tactics for generating more cross-selling opportunities. Integrate this data into your CRM to run a report on the most active users of your product.=.

Beyond Events & Trade Shows: Upsell/Cross-Sell Automated SaaS Campaigns Part 1

SmartBug Media

Trade shows and events are important—and often powerful—customer acquisition channels for SaaS organizations. The truth is, connecting with leads, acquiring customers, and promoting your brand is still possible. What Is Upselling and Cross-Selling? Sometimes, upselling and cross-selling are used interchangeably as if they are the same. Cross-selling: “Cross-selling is encouraging the purchase of anything in conjunction with the primary product.

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Why You Should Be Cross-selling to Customers

Sales Intelligence View

Whether it’s more cost effective to recruit new customers or increase profits by cross-selling to current customers is the proverbial no-brainer; that is to say, estimates vary, but the consensus is that it costs at least five times more to win a new customer than to increase business from current customers. As such, the best way to maximize your profits is to cross-sell to the customers you already have.

6 Steps for a Successful B2B Cross-Sell and Upsell Strategy

Marketo

If you’re not marketing additional products or services to existing customers, you’re missing out on low-hanging fruit. To thrive and succeed in today’s competitive environment, you need to incorporate cross-sell and upsell into your marketing strategy to reap the full benefits of your hard-won customers. In fact, data from Forbes reveals 90% of the customer value for B2B businesses is actually obtained after the initial sale.

Social CRM: How Can It Make Money?

Sales Intelligence View

The move to relating to the customer who absorbs and shares products and information in 140 characters or less culminated with the rise of social customer relationship management (CRM). The market for social CRM, and the applications it has produced to track customer habits, relationships and activity via social media platforms, has drastically orbited into relevance in the past year. Sales teams can better track a customer’s satisfaction post-purchase.

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The Financial State of Social CRM

Sales Intelligence View

The world of social customer relationship management, or social CRM , has moved from its infancy to a full-fledged money-making industry in the past year. In the overall CRM market, the social CRM component will account for 10 percent. A formidable amount of growth in social CRM will be attributed to business-to-business applications, according to the report. The numbers are clear: The sales world is taking social CRM seriously.

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CRM marketing strategy: first-party data & onboarding

Choozle

Marketers have been collecting CRM data for years. Things like purchase history, visit history, and newsletters joined are all examples of valuable consumer characteristics, but connecting the dots—turning CRM data into a CRM marketing strategy (aka just having the data versus actually using it)—is the tricky part. Only 33 percent of marketers feel they can use their CRM data to drive decision-making. CRM marketing strategy: the deets. ABM = CRM.

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CRM marketing strategy: first-party data & onboarding

Choozle

Marketers have been collecting CRM data for years. Things like purchase history, visit history, and newsletters joined are all examples of valuable consumer characteristics, but connecting the dots—turning CRM data into a CRM marketing strategy (aka just having the data versus actually using it)—is the tricky part. Only 33 percent of marketers feel they can use their CRM data to drive decision-making. CRM marketing strategy: the deets. ABM = CRM.

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How To Execute A World-Class Expansion Strategy with ABM

Engagio

Then it hit him – sell a larger bag at a discounted price. became standard practice to get customers to spend more. The add-on of fries has become the prime example when it comes to cross-sell strategies. Upsell and Cross-Sell in B2B Markets. Of course, that’s a highly simplified consumer example of upselling and cross-selling opportunities. This looks much different if you’re selling to other business.

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What Is Customer Marketing?

Act-On

B2B marketers are focusing more and more on making sure their customers are successful after they’ve signed the contract and started using your product or service. First, successful customers are happy customers and their more likely to renew with you. The second reason is that successful, happy customers are also great advocates for your brand. They’re your customers who are willing to advocate for your brand, your company, your solution, your people.

Customer Success: An Instrument for Change

Modern Marketing

In a talk I delivered last week about our new service model at the Customer Success Summit in Toronto, I referred to customer success as a function that should be seen in the age of the cloud as a company’s most vital instrument for transformative change. Elevate customer success.

Customer Lifecycle Metrics, Part 5: Retention and Expansion

Act-On

This is part five in a series of five blog posts that examines the metrics you should measure throughout the five stages of the customer lifecycle: attract , capture , nurture , convert , and expand. Once your prospect converts and becomes a customer, your job as a B2B marketer isn’t done – in fact, the most significant part is just beginning. Top performers are also more likely to personalize campaigns based on their customer preferences.

CRM AND THE CUSTOMER EXPERIENCE: 5 WAYS THE TWO ARE CONNECTED

GreenRope

CRM AND THE CUSTOMER EXPERIENCE: 5 WAYS THE TWO ARE CONNECTED. CRM stands for customer relationship management and refers to technology specifically designed to help manage and analyze a company's interactions with its past, present, and potential customers. CRM uses powerful tech to enable the free flow of data to the people who need it, when they need it. In this article, we reference Complete CRM, which is a modern approach to CRM.

