MTD Sales Training

SEPTEMBER 19, 2012

Once you have made the sale, you must continue to help the prospect justify their decision. Usually account executives are moving on to additional products and services while the buyer’s foundational faith and conviction in the first sale has not yet fully cemented. Reassurance.

Loyalty 271

Loyalty Customer Account Up-Sell 271

Hubspot Sales

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The benefits.

Hiring 126

Hiring Account Analytics Sales Qualified Lead 126

Sales and Marketing Management

MAY 15, 2020

While making sales is, of course, the cornerstone of our profession, making purchases during this time is far from a priority – or even a possibility – for many of our prospects. Acting with thoughtfulness and a relaxed expectation of when the sale needs to be closed will mitigate the risk of you turning prospects off to your business.

Loyalty 296

Loyalty Cancellation Churn Demographics 296

MTD Sales Training

SEPTEMBER 19, 2012

Once you have made the sale, you must continue to help the prospect justify their decision. Usually account executives are moving on to additional products and services while the buyer’s foundational faith and conviction in the first sale has not yet fully cemented. The post For Greater Customer Loyalty, Keep Selling!

Loyalty 120

Loyalty Customer Account Up-Sell 120

Zoominfo

SEPTEMBER 30, 2020

When Brand Ambassadors first gained popularity in the early 2010’s, the approach was simple: Companies would identify their most loyal customers, ask them to showcase their loyalty in a genuine way, and then reward them with perks like free gear. Have brand ambassadors hurt customer loyalty?

Hiring 246

Hiring Loyalty Discount Social Media 246

LeadBoxer

JANUARY 10, 2021

The secret to jet-powered business growth is account expansion. This guide explains exactly what account expansion is and why it’s vital for your business. Keeping reading or jump ahead to these sections: What is Account Expansion? Account Expansion Best Practices. 3 Steps for Account Expansion.

Account 97

Account Lead Rank Lead Scoring Commission 97

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Some of the top include: Lead Generation and Qualification Prospect identification Lead qualification Effective BDRs excel at identifying potential leads within target markets or industries.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Zoominfo

AUGUST 31, 2020

ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Build Loyalty. With stakes that high, it is perhaps ironic that the early steps of building customer loyalty start with the figurative eyes and ears of a company. Offer expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They’re watching those accounts that are trending and consuming their content. How much are we expanding our LinkedIn networks with target accounts? But then things change.

Account Based Marketing 81

Account Based Marketing Top of Funnel Ideal Customer Profile Account 81

Zoominfo

NOVEMBER 3, 2020

Interesting tidbit: The probability of selling to a new prospect is 5–20%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. The goal: account growth. The probability of selling to an existing customer is 60–70%.

Loyalty 162

Loyalty Airlines Hotels Hubspot 162

MTD Sales Training

AUGUST 8, 2012

Prospective buyers are quick to boast about how long they have been working with your competition. When that current supplier went after the account, they did everything they could to earn the buyer’s business. The sales rep bent-over-backwards to close the sale and get the account. Business as Usual. Open Their Eyes.

Prospecting 271

Prospecting Objections Loyalty Account 271

The Brooks Group

FEBRUARY 26, 2020

At The Brooks Group, we work with clients on a process called strategic account management. It holds the key to creating the proper time, space, and motivators to support our sales team members in going after new, and often larger, accounts. Formulating Your Strategic Account Management Plan. Do they love a challenge?

Hiring 52

Hiring Account Ideal Customer Profile How To 52

No More Cold Calling

NOVEMBER 30, 2019

Or are you sticking with your current prospecting strategy—“personalized” marketing and social media blasts? Account execs are overwhelmed with conflicting messaging, technology overload, and lack of resources. Why Customer Loyalty Isn’t Always About More Choices. Is your team asking for referrals? I was so frustrated.

Referrals 257

Referrals Loyalty Cold Calling Fashion 257

Emissary

OCTOBER 19, 2021

For tech companies, marketing to the financial services industry is a specific niche and employing account based marketing tactics give you a strategy for more successful conversion. An account based marketing (ABM) approach can be the best technique in working with your finance clients. What Is Account Based Marketing?

Account Based Marketing 52

Account Based Marketing Account Marketing Company 52

BuzzBoard

SEPTEMBER 11, 2023

Therefore, the following suggestions might help you earn their trust and loyalty. This personalized approach increases the chances of providing solutions that genuinely benefit the small business, fostering long-term loyalty. This will help you create a profile of your ideal small business prospect.

Small Business 103

Small Business Small Business Ideal Customer Profile Conversion 103

Emissary

MAY 4, 2022

While their customers are chasing the latest trends and the best shopping experience, retail enterprises are looking for flexible, scalable technology that helps them attract and keep consumers’ loyalty. Take the time during account planning to answer essential questions about each buyer: How does each buyer like to receive information?

Retail 52

Retail Enterprise Enterprise Account 52

Sales and Marketing Management

OCTOBER 26, 2020

Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts. Myth 3: Only small deals or accounts are appropriate for virtual sales. In a traditional model, specialists typically are joined at the hip to account executives.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Zoominfo

NOVEMBER 3, 2020

Interesting tidbit: The probability of selling to a new prospect is 5–20%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. The goal: account growth. The probability of selling to an existing customer is 60–70%.

