Miller Heiman Group

APRIL 2, 2020

In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. Businesses that focus on improving customer loyalty enjoy higher customer retention rates and spending per customer than their peers that don’t.

Study 67

Study Customer Hiring Loyalty 67

Zoominfo

MARCH 9, 2021

After establishing initial alignment within internal teams and doing the necessary research, businesses can begin the process of generating demand in a planned and data-driven way. This strategy is somewhat the opposite of broad-reach marketing in that it aligns marketing and sales efforts to penetrate a specific list of accounts.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Chorus.ai

JANUARY 28, 2020

During a phase of general consolidation in your business, when you’re not pushing to scale or penetrate new industries, you can give equal priority to sales and business development. If you’re targeting a new, hard-to-reach but high-potential market segment, they’re going to need strong research skills. Build the Best Team.

Hiring 65

Hiring Sales Qualified Lead Buyer Persona Scale 65

LinkedFusion

DECEMBER 30, 2020

Gamified Product Research There is a lot of information available for today’s customers to shop. Research says that mobile transactions will grow five-fold in 2022. As it enters maturity, further research is needed to support it. Analytics on this collected data can drive your marketing campaigns to perform better.

Ideal Customer Profile 52

Ideal Customer Profile Customer Banking Loyalty 52

Crunchbase

MAY 18, 2022

This type of hyper-vigilant research requires an equally robust pre-qualification mechanism. Does the account under consideration provide opportunities for future retention? Where is your ideal contact seeking out the solutions you can provide and how can you penetrate this space to become visible to them? Competitive analysis.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

Zoominfo

OCTOBER 5, 2021

How to Develop a B2B Demand Gen Strategy After establishing initial alignment within internal teams and doing the necessary research, businesses can begin the process of generating demand in a planned and data-driven way. Beyond the Funnel It is far easier to sell to an existing customer than to a brand new one.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

The Digital Sales Institute

JUNE 17, 2019

It is the plan that enables everyone involved in customer acquisition, development and retention to successfully sell the company’s products and service over and over. Probably the 1st step in creating a sales strategy plan is to research, size and select the target market you intend to commit time and resources to.

Ideal Customer Profile 51

Ideal Customer Profile Strategy Lead Rank Buyer Persona 51

Sales Hacker

NOVEMBER 24, 2020

Matt’s very data-driven, does all our research reports and does great analytics for our clients. You’ve got a research team. Their job is to penetrate, as effectively as possible, the accounts that are under their domain. ” If you have great employees, retention, retention, retention.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

A Sales Guy

SEPTEMBER 15, 2016

are just a few of the new terms that have penetrated our sales vernacular. Leveraging their research on the 7 types of buyers and what it takes to move them to a yes, The Challenger Customer helps you understand the different buyer types and whether or not they are friendly “mobilizers” or “blockers.”

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

A Sales Guy

SEPTEMBER 15, 2016

are just a few of the new terms that have penetrated our sales vernacular. Leveraging their research on the 7 types of buyers and what it takes to move them to a yes, The Challenger Customer helps you understand the different buyer types and whether or not they are friendly “mobilizers” or “blockers.”

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

Mindtickle

FEBRUARY 9, 2023

2: Market penetration If you want to know how great your sales reps are at getting products and services in the right hands, one place to start is market penetration. 3: Retention rate Sales rep productivity metrics aren’t just about the sales themselves. That’s why customer retention rate is another key metric to track.

Penetration 52

Penetration Retention Revenue Call-back 52

Chorus.ai

MARCH 24, 2021

Companies need high strategic agility to deal with the continued market flux in the aftermath of COVID, and high retention/low churn rates are more vital than ever before. It involves adapting your prior business model, and, while not cost-free (research/upskilling/tech-stack additions/coaching programs don’t come free!)

Buyer Persona 62

Buyer Persona Top of Funnel Lead Rank Discount 62

SBI

JULY 12, 2018

Account retention and growth – It’s more than just building a relationship with customers. Save time on research – In addition to accessing firmographic and demographic data, salespeople can build targeted lists based on real-time insights, saving hours of weekly research on companies and industries.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Sales Hacker

DECEMBER 13, 2018

In the business environment, extensive research show that goal-setting elevates work performance by at least 10% to 25%. They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. Market penetration. Research: Setting Goals: Who, Why, How?

Sales Management 79

Sales Management Revenue Incentives Incentive 79

Sales Hacker

AUGUST 21, 2018

In the business environment, extensive research show that goal-setting elevates work performance by at least 10% to 25%. They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. Market penetration. Research: Setting Goals: Who, Why, How?

Sales Management 62

Sales Management Revenue Incentives Incentive 62

Altify

APRIL 9, 2018

Improved customer retention. Measurable value is tangible: reduce response time by 30 percent , increase market penetration by 10 percent , or reduce labor costs by half are all examples of measurable value, easily identified and easy to explain. Here are some possibilities: Increased revenues. Faster time to market.

Ideal Customer Profile 45

Ideal Customer Profile Customer Banking SalesForce 45

Sales Hacker

OCTOBER 7, 2021

Anne is a principal analyst in the Sales Operations Research Service at Forrester. Beth works with our team of experts to help companies create a culture of engagement, reduce regrettable turnover, increase productivity and revenue, and grow key customer retention. Anne Slough. What is one a-ha moment you’ve had in your sales career?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130