Sales Hacker

MAY 24, 2023

Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. So our net revenue retention for current customers is 160%.’ And our retention is so good that by year four, we made a lot of money.’ But by year two, that customer’s gonna be at $45,000. I started in 2011.

How To 84

How To Decision Maker Retention Referrals 84

Bigtincan

MARCH 27, 2018

Google has trained us to rely on information search versus information retention — in 2016, an Accenture report […]. In this mobile world, app store solutions have become an integral part of our lives—both personally and professionally.

Tools 52

Tools Retail Retention Field Sales 52

Zoominfo

AUGUST 31, 2020

Consider these points: Key metrics : Customer churn and attrition rate, customer retention rate, lifetime value of a buyer (how much revenue a customer brings in the long term), and Net Promoter Score (a range that measures a customer’s experience with a product).

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Zoominfo

AUGUST 14, 2018

billion spent on social marketing efforts in the United States alone in 2016 ( source ). Customer retention. Customer retention is tied closely to customer service. Compared to its humble beginnings, social media marketing has become a staple in the B2B community with more than $5.4 Lead generation. Calculate your investment.

Social Media 133

Social Media ROI Media B2B 133

DiscoverOrg Sales

JUNE 14, 2017

At the beginning of 2016, Anthony had a heart-to-heart talk with his supervisor and was inspired during the company’s annual January Sales Kick-off. In August of 2016, DiscoverOrg’s leadership decided to split the sales in into dedicated inbound and outbound teams. “It This drastically improved retention.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

DiscoverOrg Sales

MARCH 31, 2016

Evaluating potential vehicle tracking, passenger flow monitoring, and beacon technologies for pilot testing in Fiscal Year 2016. A little bit about Jenean: Jenean has been Chief Information Officer of McLeod Regional Medical Center since 2006.

Microsoft 120

Microsoft Government Health Care SAP 120

DiscoverOrg Sales

NOVEMBER 15, 2017

December 2016: A troubled client account initially said they would renew their DiscoverOrg contract. Spotlight on customer retention. At the end of 2016, DiscoverOrg realized that there was an opportunity to increase customer satisfaction and engagement with an enhanced focus and approach. The secret sauce: Usage and ROI stats.

Retention 227

Retention Travel Customer ROI 227

Zoominfo

AUGUST 31, 2020

Consider these points: Key metrics : Customer churn and attrition rate, customer retention rate, lifetime value of a buyer (how much revenue a customer brings in the long term), and Net Promoter Score (a range that measures a customer’s experience with a product).

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

The Brooks Group

DECEMBER 12, 2016

Make sure you have a strong and motivated sales team going into the New Year with the tips and strategies found in these top talent management posts from 2016. Sales Hiring and Retention How to Build a Best-In-Class Sales Recruitment Strategy. The 3 Fundamentals for Keeping Top Sales Talent. Planning and Organizing.

Sales Talent 53

Sales Talent Hiring Retention Exact 53

No More Cold Calling

JULY 31, 2016

You can make that change in your sales team’s life by enrolling in my 2016 Referral-Selling Program. And studies show that women in sales outperform their male counterparts in quota attainment, retention, and leadership effectiveness. It’s a behavior change, and it doesn’t happen overnight.

Referrals 120

Referrals Webinar Metrics Cold Calling Social Media 120

DiscoverOrg Sales

JANUARY 6, 2017

Nearly a year ago on Monday, January 25th, 2016, during the review of our 2016 budget at the Board meeting, one of our Board members questioned whether we were sandbagging our aggressive budget and asked CEO Henry Schuck the quintessential question on every Board’s and CEO’s mind: “How can you grow the company faster?”.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

The Center for Sales Strategy

APRIL 2, 2018

According to a Gallup survey, 43% of employees said they spent time working remotely in 2016. More people than ever before are working from home. That number is up 4% since 2012.

Promotion 62

Promotion Survey How To Retention 62

Openview

SEPTEMBER 26, 2017

When I left the company in 2016, we’d hired well over 300 people and the team was operating in 6 countries, across 11 offices. Lesson 3: Retention is King. to share some of the lessons I learned while building out NetSuite’s BDR team. NetSuite is the world’s leading cloud ERP provider. I couldn’t hire managers or reps fast enough.

