Trending Sources

Customer Retention: A Critical Selling Capability

Dave Stein's Blog

Matthew is an expert in customer retention, a critical, but often under-appreciated selling capability.  Minnesota Life’s Client Relationship Advisor team is so effective, the company’s retention rate is significantly ahead of their closest competitor.  What’s different about sales in a customer retention context? So in that context, here my interview with Matthew.

The Most Popular Sales Thought-Leader Interviews of 2010

Dave Stein's Blog

During the course of 2010, we’ve enjoyed a significant increase in the number of followers and subscribers to this blog. Since some of you are new, I wanted to share with you some of our most popular interviews (and one podcast) of 2010. Customer Retention: A Critical Selling Capability This provocative interview with Matthew Hawk is an eye-opener. Channel Management.

4 Tips to Increase Retention and Drive Upsell

Microsoft Dynamics

Brand switching is up 29 percent since 2010, and poor customer service is to blame. The bottom line is, if you’re serious about customer retention you need the data, analytics, and drive to stand out from the crowd. In the US alone, customers are taking $1.6 trillion in revenue with them as they swap from brand ‘A’ to brand ‘B’. Identify your at-risk customers. Change their minds.

Lessons in Retention for TM practitioners

The Productivity Pro

Lessons in Retention for TM practitioners. Here are my key take-aways from his presentation on employee retention. 1. Share and Enjoy: Related posts: Lessons from the 2010 American Time Use Survey. By Carlos Botero, VP of HR, DIRECTV. From the September 8, 2011 meeting of the CO New Talent Management Network ( www.contmn.com ), at the DIRECTV facility at 161 Inverness Drive West in Englewood, as written by Laura Stack. How was this accomplished? “Great talent follows great talent.” ” 2. Employees actually have to BE awesome to stay.”. 4. Mentoring.

Sales and Social Media - Should Your Sales Team Publish Content.

Social Media and Sales Strategy

December 6, 2010 · Filed Under * Sales Podcast , iPhone Podcasts , Marketing and PR , Sales Blog , Sales Management Blog , Sales Training , social media , social media podcast , social media training. Great list…I am getting ready to branch out into my local market (stores etc.) in regards to using social media to expand their business and retention. December 2010.

Top Sales Blog: Is Hiring Salespeople From Your Competitors.

Top Sales Blog

Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? March 2010 (1). Thursday, March 18, 2010. April 7, 2010 2:13 PM. May 3, 2010 7:57 AM. June 1, 2010 2:41 PM. August 1, 2010 6:51 AM. September 2, 2010 2:17 PM. September 27, 2010 9:31 PM. October 18, 2010 2:12 AM. skip to main | skip to sidebar. Podcast. emily.

Brent's Social CRM Blog: Cisco Dives Deeper into Social Media.

Social CRM

November 03, 2010. This is the kind of stuff that could really show the power of social media from a business process perspective, and show immediate returns from a customer retention perspective. This is the kind of stuff that could really show the power of social media from a business process perspective, and show immediate returns from a customer retention perspective. Brents Social CRM Blog. « The Small Business Technology Tour Pulls Into Atlanta November 9th | Main. | The CRM Playaz are Back.and This Time In Technicolor! ». TrackBack. blog comments powered by Disq us.

Measuring Sales Performance

Dave Stein's Blog

When we ask sales executives how they measure sales performance, 60% of them tell us that they don’t have a performance measurement system in place. Of the remaining 40%, a majority depend solely on a single lagging indicator:  performance against quota/budget. In most companies, the last bastion to institutionalize formal processes and comprehensive and accurate measurement is sales.

The Magic of Leadership and Management

Your Sales Management Guru

Certainly, you can define value as retained earnings, recurring revenue values and balance sheet results, but it’s also important to evaluate sales factors such as customer retention, net new client acquisition ratios or client penetration rates and lifetime value ratios. Your intellectual property, patents, employee non-compete agreements, brand recognition and even employee retention percentages are also important components to consider in building your organization’s long-term value. How do you define success? What are its profit goals? customers.

Growing Revenues for Businesses, Raising Funds for Nonprofits.

Score More Sales

by Lori Richardson on July 29, 2010. They need to work on donor retention as well as finding new donors on an ongoing basis. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Growing Revenues for Businesses, Raising Funds for Nonprofits. Do you have a Mighty Cause you champion outside of your career? Perhaps your Mighty Cause is integrated into your work? For me, helping entrepreneurs and small business owners grow their revenues, and helping nonprofits grow funds IS my professional career and main cause. What cause do you champion? selling.

