Trending Sources

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.

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.

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.

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.

Why I Don’t Trust The Research

The Sales Blog

Why I Don’t Trust The Research is a post from: The Sales Blog | S. Sales research shows one part of a picture. The people that did the research in both cases are good and thoughtful people. But the research doesn’t jive. Sales research is sometimes conducted by surveying sales managers. That research gives you some insight into what sales managers see, hear, and feel. Other sales research is conducted by surveying customers. Still other research studies the entire sales organization. Use the Research. Anthony Iannarino.

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. 

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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.

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

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?

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.

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.

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.

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.

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.

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.

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.

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.

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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.

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.

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.

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.

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.

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.

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?

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.

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!

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.

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.

Do Women in Sales Lack Confidence?

No More Cold Calling

And studies show that women in sales outperform their male counterparts in quota attainment, retention, and leadership effectiveness. Warrell goes on to share recent research about the “confidence gap” between men and women, and in which areas of the world it is more prevalent (the results might surprise you). We know how to build relationships. Four years ago I moved from the U.S.

Sales Tips: Is Your CX Program Driving Metrics or Revenue?

Customer Centric Selling

This happens when you help customers realize specific benefits from your solution. I’d like to suggest the goal of a Customer Experience program is not to improve metrics like NPS , CSAT , and Customer Retention. successful Customer Experience program delivers gains in four core pillars: Customer Retention, Revenue Realized, Revenue Retention, and Revenue Growth.

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A Kick in the Teeth to Channel Critics?

Software Business Blog

At least ChannelBiz boldly commented along these lines – pointing to research that proves channel critics wrong – in any case, those “who have longed for the day when resellers are cut out of the equation”. This may make it seem like the only way to distribute SaaS products is to sell direct. Sign up now to learn how channels can revolutionize your SaaS revenues.

Six Things Customers Want ? Value Creator (BrianVellmure.com)

Brian Vellmure

Customer Experience, Acquisition, and Retention. Filed Under: All Posts , Featured , Finding, Acquiring, and Delighting Customers Tagged With: customer acquisition , Customer Experience , customer retention , what customers want. Constellation Research Blog. customer retention. March 9, 2012. Posts. Comments. Topics. All Posts. Social Business. World Impact. Resources.

Are You Ignoring Attitude in Your Sales Training?

Increase Sales

Learning research suggests after 16 days only 2% is remembered. By listening to the audio CD at least five times, long term memory retention is dramatically increased. Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement. The Disconnect. The Bridge. Emotions the Planks. Share on Facebook.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

Top Sales reps become a retention risk when they recognize that the plan will not support achievement of their income goals. Otherwise, the manager''s compensation plan will dictate strategic decisions on hiring and retention. Retention Holes: Research substantiates the fact that January and December are when most sales turnover occurs. January is over. Or have they?