Maximizing Margins
•Download as PPTX, PDF•
1 like•316 views
The document outlines ways for a company to maximize its margins. It discusses that maximizing margins provides more profitability and financial strength but can also miss market opportunities or lose sales. Some ways to increase margins include raising prices, buying materials at a lower cost, outserving competitors through quality and service, and focusing efforts. To sustain higher margins, the document recommends creating strong customer relationships, being reliable, addressing problems proactively, and exhibiting product knowledge. The overall goal is to increase margins by selling on more than just price.
Report
Share
Report
Share
Recommended
Customer Success Business
I've used this presentation on a recent meetup to discuss the importance of treating the customer success department as a business function with clear and definitive business goals. This presentations describes the anatomy of customer success and the way in which organizations can turn their customer success functions into businesses.
The customer success industry is young and I'm using slideshare to share advancements in my thinking around the space. SaaS and other subscription businesses will benefit from this content.
Build your net promoter
This document provides guidance on how to improve a company's net promoter score through various strategies. It recommends that companies get to know front-line staff better, acknowledge mistakes without blame, regularly measure customer satisfaction scores, hold employees accountable, and publicize high performing departments. Adopting principles like noting every customer interaction, focusing on existing customers, understanding each customer's goals and expectations, and improving the overall experience can help increase a company's net promoter score over time. Higher net promoter scores are associated with reduced costs, increased sales and positive referrals.
Reseller Develpment Training
The document provides an overview of reseller development for Avery's Fastener Asia Pacific division. It discusses the value of resellers, ideal reseller characteristics, benefits for both resellers and Avery, concerns, commitments required, and supports Avery will provide. It also outlines priorities for reseller development including evaluating current resellers, identifying new prospects, and managing the channel effectively.
Group 5 (1)
This document discusses creating customer value, satisfaction, and loyalty. It defines key concepts like customer perceived value, customer lifetime value, and customer relationship management. It also outlines strategies for customer retention, building loyalty through programs and personalization, and using customer databases to improve relationships over time. The goal is to develop deeply committed customers by better understanding their needs and delivering superior value and service at each touchpoint.
I am crm confused
This document discusses the importance of customer relationships and loyalty for businesses. It notes that it is much more expensive for companies to gain new customers than retain existing ones. The document then outlines some key business concerns that can arise from a lack of customer focus, such as lost repeat sales and productivity issues. It introduces the concept of a customer loyalty pyramid and emphasizes the value that good customers provide if kept satisfied. Finally, it discusses how CRM software can help businesses better manage customer relationships to create competitive advantages and ensure customer retention.
Customer Success Management ( CSM ) Org Structures by Gainsight
Gainsight CEO, Nick Mehta, talks about the 5 organization models of Customer Success prevalent today. Which model does your business follow?
4 Lessons Learned from the First Year of Client Success
Presented by Cynthia Balusek, Director of Client Experience at Bigcommerce at Totango's Customer Success Roadshow in Austin, TX.
Metrics & Goals - Goal Based Management
Presentation by Kristen Hayer, CEO at The Success League.
A deep dive into setting the right metrics and goals to help your Customer Success team succeed. Presented at the Customer Success Silicon Valley Meetup on August 6.
Recommended
Customer Success Business
I've used this presentation on a recent meetup to discuss the importance of treating the customer success department as a business function with clear and definitive business goals. This presentations describes the anatomy of customer success and the way in which organizations can turn their customer success functions into businesses.
The customer success industry is young and I'm using slideshare to share advancements in my thinking around the space. SaaS and other subscription businesses will benefit from this content.
Build your net promoter
This document provides guidance on how to improve a company's net promoter score through various strategies. It recommends that companies get to know front-line staff better, acknowledge mistakes without blame, regularly measure customer satisfaction scores, hold employees accountable, and publicize high performing departments. Adopting principles like noting every customer interaction, focusing on existing customers, understanding each customer's goals and expectations, and improving the overall experience can help increase a company's net promoter score over time. Higher net promoter scores are associated with reduced costs, increased sales and positive referrals.