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Selling with Content: Social media function: customer acquisition or.

Ad Sales Blog

Content Marketing Lessons of the Top 10 Retweets of 2010 » November 28, 2010. Social media function: customer acquisition or retention? Does social media build ROI by reaching out to new customers or is it primarily a customer retention tool? It Here are two points of view: First a video documenting recent social media ROI examples, largely involving customer acquisition:     The second video states the point of view of Jeff Jaffe who makes a passionate case for using social media as a customer retention tool.

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Selling with Content: Content Marketing Lessons of the Top 10.

Ad Sales Blog

« Social media function: customer acquisition or retention? Most marketers: Social Media is cheap and cool but not very effective » December 16, 2010. Content Marketing Lessons of the Top 10 Retweets of 2010. The top 10 retweets of 2010 give insight as to what magic the top performers contain. Here are the top ten tweets of 2010: 1. December 2010.

Ad Sales Blog: Jaffe vs Joel: Should digital marketing or social.

Ad Sales Blog

When selling from abroad.think Canada » February 18, 2010. During the debate Jaffe offered three hypotheses that contrast his vision: “Three hypotheses; one retention becomes the new acquisition, two customer services becomes not just a but the key strategic device differentiator, and hypothesis number three the real role of social media is retention not acquisition.”.

Selling with Content: What does online influence actually look like.

Ad Sales Blog

Social media function: customer acquisition or retention? » November 09, 2010. Posted on November 09, 2010 at 08:47 AM | Permalink. December 2010. November 2010. Selling with Content. Marketing strategy for content that sells, not just informs. Alethea Research. Newsletter. Twitter. LinkedIn. Videos. Digital Magazines. Books. Looks like content. Maybe not.

7 Principles to Improved Sales Performance

LeapComp

There is an effective flow of key messages (for example growth, increasing profitability per customer, quality customer retention) from the sales strategy to sales targets to salesperson role to incentive plan measures to payout. 4. Clear link to strategy. Accurate, Transparent and Consistent. Where possible, this process is automated to ensure effectiveness. 3. Promotes positive behaviors.

7 Principles to Improved Sales Performance

LeapComp

There is an effective flow of key messages (for example growth, increasing profitability per customer, quality customer retention) from the sales strategy to sales targets to salesperson role to incentive plan measures to payout. 4. Clear link to strategy. Accurate, Transparent and Consistent. Where possible, this process is automated to ensure effectiveness. 3. Promotes positive behaviors.

7 Principles to Improved Sales Performance

LeapComp

There is an effective flow of key messages (for example growth, increasing profitability per customer, quality customer retention) from the sales strategy to sales targets to salesperson role to incentive plan measures to payout. 4. Clear link to strategy. Accurate, Transparent and Consistent. Where possible, this process is automated to ensure effectiveness. 3. Promotes positive behaviors.

Trust: It matters (more than you think) ? Value Creator.

Brian Vellmure

Customer Experience, Acquisition, and Retention. “Transcendant values like trust and integrity literally translate into revenue, profits and prosperity” – Patricia Aburdene, Author of Megatrends 2010. sources in 2010.” customer retention. March 9, 2012. Posts. Comments. Topics. All Posts. Social Business. World Impact. Resources. SlideDecks.

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Top Sales Blog: Is "Price" Retention Going to be Our Biggest Sales.

Top Sales Blog

Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? March 2010 (1). Is "Price" Retention Going to be Our Biggest Sales Challenge for 2009? Labels: 2009 , biggest , challenge , price , retention , sales. "Price" retention would have been a more accurate term instead of "Margin" retention for this article. Podcast.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B Blog

It's focused on skills, performance and retention. Over the past four months Green Leads has been starting new reps on the first Monday of each month. Inside sales seems to be like that, growth and replenishment. In our case, we have pretty stringent criteria for success since we are a performance-based appointment setting company. We have to have our reps deliver.

