Trending Sources

Post Sale Customer Abandonment impacts Customer Retention

Babette Ten Haken

Often, sellers leave customer retention, and customer experience, up to everyone else in their organization: the “non-sales” people. You become the fulcrum continuously leveraging communication, collaboration, customer experience and customer retention. These often valuable, sometimes intuitive and potentially under-compensated employees own customer retention.

Gaining BuyIn for an Industrial IoT Customer Retention Strategy

Babette Ten Haken

Companies wrestle with the impact of an IIoT customer success and Industrial IoT customer retention strategy. They have their hands full executing their current customer retention strategy. Capitalizing on the opportunity to demonstrate even greater value in software and hardware offerings becomes key for an IIoT customer retention strategy. This is the Future of Work.

Does Legacy Mindset impact Customer Retention?

Babette Ten Haken

It is difficult to have your customers’ backs when the teams responsible for customer retention focus on getting in each other’s way. Executing a customer retention strategy has never been a solo act. The IIoT customer retention ecosystem favors organizations and individuals who are data-conversant and insight-driven. Come on. You have been there. have too.

5 Coupon Conversion and Retention Best Practices for Sustainable Growth

Software Business Blog

Promotions continue to drive engagement for omnichannel commerce, offering the extra nudge that increases conversion and retention rates to power growth for your business. Forrester  research indicates that upsells and cross-sells drive some 30% of  e-commerce revenue,  and there are stats pointing out that the first offer is 20 times more efficient than the latter. Best practice.

Why 80 Percent of Companies Lose at Customer Retention

Score More Sales

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. Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them.

17 Seconds, Brain Research and Increase Sales – Friday’s Editorial

Increase Sales

During a mastermind discussion this past week, one of the members shared the first step for cognitive retention is a window of 17 seconds according to ongoing brain research.  Finally, to ensure retention within the long term cognitive memory, another review at 8-10 hours is required.  The world of brain research is fascinating when it comes to marketing, selling, the sales process and overall productivity.  In the book Buyology by Martin Lindstrom he shared a wealth of brain research specific to how the brain works within the buying decision process. 

Customers Expect Better and Better Customer Experience

Babette Ten Haken

Recent Gartner research showcased the impact of the Internet of Things on how businesses make decisions. Babette Ten Haken is a writes, speaks and coaches about customer success for customer retention. Customers expect better and better customer experience (CX) the longer they choose to do business with you, courtesy of the Internet of Things (IoT). Fast forward to 2016. Continuously.

How To Improve Customer Retention and Your Bottom Line

Stride

Customer retention is becoming more of a focus in the digital age – what with all the marketing channels, analytics options and automated systems. Customer retention begins with superior customer service. Forrester Research). The cost of not improving customer retention can ruin your ability to become more profitable. Sure, customer retention affects top line growth.

Can the SMB CIO successfully lead the IoT Journey?

Babette Ten Haken

For the purposes of its research, Gartner defines SMBs by the number of employees and annual revenue they have. abette Ten Haken is a management consultant, strategist, speaker and coach focused on customer success for customer retention in the industrial Internet of Things ecosystem. Business cases for enterprise IoT adoption are available. Can the SMB CIO go the distance?

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.

Gaining BuyIn for an Industrial IoT Customer Retention Strategy

Babette Ten Haken

Companies wrestle with the impact of an IIoT customer success and Industrial IoT customer retention strategy. They have their hands full executing their current customer retention strategy. Capitalizing on the opportunity to demonstrate even greater value in software and hardware offerings becomes key for an IIoT customer retention strategy. This is the Future of Work.

SAP 2

How to Protect Your Star Performers: Retention and Management of Your Best Employees

The Sales Insider

Hiring How To's Inside Sales Inside Sales Tips Inside Sales Training Sales Tips Uncategorized Better Sales Performance Inside Sales Best Practices research Sales Leadership Sales ManagementWithin every company there are always a few standouts that would be classified as ‘stars.’ Because of their consistent high performance, they are highly visible and everyone knows them. It’s these types of employees that we spend all our time Read more.

Experiencing Customer Experience, August 2016 Blog Post RoundUp

Babette Ten Haken

Recent research by Maritz posted some “interesting” results about the CX exercises which so many companies are engaged in (obsessed with?). Kick start current as well as future customer acquisition and customer retention activities. Babette Ten Haken is a writes,   speaks   and coaches about customer success for customer retention. What if you aren’t compensated for CX scores?

Creating an Always-On Customer Experience Strategy

Babette Ten Haken

billion connected devices (Juniper Research), fueled by a jump in industrial applications. Babette Ten Haken is a writes,   speaks   and coaches about customer success for customer retention. An always-on customer experience strategy keeps your organization on its toes. Your focus? Opportunities to impact customer success through innovation. Think about it. That’s your perspective.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

And Forrester Research’s findings show that “78% of executive buyers claim salespeople do not have relevant examples or case studies to share with them.” And are you aligned on revenue, customer acquisition and retention goals and metrics? This post is part of a series of Executive Interviews of top sales and marketing solutions company executives.