Reseller Develpment Training
The document provides an overview of reseller development for Avery's Fastener Asia Pacific division. It discusses the value of resellers, ideal reseller characteristics, benefits for both resellers and Avery, concerns, commitments required, and supports Avery will provide. It also outlines priorities for reseller development including evaluating current resellers, identifying new prospects, and managing the channel effectively.
Group 5 (1)
This document discusses creating customer value, satisfaction, and loyalty. It defines key concepts like customer perceived value, customer lifetime value, and customer relationship management. It also outlines strategies for customer retention, building loyalty through programs and personalization, and using customer databases to improve relationships over time. The goal is to develop deeply committed customers by better understanding their needs and delivering superior value and service at each touchpoint.
I am crm confused
This document discusses the importance of customer relationships and loyalty for businesses. It notes that it is much more expensive for companies to gain new customers than retain existing ones. The document then outlines some key business concerns that can arise from a lack of customer focus, such as lost repeat sales and productivity issues. It introduces the concept of a customer loyalty pyramid and emphasizes the value that good customers provide if kept satisfied. Finally, it discusses how CRM software can help businesses better manage customer relationships to create competitive advantages and ensure customer retention.
Customer Success Management ( CSM ) Org Structures by Gainsight
Gainsight CEO, Nick Mehta, talks about the 5 organization models of Customer Success prevalent today. Which model does your business follow?
4 Lessons Learned from the First Year of Client Success
Presented by Cynthia Balusek, Director of Client Experience at Bigcommerce at Totango's Customer Success Roadshow in Austin, TX.
Metrics & Goals - Goal Based Management
Presentation by Kristen Hayer, CEO at The Success League.
A deep dive into setting the right metrics and goals to help your Customer Success team succeed. Presented at the Customer Success Silicon Valley Meetup on August 6.
Customer Success Cubed - The Simplest Guide you will ever Find
This document provides a simple guide to customer success. It outlines that customer success involves three levels: 1) the success of the customer, 2) the success of the customer success process and team, and 3) the success of the business. The primary goals are customer retention and upsell, which maximize customer lifetime value and business success. The customer success process involves onboarding, adoption, and escalations from both an account and user perspective. It also describes different types of engagement like onboarding, training, business reviews, and usage reviews that involve touchpoints by call, meeting, or email.
Hot 103-Chapter 16
Franchising involves a franchisor granting authorization to a franchisee to sell its products and services. There are two main types of franchising: business format franchising and product/trademark franchising. Business format franchising provides franchisees with a complete business system, brand name, marketing plan, and ongoing support from the franchisor. While franchising offers advantages like quick expansion and local community connections for franchisees, it also involves disadvantages such as restrictions, unwanted products or procedures imposed by the franchisor.
Customer Success Management
This document discusses the importance of customer success and some common failures of customer success programs. It notes that customer success is key to reducing churn, increasing upsells, and avoiding costly scaling of customer support teams. Some frequent failures of customer success programs include lacking buy-in and clear ownership, relabeling existing roles instead of creating new CSM roles, giving CSMs individual quotas, not aligning effort to customer revenue, treating all customers the same regardless of needs, only focusing on renewals, and lacking a full view of the customer relationship.
Channel Partner Presentation
This presentation was created for the dealer who is interested in becoming a channel partner of BEB with our Fleet Management Solution
Frontline Perspective on Customer Success
Frontline Perspective on Customer Success presented by David Lahey, VP Customer Success at Jobvite as part of Totango Tour in Palo Alto, CA.
I am CRM confused
This document discusses implementing a customer relationship management (CRM) system. It begins by establishing the importance of customer retention rates and loyalty. Several key business concerns related to lack of customer information and service are then outlined. The document then discusses defining objectives and selecting a CRM system that best fits needs and budget. It emphasizes the importance of building a dedicated team and detailed project plan to ensure successful CRM implementation.
Customer Success Management - Incentives and Compensation
This document summarizes a presentation about customer success incentives and compensation. It discusses 5 questions: 1) Why now is the time to discuss compensation, 2) Considerations for compensation at different company lifecycle phases, 3) Whether customer success managers should be on variable plans, 4) Whether metrics should be individual or team-based, and 5) What a model compensation plan looks like. The presentation was given by two speakers from Xactly and covered topics such as compensation planning timelines, variable versus salary-only plans, individual versus team metrics, and examples of compensation plan components.
