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

B2B Lead Blog

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 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.

CRM 100

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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

Information technology research group Gartner looked into the ROI of social CRM applications earlier this year and discovered that only half of the Fortune 500 companies using social CRM will receive a worthwhile ROI from their social initiatives.

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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

Modern Marketing

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.

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

Modern Marketing

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.

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10 Most Popular B2B Lead Generation Blog Posts of 2018

B2B Lead Blog

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.

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 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.

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.

3 Ways to Optimize Customer Experience Via Email

Modern Marketing

Gartner estimated that by this year, 89% of companies expect to compete mostly on the basis of customer experience, versus 36% four years ago.

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.

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. Gartner’s Market Guide on Predictive Analytics.

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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.

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.

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.

Versium Positions for Expansion and Growth by Hiring Product Leader Dillana Lim as Chief Operating Officer

Versium

Versium has been recognized as an industry leader and disruptor in trend reports by Forreste r and Gartner. REDMOND, Wash. , Nov.

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 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. Author: Rajiv Kapoor Quiz time!—Put

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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. You can employ two account-based strategies for customer marketing: upsell/cross-sell campaigns and land and expand campaigns. Upsell/Cross-Sell.

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.

4 Reasons Chatbots Will Improve UX in 2018 & Beyond

Marketo

Gartner predicted that by the year 2020, around 85 percent of all customer interactions would be accomplished without human interference. From cross-sell and upsell to product release information, the additional knowledge your chatbot can learn from customer service chat is immeasurable.

A Complete Guide to Account-Based Marketing (ABM) For Marketers (Examples Included)

Pam Didner

In a survey, Gartner found 75% of B2B buyers agreed people from different locations and roles are involved in purchasing decisions. The sales and marketing teams chose target accounts ranked in Gartner’s Magic Quadrant that could benefit from more customer reviews.

How Intent Driven Campaigns Generates Top of The Funnel Leads?

Unbound B2B

Harnessing intent data allows marketers to personalize their selling approach and messaging. They are also looking for opportunities to upsell or cross sell.

How to Calculate Your TAM and Make it Actionable

HG Data

Top-down TAM analysis comes in familiar reports put out by research companies such as Gartner and Forrester. This takes the form of “according to Gartner, the cloud storage market in the US is expected to grow to a $Xbn dollar market by 2022.”

What Marketers Can Expect from AI in 2018

Mintigo

4. More data from internet-connected things to fuel cross-sell or upsell opportunities. Gartner predicts that as the Internet of Things (IoT) proliferate, there will be a shift from stand-alone internet-connected things to a swarm of collaborative internet-connected things.

[Ebook] 3 Ways Enterprise Underdogs Can Become Customer Engagement Heroes

Marketo

In fact, according to Gartner’s report, “Predicts 2014: Seizing the Digital Business Advantage,” 20% of all market leaders will lose their dominant position to a company founded after the year 2000. Look for Moments of Cross-Sell and Upsell Intent.

5 ABM Benefits of Synchronizing Programmatic with Lead Gen Campaigns

Integrate

And while Gartner states 70% of B2B organizations have or plan to assemble account-based programs this year, ABM strategies often falter due to numerous siloed efforts. That’s why 82% of CMOs say that they struggle with cross-channel performance.

Top 7 Tips to Improve Customer Experience (CX) in 2020

Martech Advisor

To generate more revenue by retaining, renewing and upselling or cross-selling to existing customers. A 2017 Gartner study had found that nearly 81% of businesses expect to compete purely based on CX in the year 2019.

4 Sales Team Weaknesses that Inhibit Revenue Growth

DiscoverOrg

Prospecting is critical – both in terms of acquiring new business and generating upsells and/or cross-sells from existing business. According to a study by Gartner, 70% of executive buyers think customer stories and case studies are the best way providers can communicate differentiation they can trust, but only 34% of executive buyers felt sales reps do a good job of communicating business value.

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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.

5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology

Seismic

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. And Gartner data says that 89% of executives believe that CX will be their primary mode of competition by the end of 2016. Seismic is a smarter platform for smarter selling.

Skyrocket Your Business In 2019 with a Successful NetSuite Ecommerce Integration

ATAK Interactive

NetSuite was one of three solutions named by research firm Gartner as a “ Leader ” in the Magic Quadrant for Cloud Core Financial Management Suites for Midsize, Large and Global Enterprises. Give your sales team the real-time data they need to cross-sell and up-sell.

Conversica Launches Industry’s First AI-Powered Admissions Assistant for Higher Education

Conversica

Be more effective at cross-selling. Recognized by Gartner as a Cool Vendor, Conversica is a portfolio company of Providence Equity, Kennet Partners and Toba Capital and is headquartered in Foster City, Calif. FOSTER CITY, CA - (03 October, 2018) New Virtual Admissions Assistant Contacts and Engages Prospective Students to Boost Engagement and Enrollment.

Top 10 Digital Marketing Books to Read for 2020

Martech Advisor

It is written by Matthew Dixon, Nick Toman, and Rick DeLisi based on their research at CEB, a subsidiary of Gartner. Digital marketing books are the base that can accelerate your understanding of the industry and give you with the knowledge required to succeed as a marketer.

Customer Marketing: The Missing Piece of the Account-Based Marketing Puzzle

Terminus

Consider the oft-quoted statistic from Gartner Group that 80% of a business’ profits over time come from just 20% of their customers. Upsell/Cross-Sell. What is Customer Marketing?