Gartner Research: Boost your growth from existing customers (Part 1 of 2)

Markempa

According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” The post Gartner Research: Boost your growth from existing customers (Part 1 of 2) appeared first on B2B Lead Blog. CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive.

The Financial State of Social CRM

Sales Intelligence View

Technology research group Gartner predicts that the industry will be worth $2.1 Sales representatives can also use them for lead generation and cross-selling and up-selling, and clients see the company’s brand through them. Recent Gartner studies reveal that only half of Fortune 500 companies will see a return on their investment in social CRMs this year. There has been some research on the ROI of social selling.

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Gartner Names Versium a “Cool Vendor” in Retail 2016

Versium

REDMOND, WA–(Marketwired – May 11, 2016) – Versium , a leading data technology company that delivers automated data technology solutions to marketing agencies and enterprises, today announced it has been selected as a “Cool Vendor” in the Cool Vendors in Retail, 2016 report by Gartner, Inc., Gartner “Cool Vendors in Retail, 2016” was published on April 28, 2016 by Kelsie Marian, Miriam Burt, Robert Hetu, Joanne Joliet, and Frances Karamouzis.

Social CRM: How Can It Make Money?

Sales Intelligence View

For the 50 percent of Fortune 1000 organizations not determining, or even measuring, ROI, ignorance will mean failed projects,” If the social CRM applications a business is using, whether they’re to monitor customer activity or manage cross-selling, aren’t earning that business money, then what is the point? For the 50 percent of Fortune 1000 organizations not determining, or even measuring, ROI, ignorance will mean failed projects,” said Adam Sarner, research director at Gartner.

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Success During the Pandemic – Customer Retention Is Key

Zoominfo

According to Gartner, “In response to the ongoing COVID-19 crisis, marketers are exhibiting a range of responses beyond creating COVID-19-specific content. Cross-selling topic searches are on the rise, too.

New Research: Boost Organic Growth From Current Customers

Marketing Insider Group

According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive. In fact, the traditional approach is no longer working.

5 Lead Management Best Practices That Build Account-Based Marketing Success

Oracle

All of these insights transform the selling process from transactional to consultative, helping forge stronger customer relationships. Gartner, Magic Quadrant for CRM Lead Management, Ilona Hansen, Julian Poulter, Noah Elkin, Christy Ferguson, 23 September 2019.

BI Vendors not doing enough to prove ROI

The ROI Guy

At Gartner's Business Intelligence Summit 2010, IT Executives indicate that they're struggling to prove the ROI of BI to the business. As Gartner BI Summit participants indicate, the current failure to deliver value proof-points is already having a significant impact on buyer satisfaction, upsell / cross sell opportunities and lack of planned adoption. An article about the Gartner BI Summit can be found at: [link].

7 Ways to Justify Intent Data to the Boss

TrueInfluence

According to Gartner , “…by the end of 2022, more than 70 percent of B2B marketers will utilize third-party intent data to target prospects or engage groups of buyers in selected accounts.”. How widespread is the use of intent data by B2B companies?

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

Zoominfo

Ultimately, this makes it easier to cross-sell, upsell, and retain customers. According to a study done by Gartner, 95% of buying groups revisit decisions at least once as new information emerges to them.

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Key Insights: Marketing technology industry August snapshot and CMOs’ plans

ClickZ

We found some supporting evidence of these budget cuts in ‘ Gartner’s 2020 CMO Spend Survey ’ which mentioned that 44% of CMOs experienced mid-year budget cuts with 11% expecting significant budget cuts.

Marketing in the Age of the Connected Customer Experience - 3 Questions Marketers Must Answer

Oracle

To address this challenge head-on, marketers need to leverage cross-channel orchestration tools that manage customer interactions across multiple channels such as email, SMS, MMS, push notification, in-app messages, display ads, web and mobile web campaigns. Picking the right vendor to enable high-quality and consistent cross-channel engagement requires examining several factors: Is cross-channel orchestration a key strength of the vendor?

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3 Ways to Optimize Customer Experience Via Email

Oracle

Gartner estimated that by this year, 89% of companies expect to compete mostly on the basis of customer experience, versus 36% four years ago. While we’re often distracted by the wide variance in data sources and an evolving list of channels that challenge marketing, simple-but-carefully executed email content can drive the up and cross sell business to boost the experience your brand delivers.