Value Based Selling™ business model - Intro
The document discusses a value discovery process for assessing business opportunities and developing a business case for a potential solution called RP. It involves collaborative workshops to understand customer strategies, pain points, and value opportunities. Key activities include developing benefit hypotheses, conducting interviews, identifying priority areas, and building quantitative models to forecast benefits. The final deliverable is a business case presentation to executive leadership outlining the value proposition, costs, and benefits of the potential RP solution.
Customer Success = Customer Outcomes + Customer Experience
The document discusses how customer success requires driving both outcomes and experience for customers. It defines customer success as being at the intersection of customer outcomes and customer experience. It also notes that in B2B, most companies gather customer feedback but few actually implement improvements or inform customers of the actions taken, missing opportunities to create more satisfied customers. The goal of the companies discussed is to partner with customers to deliver predictable outcomes and experiences through expertise, community, and platforms to enable sustainable growth.
Email Lifecycle Marketing: Lead Generation and Relationship Building
This quick presentation shows how email lifecycle marketing can be a powerful tool for driving leads and building relationships with your customers that drives improved retention and greater growth. Includes examples from well known brands.
SaaS.City 2017 Customer Success Bootcamp
During the SaaS.City Customer Success bootcamp on Monday the 18th of September 2017, attendees at SaaStock 2017 found out how to manage customer risk, map customer health scores, justify the expense of Customer Success, and so much more.
The Customer Success Bootcamp mentors include Dan Steinman, GM of Gainsight EMEA; David Apple, VP of Customer Success at Typeform; and Cristina Georgoulaki, Head of Customer Success at Typeform. This event was exclusively for SaaStock conference ticket holders.
How to Scale Your Customer Success Network by Aligning With Channel Partners
The challenge of ensuring client and end-user outcomes is much, much tougher when you sell through the Channel. The business model is solid: Channel Partners drive new revenue at scale very effectively. But how do you protect that revenue when it comes time for renewal and upsell? In other words, how do you protect your customers, their ARR, and their outcomes in the Channel?
We’re so excited to present Jen Spencer, VP of Sales & Marketing at Allbound, joined by Karl Rumelhart, VP of Products at Gainsight. Together they represent the definitive authority on how to leverage best practices and cutting-edge technology to set your customers up for success through the Channel from your company’s very first outreach at the top of the funnel all the way through renewal and expansion.
In this webinar, you’ll learn:
Common hurdles facing Customer Success Managers when working with Channel Partners
How to align with Sales & Marketing to create effective operations that ensure healthy customers
How to structure your Partner relationships around positive, repeatable customer outcomes
How to capture and analyze data insights when you don’t have great access to customer usage information
Best practices including technology and tactics for running a world-class CSM org in the Channel
Much, much more
Best practices in CSM compensation with customer success leaders
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
Fitting Customer Success into the Org Chart
This presentation will help you figure out where the Customer Success division should sit within your company.
Transition From Account Management To Success Management
Transition From Account Management To Success Management
Presented by Brian Merritt, VP Customer Success at Trustpilot at Totango's Customer Success Roadshow event in NYC on 5/12/16.
The Missing Role from your Customer Success Org Chart: Customer Success Opera...
Customer Success executives are realizing a new need for Customer Success Operations as a role in their organizations. As Customer Success become more mature, measurable, and process driven, there needs to be someone who is accountable for administering the programs and playbooks.
Customer Success Operations isn’t all that different from Sales Operations from a role perspective, but because CS Operations is an emerging role many teams are fighting an uphill battle to make the hire. Even after they secure the hire, a lot of teams struggle to hire the right candidate for the Customer Success Operations role. The Gainsight Customer Success team will walk you through the basics of Customer Success Operations and discuss why teams should consider hiring for this impactful role.
Customer success manager role
This document provides an overview of the role and responsibilities of a Customer Success Manager at Salesforce. A Customer Success Manager acts as an advocate for the customer, guiding the development of a Salesforce roadmap aligned to business objectives. They recommend services, products, and applications to help customers maximize value and adoption. Customer Success Managers establish regular communication across stakeholders to provide governance advice and identify risks. Their primary focus is on helping customers achieve consumption goals, adoption targets, and shaping the business value plan for Salesforce.
