The Center for Sales Strategy

MARCH 19, 2021

> Does the Ben Franklin Close Still Work in 2021 – HubSpot. - MOTIVATION -. Treat objections as requests for further information.". Brian Tracy. AROUND THE WEB -. >

Closing 129

Closing Retention Strategy Hubspot 129

Zoominfo

JANUARY 26, 2021

In 2021, the brightest stars on the horizon may be employees. Technology played a large role in helping workers transition to WFH, and that software will continue to wield influence in 2021. Employers will need to address this gap in 2021 in order to maintain employee morale and talent retention. Source: ZoomInfo.

Software 246

Software Software Retention Analysis 246

Vendor Neutral

APRIL 22, 2021

Do You Have a Value Driven Strategy to Enhance Client Retention? It is little surprise client retention is so prominent in the minds of businesses leaders today. What is the role of value in these efforts, though, and what are some methods for improving retention in today’s selling landscape? Why Client Retention Matters.

Retention 59

Retention Webinar Metrics Strategy Cancellation 59

Zoominfo

OCTOBER 10, 2023

Privacy regulations, compliance requirements, and data retention policies vary widely from one country to another. We’ve worked with ZoomInfo since 2021,” says Patrick Scully, a managing director at international talent acquisition agency Kintec Global Recruitment , located in Manchester, England.

Data 261

Data Ideal Customer Profile Policies Networking 261

Sell Integrity

JANUARY 6, 2021

Money and incentives matter, but this year more than ever they’re only part of the sales retention story. With the stresses of the pandemic, uncertainty in the business environment, and pressures of working from home and juggling personal and professional lives, we’re all looking forward to a fresh start in 2021.

Pivotal 71

Pivotal Loyalty Hiring Coaching 71

SugarCRM

DECEMBER 15, 2021

2021 was all about being able to see customers and deliver experiences like never before. 2021 is the year we let SugarCRM make the hard things easier for marketing, sales, and service teams. 2021 is the year we let the platform do the work. 2021 is the year we let the platform do the work. What a year!

SugarCRM 49

SugarCRM Lead Rank Lead Scoring Ideal Customer Profile 49

Zoominfo

FEBRUARY 10, 2021

Going into 2021, medium-sized businesses may find themselves at a disadvantage compared to larger or smaller firms. Talent retention is another area that medium-sized businesses struggle with. In conclusion, mid-market companies will play catch-up in 2021 if recent years are any indication. ZoomInfo’s 2020 Annual Report Series.

Company 246

Company Face-to-face Enterprise Enterprise 246

Mindtickle

DECEMBER 18, 2020

As we prepare for 2021 and beyond, the promise of learning from our mistakes and the ability to pivot is critical. In 2021, video training alone will be less effective and take longer to get teams aligned on goals and to be able to effectively shift. How do you challenge your team or plan to do so in 2021?

Revenue 71

Revenue Scale Coaching Webinar Metrics 71

Crunchbase

JANUARY 12, 2022

As I’ve written about before , the Great Reshuffle is significantly impacting the sales industry, with turnover among decision-makers and sales professionals increasing 31 percent and 39 percent from summer 2020 to summer 2021, respectively. Talent retention is a top priority for sales leaders. There was a 133.8 Learn More.

Retention 52

Retention Trends Intent Signal B2B 52

OnePageCRM

JANUARY 15, 2021

Meetings will likely stay virtual in 2021, but this doesn’t equate to a lackluster performance or challenges for your team. Level Up Retention with Personalization. Moving forward, personalization will be the difference between losing business and retention. Start 2021 with an audit. Focus on Virtual Experience.

B2B 52

B2B Top of Funnel Strategy Social Media 52

Hubspot Sales

SEPTEMBER 6, 2022

These powerful insights can inform every aspect of your sales process — from pitching to customer retention. Read on to learn how to sales has changed from 2021 to 2022, and what to expect in the coming months. HubSpot surveyed 1,000+ sales professionals to get a better picture of the sales landscape in 2022.

Hubspot 76

Hubspot Trends CRM Retention 76

Pipeliner

JANUARY 28, 2021

Ironically, the simple act of measuring outcomes is a supremely powerful retention tool. The post KPIs to Focus on Customer Value in 2021 appeared first on SalesPOP! Summing Up. We act as we’re measured. So, start measuring more productive behaviors to drive more productive behaviors. To Your Success!

