by Marina Erulkar | Oct 4, 2019 | Revenue Acceleration, Revenue Growth, Sales & Marketing Alignment
Capulets and Montagues. Frazier and Ali. The Resistance and The Empire. As with all rivalries, one must lose for the other to win. The winner can then further their agenda, whether it’s financial gain or galactic rule. However, even when there’s no overt rivalry,...
by Marina Erulkar | Jul 4, 2019 | Big Data, Customer Acquisition, Customer Intelligence, Customer Journey, Revenue Acceleration, Revenue Growth
“The prospect just downloaded our content and the sales rep calls within a minute!” For his presentation, the speaker set a timer to prove the tactic’s speed. Calling in response to a content request is a slight improvement over guess work. Wherever the...
by Marina Erulkar | May 5, 2019 | Customer Acquisition, Onboarding, Revenue Acceleration, Revenue Growth
Companies rightly place importance on acquiring new customers. But when that focus is exclusively on the first sale, companies can miss the far more profitable opportunities that should follow from supportive customer onboarding. Customer onboarding is the valuable...
by Marina Erulkar | Feb 5, 2019 | Cost Efficiency, Customer Attrition, Revenue Growth
This week, I selected a new CRM system. Four hours into my onboarding, I closed my account. Poor experience caused early customer attrition. There is an often-unrecognized vulnerability when clients sign contracts or when customers are new: early attrition. The...
by Marina Erulkar | Dec 1, 2018 | Cost Efficiency, Revenue Growth, Scale Your Business
Companies often select solutions to solve a problem, or streamline operations, or unburden team members. If these solutions aren’t chosen with a full understanding of the problem(s)—and often the root cause(s)—companies can find themselves with point solutions. Point...