How to Choose the BEST Training for Your Inside Sales Team in 2011

Productivity and Motivational Tips for Inside Sale

Designs training for maximum skills retention and coaching to accelerate selling effectiveness – immediately. It’s that time of the year where 2011 training budgets are getting set and the urgency to ramp up the inside team is high. It’s no wonder because Inside Sales is hot! Nationwide, these young teams are the top revenue producers in any organization—on course to vastly outpace field sales by 2015. According to ES Research Group, corporations that provide their inside reps with the right sales training in 2011 will prosper. world. Incorporates concepts from the Sales 2.0

STUDY: Employee Engagement Ranked As the Most Important Organizational Success Driver: Event This Week!

Keith Rosen

An unscientific poll of visitors to the EEA portal over the last two months suggests engagement in early phases. Given the direct relationship between employee engagement and coaching – as a manager, executive or business owner, your ability to effectively coach your team is what will make the difference between average or mediocre results and securing as well as retaining your position as a leader in your market. Now more than ever, executive coaching and sales coaching for your sales team and management teams is what will truly provide you with your competitive edge.

How Much Coaching Is Enough? Determining the Proper Length and Frequency When Coaching Your Team to Drive Measurable Results

Keith Rosen

After all, once you have the evidence and start experiencing the return on investment that you and your direct reports can realize through ongoing, effective coaching (healthier work culture, greater personal accountability, increased sales and productivity, improved retention of top performers, more career satisfaction, and so on) coaching will become like candy – you and your team will just keep wanting it more! A.B.C. – Always Be Coaching. What determines the frequency of your meetings and one-to-one coaching sessions with each person on your team? The result?

12 Valentine’s Day Email Marketing Tips

Inside Campaigner

This supports customer retention. Start now! It’s about a month out from the big day so best to start compiling your copy, imagery, offers, etc. You don’t want to inundate your recipients by email, but a rough schedule could entail: Email 1: Wednesday, Jan 20th: Initial offer Email 2: Wednesday, Feb 3rd: Offer Reminder Email 3: Thursday, February 11th: Reminder 2 – “Three days left 'till Valentine’s day!” Email 4: Wednesday, Feb 17th: Thank you follow-up email to all customers who took advantage of the offer. Say thank you and extend another offer to these loyal customers. 2.

Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

Pointclear

Chad Burmeister, Vice President of Corporate Sales at ConnectandSell Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Ruth Stevens , who is an expert in customer acquisition and retention. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. agree. By Dan McDad

The Rewiring of Institutions ? Value Creator (BrianVellmure.com)

Brian Vellmure

Customer Experience, Acquisition, and Retention. customer retention. March 9, 2012. Posts. Comments. Value Creator (BrianVellmure.com) Pioneering new trails in Customer Relationships, Human Collaboration, and Business Innovation. Topics. All Posts. Social Business. World Impact. Resources. SlideDecks. Audio / Video. Whitepapers and Books. Lists. Upcoming Events. Corporation. Business.

Get A Life, Save Your Business

All Biz Answers

Building your business around their lives as well as your own can do wonders for productivity, retention, and morale. You’ve heard of work life balance, right? Maybe you even had it, before you started your own business. Small businesses owners are the worst culprits when it comes to blurring the lines between life and work. That is not always a bad thing though, as balance can sometimes be found BY blurring the lines. The important thing to pursue as the owner of your own business is that balance of life and work. It can often be solved creatively. The early bird gets the worm.

2011 First Half Review: @CRMStrategies 9 Most Popular Tweets.

Brian Vellmure

Customer Experience, Acquisition, and Retention. Below were the 9 most popular links (curious that the number one spot is from a blog post I wrote in early 2010). customer retention. March 9, 2012. Posts. Comments. Value Creator (BrianVellmure.com) Pioneering new trails in Customer Relationships, Human Collaboration, and Business Innovation. Topics. All Posts. Social Business.

The Role of Psychology and Community in Guerrilla Marketing.

Social Media and Sales Strategy

Full color marketing materials increase retention by 57% and increase inclination to buy by 41%. December 2010. November 2010. October 2010. September 2010. August 2010. July 2010. June 2010. May 2010. April 2010. March 2010. February 2010. January 2010. Social Media Speaker Shane Gibson. Social Media Topics.

The top 13 posts of 2013 – Part 1

Brian Vellmure

Many organizations still feel unprepared to deal with the reality of 2010, let alone 2014 or 2015.” retention and improvement of the core competencies to repeatedly optimize 1 and 2. It’s hard to believe 2013 is coming to an end and 2014 is ready to begin. Here’s a quick look at the most popular posts that were published in 2013, measured by overall traffic. 7. When our neurons are connected to the net. Looking ahead to the deeper integration between man and machine, exploring future realms of artificial intelligence and influence. 8. ” 9. ” 15.