Rethinking the Role of Marketing in B2B Customer Engagement

Act-On

Customer engagement is a cycle that starts the instant a prospect first finds out about your brand and continues on through the acquisition, conversion, retention, and expansion stages of the customer lifecycle. Optimizing this cycle helps you to maximize the revenue you’ll receive from each individual customer. Expand : Retaining profitable customers, repeat purchases, loyalty – Owned by customer success, up-selling, cross-selling, loyalty – Owned by sales.

Customer data platforms: The next step in customer experiences

ClickZ

Tune into any marketing technology conversation, and you’re likely to hear the term customer data platform (CDP) come up sooner rather than later. At a high level, a CDP brings a meaningful set of data intelligence and insights to bear on marketing decision-making for individual customers and prospects. They typically bundle an existing martech offering, such as a CRM or BI solution, with CDP-styled capabilities as an integrated suite of tools. Customer-centric (vs.

47% Leads Nurtured In CRM Will Convert. Adopt CRM Today!

Valasys

Due to the rise of virtual assistants, social CRM, omnichannel technologies and AI-powered automated workflows in 2018, Customer Relationship Management (CRM) witnessed a really good year. As more AI-powered assistants will be dominating the landscape, there will be many new advances in CRM technology. CRM Trends. Companies like Zoho have also created their own voice assistant called Zia which allows users to ask questions that are CRM-data specific.

Why Businesses Need an Integrated CRM Software

Ontraport

We’ve all experienced it — a nightmare customer support call where you had to repeat the same information to different agents, an inflexible return policy at a store you’ve been loyal to for years, or an email attempting to sell you a product you’ve already bought. The solution is to have an individual, top-to-bottom view of all leads and customers where all the data about them lives in one place. That’s exactly what an all-in-one CRM like Ontraport does for you.

How 360-Degree Views Can Help Get You the Most From Customers

Zoominfo

You expect to be treated like a valued customer because you know the data is there, they just haven’t taken the time to study up before the call. Today, customers expect united, data-driven communications. A 360-degree approach to viewing and managing customer relationships supports efforts at every stage of the sales funnel. What is a 360-degree customer view? A 360-degree customer view provides full visibility into a contact or account’s business relationships.

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5 Ways to Guarantee Customer Loyalty and Retention

Sales Intelligence View

Customer churn is the biggest problem facing every business, and while there’s no magic solution for ensuring complete customer retention, there are processes that you can put in place to decrease churn. If you’re ready and willing to put in the effort, then these 5 key tricks for achieving effective customer retention will help you build a more loyal and satisfied customer base. 1) Pay Attention to Customer Feedback.

5 Ways Marketing Automation Enhances Customer Loyalty

Sharpspring

Customer loyalty is a lost art of marketing, rediscovered. In the age of digital marketing, more emphasis is being put upon customer experience and customer loyalty. The renewed focus on customer loyalty is for a good reason. It’s helping brands find and retain their best customers like never before. Marketing automation leads the customer loyalty revival. What Is Customer Loyalty? 2) Personalize the Customer Experience .

Why You Should Send Your CRM Your Product’s Usage Data

InsightSquared

Countless tools will integrate with your CRM to send it information on what content a prospect or lead is consuming, what pages they have viewed, or what events they have gone to. Thankfully though it’s far from impossible to send that data to your CRM and the value is immense. When you put product-level data in the hands of sales right within your CRM, you make your reps more efficient, more productive, and they will probably close more business.

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Prioritizing Customer Data Management

Valasys

Rules on new consent – It is imperative that companies ask for consent before they process or store any customer data. Customer Data Management. Customer data can include a name, email, address, and date of birth, personal interests, unique identifiers, digital footprints and more.

How ERP Improves Customer Service

ATAK Interactive

In today’s world, customers have myriad options when it comes to Enterprise Resource Planning (ERP). These improvements work toward higher levels of customer service satisfaction. In the end, ERP is key to better business operations along with increased customer satisfaction. How ERP Enhances Customer Service. Companies that do not do so will find their customers moving on to other suppliers. Customer Service Improvement with Streamlined Backend Processes.

The 3 Pillars of B2B Customer Service

Sales Intelligence View

Understand Your Customers. Understanding your customers is essential to establishing and maintaining relationships that deliver returning revenue as well as up-sell and cross-sell business. The best way to get to know your customers? Don’t wait until your CRM alerts you that an account is up for renewal. Follow your customers on social media so you’re the first to congratulate them on a business development.

Customer Lifecycle Metrics, Part 5: Retention and Expansion

Marketing Action

This is part five in a series of five blog posts that examines the metrics you should measure throughout the five stages of the customer lifecycle: attract , capture , nurture , convert , and expand. . Once your prospect converts and becomes a customer, your job as a B2B marketer isn’t done – in fact, the most significant part is just beginning. Top performers are also more likely to personalize campaigns based on their customer preferences.