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

Xvoyant

DECEMBER 9, 2018

According to CSO Insights, only 55% of sales reps met their quotas in 2016*. Coaching, in addition to improving productivity, win rate, engagement and retention, also solves some of the biggest problems in Sales. CSO Insights 2016 Sales Enablement Optimization Study. **CEB, Failure to Meet Quota. Conclusion.

Coaching 48

Coaching Sales Coaching SalesForce Forecasting 48

MTD Sales Training

MAY 3, 2017

Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell.

Customer 133

Customer Insurance Insurance Travel 133

SalesLoft

MARCH 9, 2016

Day 2 of Rainmaker 2016 is well underway, and in case you missed it, we’ve been live blogging the keynotes , panels , and breakout sessions throughout the event. Yesterday, we had Kyle Porter and friends giving an overview of our history, what’s new, and what’s coming with Salesloft. Sales development is on fire. Parting Thoughts.

Quota 52

Quota Promotion Retention CRM 52

Gong.io

NOVEMBER 11, 2022

100% customer retention is pretty much impossible. That being said, maximizing your customer retention number — and growing each account — is often what matters to most CS teams. Gong customers have been using trackers since 2016. Customer Success Workflow #5: Validating and flagging customer health.

Revenue 62

Revenue Customer Call-back CRM 62

Hubspot Sales

NOVEMBER 21, 2019

CRMs help you improve customer retention and satisfaction rates. Editor's Note: This post was originally published in March 2016 and has been updated for comprehensiveness. 91% of businesses with more than 11 employees already use a CRM. A CRM can help you increase sales by up to 30%. Grow Better With CRM Software.

System 109

System CRM Benefit Scale 109

CommercialTribe

MARCH 5, 2019

As an industry, this is where that mindset is landing us: (study: 2016 CSO Insights Sales Enablement Optimization Study). When enough of your sales team doesn’t make its number, you end up with higher attrition, retention issues, and you have trouble hiring and recruiting. They ride their star sellers. They take over deals.

Sales Management 40

Sales Management Hiring Call-back Study 40

The Brooks Group

DECEMBER 2, 2015

Check out the following posts on finding and keeping top talent: Build a Top Performing Sales Team in 2016. Sales Hiring and Retention Get tips on sales interviewing, finding the best fit for the role, and customizing coaching to maximize a new hire’s productivity. Using Assessments to Improve Workplace Dynamics. Conceptual Thinking.

Hiring 40

Hiring Maximizer Exact Retention 40

Sales Training Connection

APRIL 13, 2016

Some ways in which companies can increase revenues through operating more efficiently are: increasing the number of sales by processing more orders faster, reducing the number of orders lost to the competition by improving customer retention, expediting new pricing announcements, and improving customer service. ©2016 Sales Momentum ® LLC.

Proposal 50

Proposal Remedy Retention Maximizer 50

Tenfold

JULY 18, 2017

Doing so can increase the company’s revenue substantially, double its customer retention rate, and create brand recognition. Podcast listening increased by 23 percent between 2015 and 2016. Recognizing the importance of having an efficient, skilled copywriter either on staff or freelance is imperative. Pay attention to SEO.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Engage Selling

JANUARY 12, 2016

Are you considering raising your prices in 2016? Many salespeople look at raising prices with a grain of salt, a double-edged sword if you will. <– <– Click To Tweet On one hand, raising prices means more earnings and greater profits. On the other hand, it could upset or scare away your current client base.

How To 48

How To Retention Quota Pipeline 48

Sales and Marketing Management

FEBRUARY 26, 2019

They understand its positive effects on productivity, innovation, attendance and retention. The percentage of engaged workers was also 34 percent in March 2016.). Managers at every level across all industries crave engagement like that of the Starbucks manager. They get it, but they don’t always know how to get it. is 34 percent.

Insurance 120

Insurance Insurance Commission Lead Rank 120

Sales Evangelist

JANUARY 9, 2020

He’s been working for tech companies, working at Chilli Piper since 2016. In some cases, there would be no follow up so retention was lost. Nicolas Venderberghe is a CEO and entrepreneur. Nicolas is originally from France but has now lived in the U.S. for a good part of his career.