The Demand Generation Strategy Guide

Zoominfo

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. It is far easier to sell to an existing customer than to a brand new one.

3 Demand Generation Trends to Watch in 2019

ANNUITAS

For many organizations, that meant increased opportunities for cross-selling — an easier target than going after new deals with 60-70% success versus 20% for prospects ( Marketingland ). For companies looking to be acquired, the additional revenue from selling to existing customers could make or break the deal. Data Driving Personalization and Account-Based Marketing While Protecting Buyer Privacy.

10 Most Popular B2B Lead Generation Blog Posts of 2018

Markempa

That’s why I interviewed Brent Adamson ( @brentadamson ), Principal Executive Advisor at Gartner , and the co-author of The Challenger Sale and The Challenger Customer. Read Five Reasons Why Your Buyer Persona’s Aren’t Good Enough #2: Gartner Research: Boost Your Growth From Existing Customers CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers?

Using Customer Lifecycle Management to Build Engagement in Marketo

SmartBug Media

I’ll bet you didn’t know that, according to data from Gartner , nearly 80 percent of a company’s future profits come from 20 percent of their existing customers. Growth : When you identify cross-sell or upsell opportunities for the customer to continue to provide value.

A Lattizen Year in Review – Top Content

Lattice

How to Increase Sales with Referrals, Cross-Selling and Up-Selling. This post is a written Q&A with Colleen Francis of Engage Selling Solutions from 2013 but the content is super relevant today. Read more to learn tips on cross-selling and up-selling to existing customers. Gartner’s Market Guide on Predictive Analytics. What customers should be looking for in a vendor is outlined in Gartner’s latest report, linked above.

Have You Adapted to the Modern Sales Cycle?

Seismic

Gartner says that they get 57% of the information they need on their own before engaging to sales. Gone are the days of transactional selling when a customer relationship ends after the purchase is made. Sales reps should also check in periodically with their existing customers, both to uncover upsell and cross-sell opportunities and ensure that the customer is optimizing your product.

What is Revenue Operations? Plus Answers to Other RevOps Questions

InsightSquared

In fact, according to Gartner , by 2025, 75% of the highest growth companies in the world will deploy a revenue operations (RevOps) model. Guided Selling. Cross-Selling. The action of selling an additional product or service to an existing customer.

How to Grow Accounts Using LinkedIn

OutboundView

According to Gartner , only 28% of sales leaders say their account managers regularly meet cross-sell and account growth goals. It’s easier to sell to someone who knows you versus someone who doesn’t.

Pitch Perfect: How Sales Enablement Can Optimize Your Bank’s Competitive Differentiation Strategy

Seismic

These days, small- and medium-sized companies are using far more banks than even just a few years ago: according to Gartner’s 2016 Study: “A New Basis for Competitive Advantage,” 53 percent of companies use four or more financial providers. They’re the ones who are in the trenches, meeting with prospects and existing clients, building strong relationships, and selling end users on the value of the bank’s offerings.

12 Ways to Use Buyer Intent Signals as Your Sales Advantage

TrueInfluence

Gartner states that “by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects or engage groups of buyers in selected accounts.”. Leads often don’t even match the prospect profiles the company wants to sell to.

3 Reasons Why You Should Be Marketing to Your Existing Customers

Higher Logic

I mean, just consider this finding from Gartner Group research: Nearly two thirds of surveyed tech buyers they said they would purchase more from existing providers if they saw value from their initial investment being clearly demonstrated. As you increase upsell, cross-sell, and other marketing offers to existing customers, they're more likely to purchase new products or upgrades. Bringing in new business is and always will be important.

Buyer Enablement Content: Drive Conversions & Build Trust

Content4Demand

Tonya began the presentation with a handful of buyer enablement definitions, each with a worthwhile piece of the buyer-enablement puzzle: Gartner says that buyer enablement is “the provisioning of information that supports the completion of critical activities necessary to make a purchase.”

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Streamline Lead Qualification with Technology Intelligence

HG Data

Keep in mind that if you are a B2B company, you may have to sell to multiple people. According to Gartner , the typical buying group for a complex B2B solution involves six to ten decision makers.