"Expectation Matching" Builds Long-Term Customer Loyalty - Think.

The 1to1 Media Blog

customer loyalty , customer retention , expectation matching , Loyalty 360 , Mark Johnson , We can notify you via email of any additional comments to this post by entering your email below. --> Comments. Yet, why do so many companies continue to miss the mark here? ); Help | Site Map | RSS Feed | Privacy Policy | Legal © 2010 Peppers & Rogers Group. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends.

Inside Campaigner: Study: The effectiveness of email marketing at.

Inside Campaigner

According to MarketingSherpa's recent Email Marketing Benchmark Survey, chief marketing officers (CMOs) believe email is most effective at building brand awareness, nurturing prospects and improving customer retention. When it comes to one of the top objectives - customer retention - sending a sincere thank you message can do wonders at keeping recipients happy, the Hubspot Blog reports.

Blog Carnival: Calculating the ROI of Social Media - Think.

The 1to1 Media Blog

In 2011, marketers demonstrated a good jumping off point into establishing social media ROI, but in 2012 they are expected to turn the corner to proving the real value from their social initiatives by demonstrating sales, profits, engagement, customer retention, and satisfaction rates. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. RSS Feeds.

Jonathan Farrington's Blog ? Truly Successful People Continually.

Jonathan Farrington

decided in November 2010 (yes, we only took thirty three days from conception to launch!) Occupational health services including stress at work and employee retention advice. Truly Successful People Continually Challenge Paradigms. Published by Jonathan Farrington at 2:38 am under General. enjoy pushing back boundaries; experimenting, and particularly proving people wrong. Key Issues.

Top Sales Blog: Consistent Salespeople Retain Customers

Top Sales Blog

Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? March 2010 (1). January 18, 2010 9:41 AM. February 17, 2010 12:33 PM. August 31, 2010 2:43 PM. December 24, 2010 12:35 PM. skip to main | skip to sidebar. Mail Will Fultz: willfultz@gmail.com. Will Fultzs Bio. Top Fifteen Articles on Top Sales Blog. Follow Me on Twitter. Podcast. Claire.

Top Sales Blog: Is it OK to Give Up on a Prospect?

Top Sales Blog

Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? March 2010 (1). October 23, 2010 8:03 AM. skip to main | skip to sidebar. Mail Will Fultz: willfultz@gmail.com. Will Fultzs Bio. Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Do You Really Know What is Desired in the Marketplace? Follow Me on Twitter.

Top Sales Blog: Recognizing Top Salespeople is Important

Top Sales Blog

Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? March 2010 (1). For all of the talk on how important retention of key salespeople is, Im still amazed how many companies dont take the time to recognize the top performers within their sales force. skip to main | skip to sidebar. Mail Will Fultz: willfultz@gmail.com. Will Fultzs Bio. Follow Me on Twitter.

Top Sales Blog: Would You Rather be Liked or Seen as Competent.

Top Sales Blog

Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? March 2010 (1). skip to main | skip to sidebar. Mail Will Fultz: willfultz@gmail.com. Will Fultzs Bio. Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Price Discounting Will Force You to Have to Sell More Is it OK to Give Up on a Prospect? Follow Me on Twitter.

What's Trending for Marketing in 2012 - Think customers: The 1to1.

The 1to1 Media Blog

Email is also still evolving, in terms of customer retention. During his presentation at a Direct Marketing Club of New York luncheon, Biegel shared some insight into that complexity, as well as related trends to watch in 2012. ); Help | Site Map | RSS Feed | Privacy Policy | Legal © 2010 Peppers & Rogers Group. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles.

Top Sales Blog: Price Discounting Will Force You to Have to Sell More

Top Sales Blog

Is "Price Retention" Going to be Our Biggest Sales Challenge for 2009? March 2010 (1). skip to main | skip to sidebar. Mail Will Fultz: willfultz@gmail.com. Will Fultzs Bio. Top Fifteen Articles on Top Sales Blog. Will I Have to Cold Call for the Rest of my Sales Career? Price Discounting Will Force You to Have to Sell More Is it OK to Give Up on a Prospect? Follow Me on Twitter.

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