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Utilizing Strategic Sales and Marketing to Secure Customer Loyalty During M&A Transitions
Mergers and acquisitions represent pivotal moments that can either accelerate growth or derail carefully built customer relationships. While executives often focus heavily on financial synergies and operational integration, the customer experience during an M&A transition frequently determines long-term success. Research indicates that companies lose an average of 10-15% of their customer base during significant organizational changes, with poorly managed transitions resulting in even steeper losses. However, organizations that proactively leverage sales and marketing strategies to guide customer transitions not only retain their existing base but often emerge stronger, with enhanced market positioning and deeper customer relationships.
Don’t Delay Your Digital Diagnosis
Feb 2, 2021 4:38:33 PM — For B2B companies, COVID-19 has only accelerated the trends towards online sales, which means it’s time to perform a comprehensive review of their digital strategy, and that includes taking a good, hard look at what the competition is doing. Last year, McKinsey & Co. published a survey on B2B buyer preference, reporting that every phase of the buyer’s journey is migrating online, and in particular, self-service options. In the research phase alone, over the last three years, there was an 85% jump in preference to conduct it online. That might not be so shocking, but during that same time, buyers preference for online resources for the evaluation phase leapt by 238%.
5 Trends That Will Impact Sales Craft in 2021
Dec 16, 2020 11:47:49 AM — Most CEOs would nod that the digital revolution is underway, but plenty haven’t fully understood what this means for their sales efforts. Here are five guidelines to ensure that your business is the “disruptor,” not the “disrupted.” COVID is accelerating the transition online—even for B2B enterprises—which means that CEOs need to ensure their sales teams have the digital skills and the tools of engagement to win buyers, all without straying from the timeless principles that still apply.
Building Portco Resiliency Right Now
Aug 5, 2020 2:55:31 PM — The COVID-19 crisis has changed the economy in extraordinary and unexpected ways. But private equity firms can help their portfolio companies take some crucial steps in weathering the storm, and recovering when the clouds lift. The world's best epidemiologists only have models to predict the full depth and breadth of the COVID-19 pandemic, but companies are already feeling the economic fallout. They're scrambling to find the best way to respond, and in many cases, survive, all the while being rightly concerned for the health of their families and communities. It's not easy, and this is no time to pretend otherwise.
How Fractional Executives Can Fill Leadership Gaps that Private Equity Firms are Facing
May 18, 2020 1:22:33 PM — I recently had the opportunity to join Katie Mulligan Editor-in-Chief from Middle Market Growth magazine to discuss why every company in the US needs to reevaluate and consider relaunching their commercial engine. This post is an edited transcript of our interview. You can see the video in its entirety clicking below: