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Articles by Brent Keltner
The Value-Based Customer Success Team
Blog Customer Loyalty Editor's Pick Performance Metrics Companies with strategic customer success (CS) teams with proactive focus on expanding customer value grow much faster than companies with more traditional, reactive CS teams. Consider these studies on the revenue impact of strategic customer success: A study by Price Intelligently shows that net new revenue is 4x as expensive as upsell revenue, $1.13 vs. $.27 per $1/year of revenue.
The 7 Rules In Taking Decisions
Taking a decision is not a simple thing, and even when we do it, it is hard to stick to it. Today, we will discuss the 7 rules in taking decisions and how you can become an expert in that. Take smaller decisions One of the main issues that make people postpone things is that they often feel overwhelmed. The reason for that is that in their effort to see the bigger picture, they forget to calculate the small steps.
Summer Holidays: How Some People Experience Time Off
Most people have in mind the summer holidays as something ideal, a pause from all obligations accompanied by a sense of tranquility near the sea or on an isolated island. Indeed, summer and holidays, in general, are very important for resting, having fun, and recharging our batteries, as one could say. This break gives the body the opportunity to regenerate and the person to deal with themselves.
The Real Mexico: Tips And Hints For Every Tourist
This place is full of beautiful landscapes, memorable monuments, and interesting cities ready to “enchant” any visitor. The legendary country of Mexico has been a great “crossroads” of different cultures over the centuries, with its reputation far surpassing the country’s boundaries. A destination that lends itself to exceptional and unforgettable experiences and should not be missing from every traveler’s list.
To Achieve Top Performance, Growth Mindset is Not Enough
Ever since Carol S. Dweck’s groundbreaking book on Mindset in 2006, it has been considered a CEO imperative to create and sustain a growth mindset in their teams. Dozens and dozens of books, articles, and how-to guides have been written on the role of a growth mindset in curiosity, agility, innovation, resilience, betterment, and other skills required for success. The reality, however, is that to achieve top performance growth mindset is rarely enough. Why not?
How Playbook-Based Training Helps Go-To-Market Teams Deliver More Revenue
Home Online Articles How Playbook-Based Training Helps Go-To-Market Teams Deliver More Revenue A sports team would never take the field without regularly practicing their playbooks, but many sales and go-to-market do exactly that. They have no playbooks to guide buyer and customer conversation. Some teams default to the “heroic model,” allowing individuals to rely on their experience to guide how they prospect, sell, or manage accounts.
Holistic ABM is for Everyone In a World of Buyer Personalization
A hyper-personalized buyer experience is usually associated with B2C companies and the consumer journey. No longer. It has become equally important for strong B2B growth. Consider these recent studies on B2B buyer personalization: A Salesforce study found 72% of business buyers say they expect a similar experience on a B2B website as they get on a consumer website.
The 5 Roadblocks of Security Culture and How to Avoid Them
Experts predict that global businesses will spend a whopping $172 billion on cybersecurity this year (up from $150 billion in 2021). Despite such steep investments in cybersecurity systems, cyber-attacks continue to break new records. This is because most attacks have more to do with faults in human behavior rather than security technology itself. Human behavior can neither be predicted, programmed, or controlled by technological defenses.
8 Best Practices In Financial Management
Whether you’re a startup business owner or a senior executive at a large and established corporation, you probably know how complex it is to reach and retain business success. Aside from business plans, marketing strategies, operational processes, and business technology, one thing that remains volatile and requires a lot of effort and attention is your company’s financial aspects. A sound financial management system seems to contribute largely to your business’s survival and growth.
Ujjawal Asthana - Founder of Zymrat, a technology-driven Athleisure brand
Zymrat is a story of strength, resilience and perseverance, and Ujjawal Asthana, its founder, is determined on bringing innovation to Indians to promote their fitness schedules, no matter how far he has to travel around the globe. Athleisure is a type of hybrid apparel that is typically worn during athletic activities. The worldwide athleisure market is competitive, innovative, and closely tied to fitness, with an anticipated value of approximately US$ 411.02 billion in 2021.
4 Growth Hacking Moves to Replace Your Traditional Marketing Tactics
Growth hacking doesn’t feel intuitive to most traditional marketers or executive teams. Yet there’s little doubt that, when done well, this lean marketing approachdrives incredible results. Consequently, if you plan on leveraging growth hacking in marketing at your company, you’ll want to avoid making these common tactical mistakes. Growth hacking may be a trending digital marketing term. But even experienced marketers aren’t always sure how it works or how to do it.
The COO as a new CEO Revenue Partner
CRO is a “hot” trending title, but more CEOs are choosing a COO as their revenue partner instead. While there is not great industry data on this point, CEOs in a range of industries and growth stages are looking to COO for consistent revenue execution.
Sales, Marketing, and Customer Success - Three Revenue Teams, One Customer Experience
Sales, Marketing, and Customer Success teams each have their own personality and culture. Differences between these three revenue teams can be a strength or a weakness. When these teams work in alignment, they support a shift to a customer-centric enterprise that creates deep loyalty and drives revenue growth. When the different personalities work at odds, it creates a disjointed customer experience that hurts engagement and revenue achievement.
Your Brand Promise Is Too Important for the Marketing Department
Your brand promise communicates the value you create for buyers and customers. It cuts across your brand strategy, content strategy, product experience, as well as sales and service execution. Content strategy is your single best tool to consistently bring your brand promise alive in buyer and customer interaction. But most companies are not doing this well.
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