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Gong.io

JANUARY 1, 2021

Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. Ongoing coaching eliminates these dips in knowledge retention and helps attain the ultimate goal: Turning underperformers into stars. Your 7-Step Sales Strategy Framework For 2021. SALES STRATEGY STEP 1: BUILD AN IDEAL ACCOUNT PROFILE.

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

No More Cold Calling

APRIL 26, 2021

In 2020 and at least the first half of 2021, business travel and indoor socializing have been challenging and at times, impossible. That’s good news for customer retention (and a good reason to make sure your current customers are feeling the love), but it makes customer acquisition tough. Image attribution: Anna Schvets ).

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Mindtickle

DECEMBER 18, 2020

As we prepare for 2021 and beyond, the promise of learning from our mistakes and the ability to pivot is critical. In 2021, video training alone will be less effective and take longer to get teams aligned on goals and to be able to effectively shift. How do you challenge your team or plan to do so in 2021?

Revenue 52

Revenue Scale Coaching Webinar Metrics 52

Sales Hacker

MARCH 5, 2021

As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. It also supports your retention, remarketing, and lead scoring efforts because you’re able to factor in how many times a buyer has viewed your profile or category on G2. The remote sales landscape is getting stuffy.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

Force Management

JUNE 22, 2023

During 2021 alone, 537 new Unicorns were minted. Third, maintain strong talent while emphasizing retention and development. By 2020, there were over 600. The real Unicorn stampede occurred in the wake of pandemic-era restrictions, fueled by rapid tech adoption and an exuberant funding environment. Today, there are over 1250.

Company 95

Company Retention Marketing Sales 95

SBI Growth

DECEMBER 5, 2020

Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as “Accelerators” have not only managed to thrive in the face of adversity.

Leads 305

Leads Marketing Qualified Lead Marketing Face-to-face 305

Sales Hacker

NOVEMBER 24, 2020

How to plan for 2021 [15:46]. She’s also going to talk about 2021 planning, how this year the planning process must be different. How to plan for 2021 [15:46]. Sam Jacobs : You’ve mentioned that planning for 2021 needs to be different. And, by the way, this isn’t a 2021 plan. Sam’s Corner [32:07].

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Hubspot Sales

MARCH 8, 2021

For instance, say your prospect repeatedly stressed their interest in the hard, monetary value of adopting your solution but didn't touch on how it might improve customer retention. You might want to interject with some information on how your solution has historically improved your current customers' retention figures.

Closing 121

Closing Retention Face-to-face Comparison 121

Lessonly

NOVEMBER 29, 2021

It’s late 2021 as I’m writing this, and this movement is tangible in my professional circles. In the United States alone, four million Americans quit their jobs in July 2021. Great retention starts on (or before) day 1. The Great Resignation is an interesting, yet predictable after effect of COVID-19.

Retention 48

Retention Software Software Scale 48

The Center for Sales Strategy

AUGUST 20, 2021

Employee retention and turnover continue to be a struggle for many companies. It's leading to a dramatic increase in resignations—a record 4 million people quit their jobs in April [2021] alone, according to the Labor Department.”. "Always Deliver More Than Expected.". Larry Page. AROUND THE WEB -. > >>> READ MORE.

Epiphany 116

Epiphany Proposal Examples Retention 116

Zoominfo

JULY 25, 2022

An exceptional onboarding experience creates real believers and campaigners for the organization and elevates retention almost twofold,” says John Gilleeny, senior director of talent and learning at ZoomInfo. million new business applications in 2021 — 50% more than pre-pandemic 2019.

Lead Rank 130

Lead Rank Compensation Journal Retention 130

Sales and Marketing Management

FEBRUARY 15, 2021

Sales leaders looking for a rapid start in 2021 should design and deliver virtual events that inspire, inform and connect their sellers, and set the stage for effective virtual support throughout the year. Since we can’t bring our sellers together, how do we continue to inspire, connect and educate them in a purely virtual world?

Education 194

Education Film Channels Cancellation 194

Janek Performance Group

DECEMBER 29, 2021

If 2020 was the year of the pandemic, 2021 was the year sellers adapted and turned the tide. From these conversations, our ongoing research, and studying the marketplace, we’ve seen the emergence of training trends that we implemented in 2021 and expect will grow in 2022. Employee Retention.