Ideal Customer Profile 90

Ideal Customer Profile Face-to-face Customer Sales Qualified Lead 90

LeadFuze

JUNE 9, 2021

That said, they can also be depression-inducing and as stressful as the 2016 election season. You have lead management, acquisition and then you have retention of clients. Retention: Churn is indeed a four-letter word in the software world. You know it. Still, you may not feel like you’re quite ready.

Hiring 98

Hiring Sales Qualified Lead Salary Top of Funnel 98

Partners in Excellence

OCTOBER 27, 2014

Account Planning/Growth/Retention. This is my prognostication, these will be the critical issues facing sales and marketing professionals in 2016. Social Selling/Social Media. New Customer Acquisition. Incentives/Compensation. Buying Process Alignment. Value Creation/Value Delivery.

Fashion 90

Fashion Analytics Face-to-face Social Media 90

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. She’s a sales leader with an accomplished background at several tech startups.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Hubspot Sales

JANUARY 31, 2018

The speed with which you move through a sales process is another factor where you have to balance your sales instincts and retention instincts -- the short game versus the long. Call your closed-lost accounts from 2016. Don’t take a quick win today that will hurt you in the long run. Moving too quickly.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Hubspot Sales

MAY 20, 2018

Your company might be even stronger if you offered employee mentorship programs, which typically increase individual retention by 23%. Example: Hi Jody, In February, we talked about your difficulties with inefficient driver routes, and how the MPH software could help reduce team mileage by 30% and improve worker retention by 5% in 6 months.

Follow-up 111

Follow-up Hiring Webinar Metrics eBook 111

Hubspot Sales

AUGUST 7, 2018

In a 2016 study by CSO Insights , researchers found teams that regularly used win/loss analysis outperformed those that did not. Twelve percent higher customer retention rates. Teams implementing win-loss reviews reported: Five percent higher team attainment. Double the year-over-year corporate revenue improvement.

Analysis 70

Analysis Buyer Persona Trends Prospecting 70

Allbound

NOVEMBER 21, 2018

The landmark 2016 EU General Data Protection Regulation (GDPR) went into effect on May 25, 2018. Changing Privacy Requirements. Five Questions Channel Program Leaders Should Be Asking. 2018 has marked a major shift in the way governments, companies, and consumers view data privacy.

Policies 57

Policies Channels Government Consumer 57

SBI

JANUARY 31, 2019

Strong customer satisfaction and success with the product played a major factor in continued growth, with Seismic also reporting 130 percent customer retention to end 2018. Data from LinkedIn indicates that between 2016 and 2018, there was a 235 percent increase in professionals with “sales enablement” in their job titles.

Revenue 17

Revenue Aprimo Aprimo Infor 17

Sales and Marketing Management

AUGUST 23, 2017

Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 percent of businesses making them a priority. As the old saying goes, people leave managers, not companies.

Sales Management 196

Sales Management Study Influencer Sales Coaching 196

Tenfold

DECEMBER 11, 2017

According to the 2016 State of American Workplace , a Gallup report based on answers from more than 195,000 employees, only 33 percent of US employees are effectively engaged in their work. Thus, the ideal is to develop and consistently implement forward-looking employee engagement and morale boosting initiatives. Offer paid sabbaticals.

Outsourcing Services 61

Outsourcing Services How To Hiring Survey 61

OnePageCRM

NOVEMBER 2, 2017

In 2016, access to the web via mobile devices finally overtook desktop usage. With the ability to be able to update and receive new leads from anywhere, this ultimately leads to better customer retention and shorter sales cycles. Apps that grab my attention are communication, social or productivity apps. Algo Works.

CRM 40

CRM Follow-up Up-Sell Constant Contact 40

Circleback

JANUARY 30, 2018

Well, it’s their traditional responsibility to contribute to a corporate and customer strategy in order to maximize customer acquisition, retention, and profitability by creating hyper-personalized experiences. According to the Demand Gen Report 2016, 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep.

Trends 20

Trends Account Based Marketing Social Media Face-to-face 20