Showpad

FEBRUARY 3, 2020

Better identification of Sales rep training needs. As in, each goal should have a specific focus or desired outcome, such as improving the training content in your Sales onboarding program or decreasing average customer acquisition costs. . More frequent collaboration with Marketing. searching for content). Improved Sales engagement.

Sales Enablement 85

Sales Enablement Scale Hiring Collateral 85

HeavyHitter Sales

JUNE 19, 2012

Research published in the journal  Applied Cognitive Psychology suggests that doodling actually aids memory retention and doodlers have an average of 29% better event recall than non-doodlers.   All marketing departments should pay attention to this fact when creating sales training collateral! Are You Optimistic? 

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Chorus.ai

SEPTEMBER 29, 2020

That’s why you should tailor your sales process to emphasize customer retention and expansion revenue. As a result, customer retention is essential for any sales department to prioritize following a budget cut. These companies will be looking to scale up their tech stack and achieve wider market penetration in the short-term.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Hubspot Sales

OCTOBER 16, 2017

Increase retention rate. Salespeople are demotivated to do anything but sell, so good luck asking them to attend meetings, log notes, go to training, etc. Furthermore, since you’re giving reps a base salary, they’re obligated to fulfill some non-selling tasks, like training a new team member or attending training.

Compensation 129

Compensation Hiring Salary Commission 129

Sales Hacker

FEBRUARY 27, 2020

Referrals are also a good sign that customer retention is in a good place, because unhappy customers are not likely to give a referral. Train your team to participate actively in their customer’s strategy ideation process. A great way to drive revenue growth is by penetrating specific verticals one at a time.

Revenue 96

Revenue Referrals Lead Rank Call-back 96

Hubspot Sales

OCTOBER 15, 2020

The most notable advantage is that this enhances market penetration for the product. An optimized distribution strategy, then, can aid both customer retention and acquisition. If you’re a manufacturer, it could help you, too, to provide product training to retailers. It can be an expensive choice, however. Image Source.

Distribution 96

Distribution Strategy Retail Channels 96

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. Account Planning/Growth/Retention. We delivered most of that content in “paper form” because PC’s were just coming in, but penetration was very low. .” I have visions of Bill Murray in Ground Hog Day running through my mind.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Your Sales Management Guru

APRIL 20, 2010

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. BLOG; www.YourSalesManagementGuru.com.

Margin 56

Margin Penetration Retention Objections 56

SBI

SEPTEMBER 4, 2012

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Reps who are great at relationship management, customer service, problem solving, and client retention are not necessarily successful hunters. Then you’ll need to close new business.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

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. Anchored by your values and purpose, a sales strategy example should also account for what sales training or sales skills need addressing to achieve the goals.

Ideal Customer Profile 51

Ideal Customer Profile Strategy Lead Rank Buyer Persona 51

Partners in Excellence

APRIL 25, 2017

Even the training, tools, systems, processes, programs we provide are important levers to fixing sales performance. How do we want to balance performance across the sales function–for example new customer acquisition versus customer retention/growth/account penetration, new market expansion, product line mix, and so forth.

Compensation 52

Compensation Lead Rank System Commission 52

A Sales Guy

SEPTEMBER 15, 2016

are just a few of the new terms that have penetrated our sales vernacular. The 6 Parts: Strategy, Specialization, Recruiting, Retention, Execution, and Leadership, are carefully and meticulously laid out in a fashion that doesn’t let you forget the others. A lot has changed in the sales world in the last 13 years.

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. The 6 Parts: Strategy, Specialization, Recruiting, Retention, Execution, and Leadership, are carefully and meticulously laid out in a fashion that doesn’t let you forget the others. A lot has changed in the sales world in the last 13 years.

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

Partners in Excellence

FEBRUARY 17, 2014

There are all sorts of other numbers we may track–customer retention, new customer acquisition, product mix, win/loss, channel performance, and other things. We may have market penetration/share goals. These may be training metrics, certification, CRM compliance (ugh), or other indicators. Strategic Initiatives: .