Don’t Let Prospects Get Lost: Create a Customer Journey Map

Marketing Action

The same is true for the buyer’s journey, especially for B2B customers with a long and possibly complicated trip ahead of them. And to be good guides, we need to fully understand the journey each customer takes when they engage with our company. The B2B customer journey is generally seen to have five stages: Attract, Capture, Nurture, Convert, and Expand. In the later stages of the process, it boils down to a win – the customer chooses your solution or goes to a competitor.

5 Types of Emails That Improve Customer Retention

Sharpspring

There’s no way to succeed in business today without focusing on new customer acquisition. But in doing so, many marketers overlook an equally important goal: customer retention. . Having a strong customer retention strategy doesn’t have to be complicated. In fact, email marketing to existing customers is extremely cost-effective. Why you should send customer retention emails. Better customer experience. Increased customer lifetime value (CLV).

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9 Steps to Help Drive Your Customer Marketing Initiatives

Engagio

Many of us have heard that marketing is now the steward of the customer journey. There is a lot of exciting development around Customer Data Platforms (CDPs) and technology that helps us measure customer success. You frequently visit a marketing team and 20 people are assigned to acquisition/demand gen, and the customer marketing team is notably smaller. How are you organizing customer marketing? 2) Have clear goals for customer marketing.

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Stats to Track Through the Customer Lifecycle

Ontraport

The scope of what’s possible with marketing tracking is ever-growing — there are constantly new tools coming out that allow you to gain insight into a new area of customer behavior that you didn’t have access to before. One of the easiest ways to track at every stage of the customer lifecycle is through use of UTMs. We recommend looking at your marketing analytics in terms of the customer lifecycle. Customer satisfaction. Customer lifetime value (CLV).

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Google AdWords Adds “Customer Match” to Their Targeting Arsenal

Fathom

Finally, Google has jumped on the bandwagon to the ability to target users by offline data, such as email addresses, that they are calling “ Customer Match ”. Google was not an innovator nor early adopter with this targeting technique as 3 rd party retargeting vendors and DSPs have coined this tactic as “CRM Retargeting”. In addition, Facebook calls this “ Custom Audiences ” where Twitter defines this as “ Tailored Audiences ”.

5 Reasons Marketing Teams Benefit from Microsoft Dynamics CRM and Marketing Automation Integration

Lead Liaison

What are the 5 ways marketing teams benefit from Microsoft Dynamics CRM and Marketing Automation integration? In this article we’ll discuss 5 ways marketing marketing teams benefit from integrating Microsoft Dynamics CRM with marketing automation. Sales reps have always had their system of record, a CRM. A CRM is a common repository, a place to keep notes, contact information, and opportunities.

How CRM Can Make Your Workload Feel Like Summer Vacation

Vidyard

Selling can be fun, personally fulfilling and occasionally exhilarating, but let’s face it, it’s no walk on the beach. While selling via video can dramatically improve your ability to communicate with customers and enhance the purchasing experience, combining video with customer relationship management (CRM) may be one of the best ways to make your workload more streamlined and enjoyable—almost like a summer vacation. CRM brings the same principle to selling.

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How ERP Improves Customer Service

ATAK Interactive

In today’s world, customers have myriad options when it comes to Enterprise Resource Planning (ERP). These improvements work toward higher levels of customer service satisfaction. In the end, ERP is key to better business operations along with increased customer satisfaction. How ERP Enhances Customer Service. Companies that do not do so will find their customers moving on to other suppliers. Customer Service Improvement with Streamlined Backend Processes.

Find Your Ideal Customer with Account Insights and Profiling

Marketo

The digital revolution has raised customer expectations massively. It rests on your ability to maximize your customers’ experience. With the right data—and a platform powerful enough to use the data effectively—you can gain highly accurate account insights and effectively profile your targets to create hyper-personalized account-based experiences that your customers and prospects will enjoy. Ideal customer profiles and predictive target account lists.

Tech Talk with BlueConic: How the world’s leading CDP centralizes and optimizes data

ClickZ

a leading customer data platform (CDP) that centralizes all your first-party data, helps you overcome silos, and create individualized experiences in every stage of a customer’s lifecycle. Data in your CRM. Customer success. Customer data solutions that work for you.

3 Emails Your Customers Should Be Getting, At Minimum

Cody Ward

Customers want to engage with brands they actively spend money with. Most customers would gladly give up their email address and welcome transactional emails based on something they’ve done. Here are 5 emails that you should be sending to your customers at minimum. Target former customers or cross-sell your current customers in an attempt to drive up business and help them save some money.

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What Can You Do with Marketing Automation: Surprise! Its more than you think.

Act-On

But, while driving potential customers’ awareness and interest in a company’s products or services is certainly one essential function of MA, the story hardly ends there. Some marketers use MA solely for demand generation purposes and have not fully realized how to leverage their existing technology to extend to branding and customer marketing needs. It’s the promise you make to customers, and it needs to infuse every stage in your company’s growth and your customer’s lifecycle.