Alice Heiman

JUNE 14, 2022

Read the latest research? The voice of the customer research is so important, and this article will help you get started!#voiceofthecustomer It’s a window into the experiences buyers seek and a way for B2B [companies] to improve their products, services, and processes.” Customer Retention. Be creative? .

Research 62

Research Customer Retention Survey 62

Crunchbase

JANUARY 12, 2022

The world of B2B sales has undergone significant transformation over the past two years, and while some changes are starting to settle in as the new normal, I anticipate 2022 will bring yet another round of shifts. Talent retention is a top priority for sales leaders. Hybrid selling is the new normal. Agility is the name of the game.

Retention 52

Retention Trends Intent Signal B2B 52

Nutshell

DECEMBER 21, 2022

So today, we’re diving deep into the world of customer retention. Keep reading to learn what customer retention is, why it’s vital to business success, and what you can do as a sales rep to better retain your customers. 67% more according to recent research. How much more?

Retention 71

Retention Outsourcing Services Buyer Customer 71

Sales and Marketing Management

FEBRUARY 22, 2018

and its link to retention and revenue?—?77 Jim has more than 30 years of experience driving B2B sales productivity and previously led the sales enablement research practice at SiriusDecisions. is pushed to reps at regular intervals, on their preferred devices, with the expectation that competencies will be measured and mastered.

Retention 192

Retention Hiring Lead Rank Quota 192

Score More Sales

SEPTEMBER 27, 2013

by Dixon, Toman and Delisi, the authors discuss their research on how customer loyalty is built on meeting rather than exceeding expectations. The post Why 80 Percent of Companies Lose at Customer Retention appeared first on Score More Sales. But how does this relate to midmarket sales teams? Increase Opportunities. Close More Deals.

Retention 254

Retention Company Customer Lead Rank 254

Zoominfo

OCTOBER 10, 2023

However, while the opportunities available in overseas expansion are remarkable, so too are the challenges of working with B2B data across international borders. Privacy regulations, compliance requirements, and data retention policies vary widely from one country to another.

Data 261

Data Ideal Customer Profile Policies Networking 261

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing. Not listening.

Social Media 147

Social Media Media B2B Marketing 147

Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid.

B2B 52

B2B Training Top of Funnel B2C 52

MEDDIC

MARCH 28, 2024

If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. Consider the potential for upselling, cross-selling, and long-term customer retention for recurring revenue streams. Research and identify the key stakeholders within your target accounts.

Enterprise 52

Enterprise Enterprise Account B2B 52

Cience

NOVEMBER 11, 2020

A lot has been spoken about the importance of customer experience in the Business-to-Consumer (B2C) domain, but what about the Business-to-Business (B2B) sales model? Is it time for B2B companies to become as ‘customer-obsessed’ as some of the most successful B2C brands have demonstrated over the last decade?

B2B 98

B2B B2C Customer Top of Funnel 98

Nutshell

OCTOBER 7, 2020

So today, we’re diving deep into the world of customer retention. Keep reading to learn what customer retention is, why it’s vital to business success, and what you can do as a sales rep to better retain your customers. Customer Retention: A Definition. Why Is Customer Retention Important to Business Success?

Retention 71

Retention Outsourcing Services Buyer Customer 71

Mereo

MARCH 31, 2022

Buyer retention is vital to the revenue performance of your selling organization. Gartner Research surveyed 750 B2B buyer stakeholders and found that customer improvement activities are equally effective at buyer retention as solution success and service. The key takeaway from these studies? ACCESS YOUR GUIDE.

Retention 36

Retention Buyer Face-to-face Survey 36

Zoominfo

MAY 20, 2018

In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas ( source ): Customer retention rate: 60% vs. 48%. Do your research and ask only the questions that pertain to that particular prospect or buyer. Reps attaining quota: 51% vs. 47%. Lead conversion rate: 23% vs. 17%.

Analysis 223

Analysis B2B Hiring How To 223

Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Vengreso

JULY 12, 2022

The past three years have seen radical shifts in the B2B sales landscape. With so many options on the market and an oversaturation of generic sales and marketing messages, the retention strategies and personalization techniques used to retain customers must also evolve. Subscribe to Modern Selling on the app of your choice!

Churn 132

Churn SugarCRM Customer Epicor 132

Zoominfo

NOVEMBER 24, 2020

In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. . Many companies these days offer B2B intent data, but, as you can probably guess, not all intent data is created equal.

Intent Data 244

Intent Data Intent Data Intent Signal 244

Score More Sales

AUGUST 16, 2019

Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker. There is no try.” Yoda in The Empire Strikes Back.

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

Zoominfo

NOVEMBER 24, 2020

In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. Many companies these days offer B2B intent data, but, as you can probably guess, not all intent data is created equal. Why is it so valuable, you ask?

Intent Data 230

Intent Data Intent Data Intent Signal 230

Smooth Sale

APRIL 12, 2019

Attract the Right Job or Clientele: NOTE: Ralph Wunsch, Web Publishing Consultant for WriteBrain, Contributor Techinasia, provides today’s Blog, 4 Ways Personalization Affects B2B Lead Generation. Below are some of the benefits that personalization gives to B2B lead generation: 1. Strengthen Customer Retention.

