Скачать или смотреть How to Master Customer-Centric Sales Enablement Strategies for B2B Growth

In this compelling episode of Predictable B2B Success, we dive deep into Customer-Centric Sales Enablement Strategies with our esteemed guests, Samantha Bergin, Chief Marketing Officer, and Clayton Blueher, Business Development and Sales Leader at Center. Vinay Koshy hosts the episode, which explores how Center's innovative expense management approach drives significant growth and customer satisfaction.

Samantha Bergin shares invaluable insights on equipping sales teams with the right materials for effective engagements throughout the sales cycle. Emphasizing a continuous feedback loop, Samantha explains how this strategy refines sales and onboarding processes and bolsters the alignment between sales and marketing teams. Clayton Blueher adds depth to the conversation by highlighting their transition from a territory-based model to Account-Based Marketing (ABM), focusing on industry-specific metrics to optimize their outreach efforts.

We also explore the pivotal role of active listening in crafting effective strategies. Samantha underscores the use of tools like Gong to monitor conversations and gather actionable customer feedback, which informs their marketing efforts. Clayton complements this by discussing how Centaur's modern expense management solutions offer real-time insights and empower decentralized spending in a remote working environment.

This episode is a must-watch for anyone looking to enhance their sales enablement strategies and drive customer-centric growth. Hear from industry leaders about the critical intersections of sales, marketing, and unparalleled customer experience. Don't forget to visit getcenter.com and connect with Samantha and Clayton on LinkedIn for more insights on Center's game-changing solutions. Tune in now for an eye-opening discussion on putting customers at the heart of your sales strategy!

Time-stamped key moments:

00:00 Expense management enhances profitability and revenue growth.
04:44 Deep understanding of clients' challenges enhances innovation.
06:50 Stay flexible, open-minded, iterative, and customer-centric.
11:49 Change only when necessary; educate on benefits.
14:00 Switching to Center improves the whole business process.
18:06 Many companies struggle to manage expanding corporate cards.
23:56 Ongoing feedback loop informs customer communication strategies.
25:40 Collaboration bridges gaps between sales and marketing.
30:30 Sales, marketing collaboration, and testing enhances business outcomes.
34:02 Customer-centric consultative sales approach improves differentiation.
37:05 Automated expense analysis transforms management into strategy.
39:50 Explore diverse expense management options beyond cards.
43:13 Always learn and focus on customer problems.