4 Ways to Maximize HubSpot for a SaaS Business Model

SmartBug Media

One quick win is to start with third party listing sites (think G2, Capterra, Gartner, TrustRadius, and so forth). Boost Retention and Up/Cross Sell Opportunities. If you’re looking for ways to increase upsell and cross-sell opportunities, check out this blog post !

Why You Should Be Obsessed With Your Customer Experience

Higher Logic

Which increases your revenue the most: selling more product or retaining current customers? According to a Gartner report, 80 percent of future revenue will come from just 20 percent of your existing customers. Customer experience teams can provide upsell and cross-sell opportunities to the customers they talk to, providing them with more value and helping your company grow its revenue. Happy CX Day!

How AI is Changing the Sales Process

InsightSquared

In fact, Gartner reported by the year 2020, AI will become a more integral part of the sales process for up to 30% of companies around the world. Here are three of the top ways AI is impacting today’s sales process: Increases Time Spent Selling. Today’s sales reps are facing a major problem: they can’t find enough time in their day to actually sell. In 2019, artificial intelligence (AI) is prevalent in our everyday lives.

7 Types of Campaigns That Can Increase Customer Satisfaction and Retention

ClickDimensions

A recent Gartner survey found that on average only 18 percent of marketing budgets are focused on customer retention efforts. Cross-sell or upsell campaign. In recent years, marketing’s focus has started to shift to include customers in addition to leads.

Why Renew? Quantify Realized Value or Perish

The ROI Guy

For most SaaS businesses, the research proves the better way to grow as via improved customer retention, and leveraging success within these accounts for up and cross-sell opportunities. The Bottom-Line As the research proves, the health of your SaaS / Cloud business is directly tied to your ability to retain customers, prevent churn, and up/cross-sell to existing accounts.

The Various Lifecycle Species: Which One Are You?

Marketo

Do more upselling and cross-selling. An estimate from Gartner Group, however, indicates that 80% of a company’s future profits will come from just 20% of existing customers. Build additional customer lifecycle models and lifecycles for each customer goal: onboarding, upsell, cross-sell, and renewal by region for example. Author: Rajiv Kapoor Quiz time!—Put Put on your thinking caps and answer me this: What one thing can help you achieve these three things?

2 Customer Marketing Campaigns to Drive More Revenue with ABM [Templates]

Terminus

Consider the oft-quoted statistic from Gartner Group that 80% of a business’ profits over time come from just 20% of their customers. When you take an account-based approach to business, it becomes clear that satisfied customers are not just clients; they’re also your best advocates, as well as prospects for upselling, cross-selling, renewals, and expansion. Upsell/Cross-Sell. Click here to download the full, editable 4-page Upsell/Cross-Sell worksheet.

The Subscription Economy Is Here — and Your Buyers Demand the Shift

Mereo

According to recent Gartner research , “By 2022, more than 80% of software providers will change their primary business model from traditional license and maintenance to subscription models, regardless of whether the software resides on premises or in the cloud.”.

Why Customer Success May Not Be Driving Growth For Your Brand

VisumCX

The prevailing thought is if we can help our customers be successful, this will lead to a good experience, which leads to retention and the opportunity for cross-sell, and upsell opportunities, with the outcome being corporate growth. What is the way firms are trying to sell to their “successful customers” is actually having a negative effect? According to the research conducted by CEB, now Gartner, the average B2B organization has seen a 2.3x

New research: Boost organic growth from current customers

B2B Lead Generation

According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” ” That’s why I interviewed Brent Adamson ( @brentadamson ), Principal Executive Advisor at Gartner , and the co-author of The Challenger Sale and The Challenger Customer. Brent Adamson: I work with an organization formerly known as CEB and has now been acquired by Gartner.

Running an ABM Strategy in 2021? Here’s All You Need to Know in the Evolving Landscape

Inbox Insight

ABM effectively leads to a boost in upselling and cross-selling with minimal resource and outlay, and a far quicker end-to-end sales process. Of 2,500 people surveyed by Gartner , 38% said they would stop doing business with an organization if personalization became too creepy.

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