Lead Generation 79

Lead Generation Lead Rank B2B Lead Scoring 79

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? According to the research by McKinsey & Company , there are three scenarios of COVID-19 affecting the world economy. Focus on customer retention. Maybe it’s time to add hospitals and medical research centers to your contact list? What to expect?

B2B 134

B2B Tourism Face-to-face Skype 134

Mereo

JANUARY 6, 2022

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and get down to the most pressing challenges B2B executive leaders will face this new year. At Mereo, we have been talking to B2B executives on the frontline. How should you respond? DELIVER VALUE IN 2022.

B2B 45

B2B Meeting Salary Face-to-face 45

No More Cold Calling

APRIL 15, 2021

And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. B2B salespeople all look the same to our buyers. Groundbreaking research by Steve W. percent of salespeople made quota in 2019, according to CSO Insights.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Janek Performance Group

APRIL 2, 2024

For example, McKinsey’s Future of B2B sales: The big reframe lists the following: More hybrid sales roles with a focus on business development in outperforming organizations Customer preference, including remote human interactions or digital self-service These changes can determine your approach, resource allocation, and competitiveness.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Pointclear

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. A successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. Via Marketo B2B Marketing and Sales Blog. Via Selling Power Blog.

PointClear 165

PointClear B2B Marketo Sales Qualified Lead 165

Sales and Marketing Management

MAY 26, 2020

Sales organizations and teams that embrace diversity have a more solid footing in the market, achieve higher customer and employee retention and earn more wins. Gartner Research also found that 62% of companies with 45% or more women in their sales ranks drive higher-than-average levels of profitable revenue.

Lead Rank 227

Lead Rank Lead Scoring Scale Retention 227

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 What B2B Buyers Are Really Buying.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Showpad

FEBRUARY 12, 2021

The B2B sales process is fundamental knowledge to any sales rep. Broadly, the stages of the B2B sales process are: 1. While lead generation may not be every rep’s favorite task, it’s an essential part of the B2B sales process. That means researching the lead’s business leadership, culture and recent news.

Sales Process 52

Sales Process B2B Sales Qualified Lead Lead Rank 52

OnePageCRM

JANUARY 15, 2021

In 2020, B2B teams had no choice but to adjust to remote sales. While it’s unknown if B2B sales will return to the same pre-pandemic landscape or if all in-person business activities will presume mid-year, leaders can plan based on industry insights, reports, and data. Level Up Retention with Personalization. Source: Gartner.

B2B 52

B2B Top of Funnel Strategy Social Media 52

Zoominfo

OCTOBER 31, 2018

B2B influencer marketing. Yet, its popularity has been slow to catch on in the B2B community. In fact, according to one recent report, only 15% of B2B brands are running ongoing influencer programs ( source ). In fact, according to one recent report, only 15% of B2B brands are running ongoing influencer programs ( source ).

Influencer 153

Influencer Marketing Hubspot B2B 153

Pipeliner

APRIL 14, 2019

Whether a company is B2C or B2B, marketing has moved into cyberspace. One of these is how to align the marketing and sales functions of a B2B company. One of the things research shows is that, when sales and marketing are aligned, good things happen. It’s a digital world. Marketing and Sales Must Collaborate.

Top of Funnel 72

Top of Funnel B2B Company Marketing 72

Zoominfo

NOVEMBER 25, 2020

And while the initiative isn’t perfect, research has shown that with D&I programs, companies typically see: Improved financial results Better organizational and team performance Advanced innovation Increased employee retention rates. B2B Growth. B2B Growth. Getting To Know GIDI Part 1: Origin Story.

Policies 246

Policies How To Groups Education 246

Gong.io

JANUARY 2, 2023

The same idea applies to B2B environments. B2B buyers are 34% more likely to buy from sellers that master customer experience. Increases customer retention. By qualifying your prospects ahead of time, you can increase your customer retention. Research a prospect before you reach out. Not necessarily. Tech stack.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Zoominfo

NOVEMBER 24, 2020

In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. Many companies these days offer B2B intent data, but, as you can probably guess, not all intent data is created equal. Why is it so valuable, you ask?

Intent Data 130

Intent Data Intent Data Intent Signal 130

Zoominfo

MARCH 27, 2018

63% of marketers agree customer engagement includes renewals, repeat purchases, and retention ( source ). On average 29% of B2B customers are fully engaged ( source ). B2B companies retain fully engaged customers more than others by 27% ( source ). The Current State of Customer Engagement.

Customer 196

Customer Consumer Channels Customer Service 196

No More Cold Calling

JUNE 25, 2020

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Are you looking for your B2B sales leads in all the wrong places? Not an encouraging scenario.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

SBI

OCTOBER 22, 2014

Fortunately, there were many Dreamforce exhibitors with tools well designed to help B2B Marketers achieve significant gains, thus extending the value of their existing technology investment. This data-driven action will help you improve your retention rate which will translate into profitable revenue for your company.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

PandaDoc

NOVEMBER 6, 2020

As digital shoppers use their smartphones and laptops to spend their way to record levels of online sales, consumer preference for digital shopping is rapidly spilling over into the B2B market. trillion, or 17% of all B2B sales , by 2023. Ecommerce platforms open the doors of your business to a global B2B audience.

B2B 40

B2B Scale Decision Maker Vendor 40