Putting Our Customers First presented by Unbounce at Totango Tour
"Putting Our Customers First" presented by Ryan Engley, Director of Customer Success at Unbounce as part of Totango Tour Vancouver on November 5, 2014.
customer success is a company mindset
Tony Hsieh, CEO of Zappos, believes that customer service should be viewed as an investment rather than an expense. He notes that phone calls provide an important branding opportunity, as happy customers will remember and share their positive experiences. Additionally, an unhappy customer will tell about 100 people about their bad experience. Finally, the document discusses frameworks for customer success, including focusing on customer value across the entire organization from sales to support.
Customer Success Management 101 Curriculum Preview
Customer Success University launches June 30, 2014 with the first course: Customer Success Management 101.
This self-paced course, made up of 12 lessons developed by top Customer Success experts, provides you with the critical foundation for a career as a Customer Success Manager.
CSM101 is step one of three on the way to becoming a Certified Customer Success Manager.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Zerobyte Presentation
This document outlines a marketing, sales, and support process offered by Zerobyte to help clients acquire and retain customers. Key points include:
- Zerobyte offers marketing services to find, sell to, and support clients in the UK, North America, and India on a pay-for-success model.
- Their services include developing marketing strategies, conducting research, acquiring new customers, and maintaining long-term relationships through customer retention programs.
- Effective marketing and support are important for acquiring one-time customers as well as developing lifetime customer relationships that increase sales and profits over many years.
Business Success for Farriers
This document discusses how farriers can build successful businesses like veterinarians. It recommends that farriers view their work as a business rather than just a job by developing goodwill, employing great farriers, implementing strong business processes, and finding ways to grow the business. Farriers are also encouraged to determine what makes them special in order to build loyalty and reduce price sensitivity among clients. The document then discusses the importance of marketing, branding, understanding client wants, and keeping clients happy through good communication and leadership.
More Related Content
What's hot
Customer Success Cubed - The Simplest Guide you will ever Find
This document provides a simple guide to customer success. It outlines that customer success involves three levels: 1) the success of the customer, 2) the success of the customer success process and team, and 3) the success of the business. The primary goals are customer retention and upsell, which maximize customer lifetime value and business success. The customer success process involves onboarding, adoption, and escalations from both an account and user perspective. It also describes different types of engagement like onboarding, training, business reviews, and usage reviews that involve touchpoints by call, meeting, or email.
Hot 103-Chapter 16
Franchising involves a franchisor granting authorization to a franchisee to sell its products and services. There are two main types of franchising: business format franchising and product/trademark franchising. Business format franchising provides franchisees with a complete business system, brand name, marketing plan, and ongoing support from the franchisor. While franchising offers advantages like quick expansion and local community connections for franchisees, it also involves disadvantages such as restrictions, unwanted products or procedures imposed by the franchisor.
Customer Success Management
This document discusses the importance of customer success and some common failures of customer success programs. It notes that customer success is key to reducing churn, increasing upsells, and avoiding costly scaling of customer support teams. Some frequent failures of customer success programs include lacking buy-in and clear ownership, relabeling existing roles instead of creating new CSM roles, giving CSMs individual quotas, not aligning effort to customer revenue, treating all customers the same regardless of needs, only focusing on renewals, and lacking a full view of the customer relationship.
Channel Partner Presentation
This presentation was created for the dealer who is interested in becoming a channel partner of BEB with our Fleet Management Solution
Frontline Perspective on Customer Success
Frontline Perspective on Customer Success presented by David Lahey, VP Customer Success at Jobvite as part of Totango Tour in Palo Alto, CA.
I am CRM confused
This document discusses implementing a customer relationship management (CRM) system. It begins by establishing the importance of customer retention rates and loyalty. Several key business concerns related to lack of customer information and service are then outlined. The document then discusses defining objectives and selecting a CRM system that best fits needs and budget. It emphasizes the importance of building a dedicated team and detailed project plan to ensure successful CRM implementation.