Trends 118

Trends Training Retention Face-to-face 118

Bigtincan

NOVEMBER 2, 2021

Improve client retention (this happens as a result of in-depth product knowledge). The post 6 Best Sales Onboarding Software Solutions for 2021 [In-Depth Comparison] appeared first on Bigtincan. Truly understanding your company’s needs is the first step in choosing the solution that’s best for your team.

Comparison 105

Comparison Software Software Hiring 105

Zoominfo

MARCH 21, 2022

According to the report, more than 24 million Americans left their jobs between April and September 2021, an unprecedented high. Data from Indeed, the recruitment platform, indicates that between July 2020 and July 2021, searches for vacancies advertising such incentives increased by 134 percent. and 4.5 %, respectively.

Quota 100

Quota Hiring Face-to-face Advertising 100

BuzzBoard

MARCH 10, 2023

On a positive note, the Employee Retention Credit (ERC) program that emerged as a beacon of light for adversely affected businesses during the pandemic is still spreading rays of hope for small businesses to claim monetary compensation from the government.

Benefit 52

Benefit Opportunity Government Small Business 52

Lessonly

SEPTEMBER 22, 2021

And that’s powerful stuff— one study found that increasing customer retention rates by 5% can increase profits by 25-95%. . When done well, customer service is far from just a reactive, troubleshooting branch of your organization—it’s a proactive customer retention engine. So why is customer service important to retention here?

Customer Service 26

Customer Service Retention Webinar Metrics Strategy 26

Sales Hacker

DECEMBER 19, 2022

million workers left their jobs in 2021 — 70% of them voluntarily. Sales organizations experienced 58% higher voluntary turnover in 2021 than in 2020. The professional and business services industry (which includes B2B sales) had the fifth highest turnover rate in 2021. ( Take responsibility for sales rep retention.

Hiring 79

Hiring Compensation Salary Retention 79

Hubspot Sales

MARCH 30, 2021

It also supports your retention and remarketing efforts. For example, with a G2/Hubspot integration , you can see when leads are engrossed in your G2 profile (first-party), and what other products or categories they are browsing (third-party). It also can up your outreach efforts in a big way.

Intent Data 103

Intent Data Buyer Intent Intent Top of Funnel 103

Smooth Sale

NOVEMBER 24, 2023

Data from 2021 found that the average weekly cost per worker due to illness or injury was just over $1,000. Accordingly, it vastly reduced the costs of poor employee retention , which costs many times more than an employee’s wages to replace them when they leave, based on skill sets.

Education 104

Education Hiring Retention Licensing 104

Zoominfo

JANUARY 23, 2021

Additionally, according to Forrester, organizations with growing annual revenues of 10% or more do a better job measuring and describing customer-lifecycle value (retention rates, customer lifetime value, customer satisfaction and customer advocacy). link] — ZoomInfo (@ZoomInfo) January 20, 2021.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Product Management University

NOVEMBER 17, 2020

This month we take a closer look at sales effectiveness, customer retention and bundling vs. solutions. As the pandemic economy has forced all of us to completely rethink everything, we also give you a list of things to consider for product management, product marketing and sales in 2021. THE NEW NORMAL IN 2021. October 2020.

B2B 52

B2B Retention Positioning Social Selling 52

Highspot

DECEMBER 2, 2021

September 10, 2021). September 10, 2021). September 10, 2021). September 10, 2021). September 10, 2021). The goal here is to reduce the amount of time it takes to deliver effective sales communications and, importantly, improve comprehension and retention of those communications. Take the New Year in Stride.

Face-to-face 98

Face-to-face Sales Talent Sales Methodology Sales Enablement 98

Cincom Smart Selling

AUGUST 17, 2020

The collective activities of the business world truly make the customer experience one of the top imperatives for 2021 and beyond. Retention is higher. More organizational changes are designed to increase the focus on the customer, and more IT projects are tied directly to improving the customer experience. Satisfaction is higher.

Customer 117

Customer Retention Energy Channels 117

Zoominfo

NOVEMBER 24, 2020

Shift Your Focus on Customer Retention: Once you gain a new customer — your work isn’t nearly done. The transition has increased recently with Chrome and Safari internet browsers blocking third-party cookies by default in 2021. In this day and age, you need real-time data, on time.

Intent Data 244

Intent Data Intent Data Intent Signal 244