Quota 92

Quota Trends Churn Maximizer 92

Sales Hacker

NOVEMBER 24, 2020

We’ve got Trish Bertuzzi, the CEO and founder of a sales consulting firm and sales training firm called the Bridge Group. Their job is to penetrate, as effectively as possible, the accounts that are under their domain. We have figured out how to generate revenue without planes, trains, and automobiles.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Highspot

JUNE 26, 2023

Time to Productivity = Days to train + Days to onboard + Days of shadow experience + Days of hands-on experience Rep Engagement with Content Rep engagement with content measures how frequently sales representatives interact with the sales enablement content. A shorter time is indicative of high-quality sales training and onboarding.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Lead Rank 52

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

Jonathan Farrington

OCTOBER 19, 2011

Over the past twenty years, I have trained and developed thousands of sales professionals – from foundation right up to “master craftsman” level – and this has given me the opportunity to formulate an accurate profile of a ‘Top 5% Achiever’. Occupational health services including stress at work and employee retention advice.

Penetration 34

Penetration Decision Maker Cold Calling Top of Funnel 34

Closer's Coffee

JULY 2, 2019

It is also a sign that your business’ customer retention tactics are producing because customers are only likely to recommend when they are happy with the services themselves. Train your team to participate actively in their customer’s strategy ideation process. Self-Improvement. I’ve seen it happen too many times. Professionalism.

Lead Rank 45

Lead Rank Referrals Face-to-face Competition 45

SBI Growth

NOVEMBER 21, 2012

If your sales force is serious about retention and development, the symbolism is powerful. #2 This has an immediate impact on retention via targeted ‘A’ player development. #3 For example: Sales Enablement - Reviewing the results of the New Product Launch and devising a plan to help reps struggling to penetrate accounts.

Promotion 257

Promotion Sales Management Penetration Face-to-face 257

HeavyHitter Sales

SEPTEMBER 12, 2008

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Product Training. Given this information, you should think twice before planning a long, exhaustive product training session. This way, the attendees will remain mentally fresh and have higher retention.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

Jonathan Farrington

JANUARY 27, 2012

Over the past twenty years I have trained, developed and mentored almost one hundred thousand sales professionals - from foundation right up to “master craftsman” level -and I think this has given me a unique opportunity to formulate an accurate profile of a “Top 5% Achiever.” Then Think Very Carefully!”

Ideal Customer Profile 42

Ideal Customer Profile Hoovers Penetration Up-Sell 42

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. But you can make a key positive difference to your sales growth simply by analyzing your current market and taking steps to increase your penetration in that key area.

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. Starting with a kickoff meeting, we work closely with our customers to create a clear implementation plan, identifying the training and support that will ensure a smooth client onboarding experience.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Hubspot Sales

AUGUST 8, 2019

Market penetration. Retention rate of partner customers. Average time to find, onboard, and train new partners. Alternatively, Ideal CEO Somen Mondal has developed a formula that factors in training, the length of your sales cycle, and prior experience. Sales Process, Tool, and Training Adoption Metrics.

Cost per Acquisition 135

Cost per Acquisition Lead Rank Churn Webinar Metrics 135

Hubspot Sales

SEPTEMBER 22, 2023

You can’t train if you don’t know how far you’re jogging. A feature such as a TAM calculator can help you gauge your level of market penetration. It also has a user-friendly interface, making it easy to train new team members to be power users. Hitting your goals requires tracking your progress along the way.

Software 92

Software Software Top of Funnel Lead Rank 92

Sales Hacker

DECEMBER 13, 2018

They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets.

Sales Management 79

Sales Management Revenue Incentives Incentive 79

Sales Hacker

AUGUST 21, 2018

They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets.

Sales Management 62

Sales Management Revenue Incentives Incentive 62

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130