Customer Success Management - Incentives and Compensation
This document summarizes a presentation about customer success incentives and compensation. It discusses 5 questions: 1) Why now is the time to discuss compensation, 2) Considerations for compensation at different company lifecycle phases, 3) Whether customer success managers should be on variable plans, 4) Whether metrics should be individual or team-based, and 5) What a model compensation plan looks like. The presentation was given by two speakers from Xactly and covered topics such as compensation planning timelines, variable versus salary-only plans, individual versus team metrics, and examples of compensation plan components.
Value Based Selling™ business model - Intro
The document discusses a value discovery process for assessing business opportunities and developing a business case for a potential solution called RP. It involves collaborative workshops to understand customer strategies, pain points, and value opportunities. Key activities include developing benefit hypotheses, conducting interviews, identifying priority areas, and building quantitative models to forecast benefits. The final deliverable is a business case presentation to executive leadership outlining the value proposition, costs, and benefits of the potential RP solution.
Customer Success = Customer Outcomes + Customer Experience
The document discusses how customer success requires driving both outcomes and experience for customers. It defines customer success as being at the intersection of customer outcomes and customer experience. It also notes that in B2B, most companies gather customer feedback but few actually implement improvements or inform customers of the actions taken, missing opportunities to create more satisfied customers. The goal of the companies discussed is to partner with customers to deliver predictable outcomes and experiences through expertise, community, and platforms to enable sustainable growth.
Email Lifecycle Marketing: Lead Generation and Relationship Building
This quick presentation shows how email lifecycle marketing can be a powerful tool for driving leads and building relationships with your customers that drives improved retention and greater growth. Includes examples from well known brands.
SaaS.City 2017 Customer Success Bootcamp
During the SaaS.City Customer Success bootcamp on Monday the 18th of September 2017, attendees at SaaStock 2017 found out how to manage customer risk, map customer health scores, justify the expense of Customer Success, and so much more.
The Customer Success Bootcamp mentors include Dan Steinman, GM of Gainsight EMEA; David Apple, VP of Customer Success at Typeform; and Cristina Georgoulaki, Head of Customer Success at Typeform. This event was exclusively for SaaStock conference ticket holders.
How to Scale Your Customer Success Network by Aligning With Channel Partners
The challenge of ensuring client and end-user outcomes is much, much tougher when you sell through the Channel. The business model is solid: Channel Partners drive new revenue at scale very effectively. But how do you protect that revenue when it comes time for renewal and upsell? In other words, how do you protect your customers, their ARR, and their outcomes in the Channel?
We’re so excited to present Jen Spencer, VP of Sales & Marketing at Allbound, joined by Karl Rumelhart, VP of Products at Gainsight. Together they represent the definitive authority on how to leverage best practices and cutting-edge technology to set your customers up for success through the Channel from your company’s very first outreach at the top of the funnel all the way through renewal and expansion.
In this webinar, you’ll learn:
Common hurdles facing Customer Success Managers when working with Channel Partners
How to align with Sales & Marketing to create effective operations that ensure healthy customers
How to structure your Partner relationships around positive, repeatable customer outcomes
How to capture and analyze data insights when you don’t have great access to customer usage information
Best practices including technology and tactics for running a world-class CSM org in the Channel
Much, much more
Best practices in CSM compensation with customer success leaders
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
Fitting Customer Success into the Org Chart
This presentation will help you figure out where the Customer Success division should sit within your company.
Transition From Account Management To Success Management
Transition From Account Management To Success Management
Presented by Brian Merritt, VP Customer Success at Trustpilot at Totango's Customer Success Roadshow event in NYC on 5/12/16.
The Missing Role from your Customer Success Org Chart: Customer Success Opera...
Customer Success executives are realizing a new need for Customer Success Operations as a role in their organizations. As Customer Success become more mature, measurable, and process driven, there needs to be someone who is accountable for administering the programs and playbooks.
Customer Success Operations isn’t all that different from Sales Operations from a role perspective, but because CS Operations is an emerging role many teams are fighting an uphill battle to make the hire. Even after they secure the hire, a lot of teams struggle to hire the right candidate for the Customer Success Operations role. The Gainsight Customer Success team will walk you through the basics of Customer Success Operations and discuss why teams should consider hiring for this impactful role.