Can the CIO role survive and become translational for the IoT enterprise?

Babette Ten Haken

Gartner Research indicates that today’s CIO understands that they need to make a pivot in mindset, especially when it comes to their leadership style. IDG research identifies four critical-to-business-outcome traits for tomorrow’s CIO. Babette Ten Haken writes,   speaks   and coaches about customer success for customer retention. An IT paradigm shift is going on.

How to Make Your Sales Enablement Roar Like a Ferrari

Smart Selling Tools

You likely have targets for customer retention, as well as for converting anonymous visitors. Marketing Sales Effectiveness Sales Tools/Product Reviews Forrester Research Peter O''Neill Sales Enablement by Rebecca Bell Ellis. You’re proud of your Sales Enablement capability and programs but you’re smart enough to know it’s not a trophy to place on your shelf and admire; right?

How Social Technologies Contribute to a Better Customer Experience

Brian Vellmure

Each year, Forrester Research compiles their Customer Experience Index , where consumers are asked about their preferences and experiences with brands. Other research suggests that growing numbers of senior executives and boards are placing customer experience as a top strategic priority. This post is on behalf of the CIO Collaboration Network and Avaya. ’s Executive Programs.

Remarkable Teams are made up of Remarkable People

Babette Ten Haken

They research problems thoroughly and continuously clarify assumptions so that decisions are based on facts. Babette Ten Haken is a writes,   speaks   and coaches about customer success for customer retention. I like to build remarkable teams. Over the years, I have had the honor of working with remarkable people. Here’s the thing, though. Not at all. They are lifelong learners.

A CX Tech Workforce catalyzes Customer Success

Babette Ten Haken

The 2015 CXROI study conducted by Watermark Research based on the S&P 500 Index demonstrated that “leaders are generating a return that is 35 points higher than the S&P 500 Index while laggards are posting returns that are 45 points lower.”. Capturing Voice of the Customer qualitatively and situationally complements CX survey research. To Humanize those stats.

Big Data Collaboration Platforms drive Enterprise Insights

Babette Ten Haken

At the Strata Hadoop conference, Brian Hopkins, VP and Principle Analyst at Forrester Research, gave a presentation about developing the insights-driven business. Babette Ten Haken writes,   speaks   and coaches about customer success for customer retention. CROSS FUNCTIONAL COLLABORATION CUSTOMER RETENTION SALES STRATEGY ENTREPRENEURS & STARTUPS LEADERSHIP SALES ENGINEERING COLLABORATION TECH WORKFORCE HR STRATEGY big data big data collaboration big data collaboration platforms collaboration platforms Strata Hadoop TAP Trusted Analytics PlatformThen what happens?

Successful Internal Customer Communication is Your 1st Priority

Babette Ten Haken

Recently I coached an absolutely brilliant researcher who is CEO of a startup. Babette Ten Haken is a management consultant, strategist, speaker and coach focused on customer success for customer retention. How would you rate your own internal customer communication capabilities? Let’s start with the basics. How about everyone else in your company with whom you collaborate? Context.

Customer Relationship Innovation for the Emergent Social Business.

Brian Vellmure

Customer Experience, Acquisition, and Retention. Filed Under: All Posts , Featured , Finding, Acquiring, and Delighting Customers , Future & Innovation , Social Business Tagged With: customer acquisition , Customer Experience , customer retention , events , Marketing , social business , social crm , strategy. Constellation Research Blog. customer retention. Posts.

A Story About Learning Retention and Sales Skills Transfer

Dave Stein's Blog

Disclosure: TACK-USA subscribes to ESR’s research.). The research began and we conducted countless brainstorming sessions with diverse groups, taking ourselves through the same process we take clients through when searching for an identity. You mentioned how few training companies there are that acknowledge learning retention, let alone skills transfer.

Remarkable Teams, Mentoring and Paying It Forward

Babette Ten Haken

My role involved clinical oversight to research necessary to create and justify claims about a new over-the-counter-product. The researcher, a foreign national from an extremely gracious culture, maintains respect in spite of this spectacle. Have you ever been part of remarkable teams? Once you experience the synergy of collaboration, it imprints on your professional DNA. It’s Week 3.

Successful Internal Customer Communication is Your 1st Priority

Babette Ten Haken

Recently I coached an absolutely brilliant researcher who is CEO of a startup. Babette Ten Haken is a management consultant, strategist, speaker and coach focused on customer success for customer retention. How would you rate your own internal customer communication capabilities? Let’s start with the basics. How about everyone else in your company with whom you collaborate? Context.

Got an Industrial IoT Sales Strategy for Today?

Babette Ten Haken

SAP-Forrester late 2015 research reported that: 50% of global enterprises know they need to move towards IoT adoption so they can utilize data to deliver enhanced customer experiences. While upselling and cross-selling hardware, software and services constitute the majority of your team’s customer retention efforts, do they have durability to last in the IIoT manufacturing environment? Think about the 50% of companies in Forrester Research who have avoided thinking about their IIoT business strategy. IIoT sales strategy leverages customer success for customer retention.

