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With margins in manufacturing sitting at just 4-8%, it is more essential than ever to maximize customer lifetime value (CLV). And, according to Marketo, B2B businesses obtain 90% of CLV after the initial sale. So, what’s the best way to boost CLV? Data-driven upselling. It may not sound as sexy as converting new customers.… Read More
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Do not ignore your most valuable potential market when expanding your business: your current customers. Upselling and cross-selling is an incredible opportunity for outside sales teams, and neglecting them can be detrimental. Competition is as intense as ever in the bid for client trust in sales. Upselling and cross-selling is a way to get ahead… Read More
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There’s a word being used more and more in discussions within the business, marketing, and sales realms that can no longer be ignored: Millennials. The “M” word. This generation of people, born between 1980 and 1996, will soon dominate the numbers in both the workforce and buyer demographics. According to a Pew Research Center… Read More
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You're not going to find a lot of people in our position. We work in sales as salespeople who sell sales software to other salespeople...try saying that 5 times fast. The point is, We deal with salespeople every single day. We've been at it a long time and, to be honest, we've learned that… Read More
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Account based sales, as a technique, is not new. However, with the rise of smart sales technology, it has experienced a resurgence and increasing popularity amongst B2B companies. It has become easier than ever to identify and target ideal customers with the use of sales data analysis tools and outside sales automation. This does not… Read More