Customer success manager role
This document provides an overview of the role and responsibilities of a Customer Success Manager at Salesforce. A Customer Success Manager acts as an advocate for the customer, guiding the development of a Salesforce roadmap aligned to business objectives. They recommend services, products, and applications to help customers maximize value and adoption. Customer Success Managers establish regular communication across stakeholders to provide governance advice and identify risks. Their primary focus is on helping customers achieve consumption goals, adoption targets, and shaping the business value plan for Salesforce.
Putting Our Customers First presented by Unbounce at Totango Tour
"Putting Our Customers First" presented by Ryan Engley, Director of Customer Success at Unbounce as part of Totango Tour Vancouver on November 5, 2014.
customer success is a company mindset
Tony Hsieh, CEO of Zappos, believes that customer service should be viewed as an investment rather than an expense. He notes that phone calls provide an important branding opportunity, as happy customers will remember and share their positive experiences. Additionally, an unhappy customer will tell about 100 people about their bad experience. Finally, the document discusses frameworks for customer success, including focusing on customer value across the entire organization from sales to support.
Customer Success Management 101 Curriculum Preview
Customer Success University launches June 30, 2014 with the first course: Customer Success Management 101.
This self-paced course, made up of 12 lessons developed by top Customer Success experts, provides you with the critical foundation for a career as a Customer Success Manager.
CSM101 is step one of three on the way to becoming a Certified Customer Success Manager.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
What's hot (20)
Customer Success Cubed - The Simplest Guide you will ever Find
Customer Success Cubed - The Simplest Guide you will ever Find
Customer Success Management - Incentives and Compensation
Customer Success Management - Incentives and Compensation
Customer Success = Customer Outcomes + Customer Experience
Customer Success = Customer Outcomes + Customer Experience
Email Lifecycle Marketing: Lead Generation and Relationship Building
Email Lifecycle Marketing: Lead Generation and Relationship Building
How to Scale Your Customer Success Network by Aligning With Channel Partners
How to Scale Your Customer Success Network by Aligning With Channel Partners
Best practices in CSM compensation with customer success leaders
Best practices in CSM compensation with customer success leaders
Transition From Account Management To Success Management
Transition From Account Management To Success Management
The Missing Role from your Customer Success Org Chart: Customer Success Opera...
The Missing Role from your Customer Success Org Chart: Customer Success Opera...
Putting Our Customers First presented by Unbounce at Totango Tour
Putting Our Customers First presented by Unbounce at Totango Tour
Customer Success Management 101 Curriculum Preview
Customer Success Management 101 Curriculum Preview
Similar to Maximizing Margins
Zerobyte Presentation
This document outlines a marketing, sales, and support process offered by Zerobyte to help clients acquire and retain customers. Key points include:
- Zerobyte offers marketing services to find, sell to, and support clients in the UK, North America, and India on a pay-for-success model.
- Their services include developing marketing strategies, conducting research, acquiring new customers, and maintaining long-term relationships through customer retention programs.
- Effective marketing and support are important for acquiring one-time customers as well as developing lifetime customer relationships that increase sales and profits over many years.
Business Success for Farriers
This document discusses how farriers can build successful businesses like veterinarians. It recommends that farriers view their work as a business rather than just a job by developing goodwill, employing great farriers, implementing strong business processes, and finding ways to grow the business. Farriers are also encouraged to determine what makes them special in order to build loyalty and reduce price sensitivity among clients. The document then discusses the importance of marketing, branding, understanding client wants, and keeping clients happy through good communication and leadership.
The Pilot Engage Pilot Framework
This document discusses a framework called the Process Engage Pilot Framework that helps sales teams increase their success with pilot programs and product evaluations. It outlines a 3 phase approach: 1) Prepare - build a strong foundation by assessing viability and establishing goals and roles, 2) Prove - execute the pilot according to an Evaluation Charter to demonstrate value, and 3) Close - position yourself to win the business. Key elements of the framework include an Evaluation Questionnaire, Use Case Prompters to shape success criteria, an Evaluation Charter as an execution roadmap, and a Customer Playbook of best practices. With this approach, companies can improve pilot win rates, increase sales revenues, shorten sales cycles, and gain competitive advantages.