Optimizing the Full Spectrum of Customer Interactions

Brian Vellmure

Rather than resign ourselves to undifferentiated, massive multimodality, future research may begin to contemplate the strategic and interpersonal signification possibilities it presents as its users exploit the vast relational potentials of CMC (Computer Mediated Communication).” Make no mistake, the research and analytics to undertake such an effort would be significant.

Retaining Connected Customers is an Art Form and a Strategy

Babette Ten Haken

To retain today’s digitally connected customers, sell a well-crafted customer retention strategy. They are doing the same type of research about you. Customer retention within the digital business ecosystem changes how we work. Finally, how will you maintain seamlessly integrated partner relationships within your business model and customer retention strategy?

Why You Need Full-Circle Sales at Every Stage in the Buy Cycle

The Pipeline

She researches to decide whether she prefers you over your competitor. Action Alignment Buying Process Guest Post High Value Activities Retention Sales Strategy Sales Success Attitude Buy Process Play to Win Sales Process Upsell Value The Pipeline Guest Post - Megan Totka. You’ve just earned your company a big contract and you’re about to look amazing in front of the boss. Purchase.

Brick Walls and Customer Focus

Jonathan Farrington

However there is ample research, which proves that their primary concern is reliability. General Account Management Customer Focus Customer Retention Key Account Management In a recent post I highlighted the need to focus – and I mean really focus – on your existing accounts, for a reasonable percentage of your scarce selling time. Today I want to share with you a few actions that you need to consider if you are planning on taking my advice to consolidate the relationship you have with your important customers. The motivation to do this should be strong. Of course.

Four Email Marketing Myths Debunked

Vertical Response

We sat down with Jerry Jao, the co-founder and chief executive of Retention Science , to clear the myth-filled air. By combing though 100 million online transactions, 20 million user profiles and 100 email campaigns, Retention Science found that the afternoon is actually a better time to send an email. Other research supports this. Myth: More frequent email is better. Wrong.

If Only Sales Management Would Do the Math – Part 2

Increase Sales

Sales management does some research and learns a good salesperson can close 4 loans per month. Workforce retention. Sales Management cycle time reduction employment acquisition executive leadership sales goals sales managers sales mangement workforce retention The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic.

What are the Ideal Qualities of a Modern Day Salesperson?

Sales Tips & Techniques

A sales management team needs to have an ideal candidate in mind when trying to hire a salesperson, as research and thorough examinations up-front during hiring can help to limit the resources that are wasted on training people who are out of place in the role. Hiring & Retention Hiring Salespeople Sales Management sales management training sales people sales reps sales training managementThe sales training process is important for the development of a representative, but there has to be the right foundation for the manager to work off of.

Got an Industrial IoT Sales Strategy for Today?

Babette Ten Haken

SAP-Forrester late 2015 research reported that: 50% of global enterprises know they need to move towards IoT adoption so they can utilize data to deliver enhanced customer experiences. While upselling and cross-selling hardware, software and services constitute the majority of your team’s customer retention efforts, do they have durability to last in the IIoT manufacturing environment?

Why Off Site Leadership and Sales Training Misses the Mark

Increase Sales

The HOW is 100% about application.  If the knowledge gained is never applied, then it is lost as learning research suggests. Two plus weeks down the road, your cognitive retention dropped to under 10% and by some research reports to 2%. These learning engagements are directed to much larger organizations that can afford the $2,000 plus fees for these classes and seminars.

Five Bottom-Line Benefits for Incentive Compensation for Retailers

OpenSymmetry

With retailers making a shift to omnichannel structures, organizations must find solutions and develop strategies that help drive the desired behavior, improve customer service, and increase customer retention. Enhance the customer experience with increases in cross-selling/up selling opportunities, as well as customer retention. The reason? Register for the Webinar today!

Got an IIoT Sales Strategy for Today?

Babette Ten Haken

SAP-Forrester late 2015 research reported that: 50% of global enterprises know they need to move towards IoT adoption so they can utilize data to deliver enhanced customer experiences. While upselling and cross-selling hardware, software and services constitute the majority of your team’s customer retention efforts, do they have durability to last in the IIoT manufacturing environment?

Jonathan Farrington's Blog ? We Need Our Leaders to be ?Firm but.

Jonathan Farrington

These conclusions came from research by The Industrial Society, carried out among 3000 business people. Clearly ” the Industrial Society said, “ those around successful leaders, or the observers in this research, do not have difficulty equating supportive leadership behaviour with decisive action to maintain standards… above all; they appear to admire the combination of the two. ”.

Top Sales Performers Know What Cards to Hold

Increase Sales

Reduce customer loyalty and retention. They have invested the time to research the demographics and psychographics. These are people who may not be direct decision makers, but can influence the buying decision or make recommendations to those within their spheres of  influence. #3 – Invest Time to Research. Imagine for a moment you have a deck of cards. Growth rate.