Music Education: Management and Innovation Conference
Neil Farnworth, Enrich Training and Consultancy at Paritor's Music Education: Management and Innovation Conference 2011.
About the conference:
This is a national conference and will focus on the relationship between new business practices and a future vision of music education management.
It will take place over one day and bring together prominent leaders in both the field of music education and business in order to provide a comprehensive overview of this rapidly evolving area.
The role of music education is changing with funding uncertain and the added opportunity of becoming the core of the music hub it is time
to be equipped for the future. The aim of the conference is to present music educators with the modern and innovative practices as well as a
structure for management assisting them in their quest to future proof!
Reseller Develpment Training
This document summarizes topics related to reseller development for Avery's Fastener Asia Pacific division. It discusses the value that ideal resellers provide to Avery, the benefits Avery offers resellers, and some concerns from both perspectives. It also outlines Avery's commitments to support resellers through marketing, promotions, inventory management and other services. Lastly, it provides priorities and internal supports for reseller development efforts.
Malang Digital Core - Business Model Navigator
The document discusses various business model strategies such as add-on, affiliation, auction, cash machine, crowdsourcing, and more. For each strategy, it provides a brief description, examples of how it works, and any prerequisites needed to implement the strategy successfully.
Planning for effectiveness
The document provides guidance on effective advertising and campaign planning. It discusses setting objectives, key performance indicators (KPIs), and measuring campaign effectiveness. Objectives should be set with clients and span both soft and hard measures. Effectiveness is measured by comparing metrics like awareness, sales, and profits to objectives. A campaign effects model is recommended to plan how communications create business value by driving attitudes, behaviors, and outcomes. The model helps ensure campaigns are evaluated properly and convince stakeholders of the communications' role and value.
Strategic selling process
The document discusses various topics related to sales and business management. It provides guidance on developing customer relationships, understanding customer needs, selecting target customers, managing sales targets and time, and retaining existing customers. Some of the key points include selecting high-value customers according to volume, profitability, and strategic fit; understanding customer decision factors and pain points to develop offers; focusing time on high-priority accounts while maintaining relationships with others; and ensuring customer satisfaction to support retention and expansion. The overall message is on developing a strategic and customer-centric approach to sales.
Service culture impact on perfomance
The document discusses the importance of developing a strong service culture within organizations and its impact on performance. It argues that companies should focus on understanding customer needs and how customers satisfy those needs, not just the needs themselves. This allows firms to deliver greater customer value through customization, innovation, and building trust and relationships. Developing a service culture requires companies to view customer service as a strategic priority, exceed customer expectations, empower employees, and create a brand focused on customer experience. Organizations must move beyond simply reacting to problems and focus on sustaining customer value throughout the customer lifecycle.
SanfordFox Vdsp
The document outlines problems with traditional activity-based sales processes used by many startups, including low close rates, long sales cycles, and wasted resources. It then introduces an alternative value-driven sales process (VDSP) focused on qualifying perfect prospects, communicating solution value to decision makers, and continuously re-qualifying prospects. The VDSP aims to focus resources on high-probability deals in order to improve pipeline, close rates, and return on marketing investments.
How to Make Money in Premiums, Incentives and Recognition
This document provides information and guidance for using premiums, incentives, and recognition to generate business and revenue. It discusses the opportunities these programs provide for various departments including human resources, sales, marketing, and operations. Examples are given of incentive programs for employees, salespeople, dealers, and customers that can increase engagement, performance, and profits. The document also outlines strategies for implementing these programs successfully and profitably such as bundling products and services, managing projects for fees, and selling collateral materials.
Bid dynamics 2013
The document discusses services from Bid Dynamics to improve bidding activities. It aims to help ensure everyone involved understands what is needed for successful bids, is an effective contributor, and promotes best practices. The services set ground rules for quality proposals, explain required tasks and activities, position the importance of bidding in sales strategies, and help develop high quality responses. A variety of topics are covered, such as qualifying opportunities, assessing risks and competition, developing strategies and storyboards, writing content, presentations, reviews, and learning from past bids. The goal is to help clients continuously improve their bidding capabilities.
Bidimprove[2]
The document discusses ways to improve a company's bidding success ratio. It recommends developing an effective business strategy, understanding one's strengths and the client's needs, and making data-driven "bid/no bid" decisions. Tools and strategies are presented to help reduce bidding costs, better target relevant opportunities, and increase market share through more successful bids. The key is to understand each client's specific problems and desired outcomes in order to propose the ideal customized solution.
Marketing & Branding a Vet Practice
This document discusses a new path to success for equine veterinary practices through marketing, branding, and focusing on customer experience. It emphasizes developing a clear brand and values based on leadership, communication, and making the process fun. This will help practices attract loyal clients, grow, decrease costs, and create a supportive work environment for employees. The key is to find value for customers and differentiate from competitors through quality service, expertise, and living up to the brand promise.
The New 4 Ps of Marketing
Winning the race
via the New 4 P’s of Marketing:
Persistence, Positioning,
People and Profitability
Traction on CRM
Relationship marketing focuses on customer retention and satisfaction over individual sales. It involves attracting, engaging, analyzing, targeting, and building relationships with customers. The goals are to reduce customer turnover, increase loyalty, obtain new customers, and increase purchase frequency. Relationship marketing uses infrastructure, people, intelligence, and processes to implement strategies like encouraging feedback and rewarding loyalty. An example is Vue Cinemas' relationship marketing program which uses customer profiling and targeted messaging to increase sales and spending from high value customers.
Week 3: Marketing and Entrepreneurship
The document discusses different types of legal business structures including sole proprietorships, partnerships, and corporations. It then covers non-profit organizations and their purpose of furthering organizational objectives rather than issuing receipts. The rest of the document talks about developing a vision, mission, values, branding, positioning, and competitive advantages for a business.
A N I N T E G R A T E D C O M M U N I C A T I O N S P R O G R A M I N S ...
This document discusses integrated communications programs for marketing services. It emphasizes that all communications should send a consistent message and work together. It outlines communication objectives for different phases of the service life cycle from pre-purchase to post-purchase. It also discusses the roles of different promotional tools like advertising, sales promotions, and public relations in achieving communication goals. Finally, it provides guidelines for developing an effective integrated communications program and selling services.
Financial and economic impact of service
1) The document discusses the relationship between service quality and profitability, noting that better service can lead to lower costs, increased sales, higher prices, and greater customer retention.
2) It introduces the concept of Return on Service Quality (ROSQ) which looks at how investments in improving service quality can lead to customer satisfaction, loyalty, and ultimately higher profits.
3) The document argues that service quality is important for both offensive marketing to attract new customers and defensive marketing to retain existing customers. Satisfied customers are less likely to switch to competitors and may purchase more over time.
Importance Of Retention
The document discusses the importance of customer retention for businesses. It notes that customer retention focuses on current customers rather than acquiring new ones. Retaining customers is more profitable for businesses as it costs less than acquiring new customers and reduces operation costs. The document also outlines various customer retention tactics and programs that businesses can implement such as frequency marketing, relationship marketing, and service guarantees.
Similar to Maximizing Margins (20)
Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference
How to Make Money in Premiums, Incentives and Recognition
How to Make Money in Premiums, Incentives and Recognition
A N I N T E G R A T E D C O M M U N I C A T I O N S P R O G R A M I N S ...
A N I N T E G R A T E D C O M M U N I C A T I O N S P R O G R A M I N S ...
Maximizing Margins
- 2. Agenda Why do we need to maximize margins? What are some ways to maximize margin? Where do we start? How do we sustain the results?
- 3. Why? Pros Cons More profitability Missed market opportunities Financial strength Customer loyalty More options as a company Potential loss of sales Growth
- 4. What are ways to increase margin? Raise prices Service Buy at lower price Quality Out service the Service competition Quality Focus
- 5. Where does it all begin?
- 6. How do we sustain results Create strong, deep, long-lasting relationships Be reliable, dependable, and predictable Be both proactive and reactive to customer needs Make it as easy as possible to do business with us Be proactive when problems arise Exude knowledge and competence by knowing your product line and consistently following up
- 7. Net result Margins go up because we don’t have sell on price alone