Loyalty 130

Loyalty Airlines Hotels Hubspot 130

No More Cold Calling

SEPTEMBER 21, 2017

It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. The more women in account based sales understand the technology they sell, the more credibility they bring into client engagements. Comments were prolific.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Nutshell

SEPTEMBER 11, 2020

How trust builds client loyalty. A great way for you to build trust that leads to more client loyalty is by treating them as you would a friend or family member. If you start treating them more like friends rather than as a source of income, the trust is going to build naturally and over time, their customer loyalty will grow.

Prospecting 71

Prospecting Loyalty Social Media CRM 71

Sales Hacker

APRIL 24, 2020

It doesn’t matter what company you work for; what stage you’re at in your sales career; or whether you prefer to use emails, phone calls, or LinkedIn messages when you’re prospecting — the biggest problem that all sales and customer success reps struggle with is still the same: ensuring your ideal prospects convert. Think about it.

Pipeline 92

Pipeline Prospecting How To Ideal Customer Profile 92

CloserIQ

APRIL 16, 2019

Whether you’re new to sales or an experienced sales leader, prospecting is integral to your current success and your future career growth trajectory. A prospecting plan that’s strategic and worked consistently improves the quality and quantity of leads in your pipeline. Prioritize Key Prospects and Clients. Leverage triggers.

Pipeline 63

Pipeline Prospecting Decision Maker Networking 63

Nutshell

SEPTEMBER 11, 2020

How trust builds client loyalty. A great way for you to build trust that leads to more client loyalty is by treating them as you would a friend or family member. If you start treating them more like friends rather than as a source of income, the trust is going to build naturally and over time, their customer loyalty will grow.

Prospecting 62

Prospecting Loyalty Social Media CRM 62

Smooth Sale

DECEMBER 14, 2023

My Story Sales Depend Upon Customer Care Excellence As a former salesperson, I would ask each new prospective client how they prefer to work with their sales representatives and what standout qualities they seek from the salesperson and the company itself. My question set my prospects back on their heels in complete surprise.

Customer 78

Customer Policies Loyalty Call-back 78

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Organize an Online Conference, Webinar, or an Industry Meetup First of all, do your research and find out what your prospects deal with and identify their pressing pain points. That’s right!

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. Here are three must-have data tips to engage B2B prospects and customers for more wins, renewals, and growth.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. 5 Steps to the Customer Profiling Process. Analyze customer analytics.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Sales and Marketing Management

MAY 23, 2017

Author: Ellen Barton, Marketing Programs Manager at InsideView Social selling can be a powerful means of reaching out to prospects and building brand loyalty, but pulling off social selling success isn't as simple as jumping on a social network and posting about brand products and offers. Provide value to prospects at every turn.

Social Selling 189

Social Selling InsideView Social Media Loyalty 189

Zoominfo

AUGUST 31, 2020

ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Build Loyalty According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. Offer expansion. Company transformation. Market expansion.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. For sales professionals in particular, it’s become far more normal for prospects to drop out of the picture after a seemingly great conversation. And then, poof.

Prospecting 94

Prospecting How To Call-back Face-to-face 94

Sales 2.0

NOVEMBER 12, 2012

My prospecting approach at that time was going through lead lists and sending blind emails. Nowadays, I can’t even imagine a world without social media, especially for prospecting. In my opinion, you cannot operate as a business executive without a premium Linkedin account. I stumbled upon this approach by using Linkedin.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Zoominfo

FEBRUARY 3, 2022

The loyalty gap lies in the customer experience, and it is absolutely paramount.” According to Wyzowl data , effective onboarding after a purchase can increase loyalty in 86% of consumers. ZoomInfo’s Intent data can help B2B marketers better understand the wants and needs of customers and prospects.

Customer 100

Customer Loyalty Consumer Survey 100

Pointclear

MAY 12, 2011

It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you. Cultivating loyalty among the current customer base is extremely important. Market coverage, yes it’s part of our business.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Braveheart Sales

AUGUST 11, 2023

Hunters, the assertive salespeople, thrive on chasing and closing new business opportunities, while farmers, the account managers, excel in customer success and account-based growth. It's not uncommon for CEOs to express their frustration with salespeople who are exceptional hunters but struggle as account managers (and vice versa).

Loyalty 52

Loyalty Sales Qualified Lead Maximizer Account 52

Babette Ten Haken

AUGUST 23, 2018

Any of the plethora of scoring systems which measure customer satisfaction and loyalty. After all, they are hired, and compensated, to go out there and hunt prospective clients. What happens when both sides of the business table become proactively accountable for managing customer retention scorecards? Close deals. End of story.

Retention 154

Retention Customer Revelation Loyalty 154

Zoominfo

JANUARY 11, 2021

ACTION TIP: Send your prospect the demo video while you’re on the phone. As they implement your product, they likely have questions — most likely about integrations, workflows, and account management. Loyalty Stage: Build long-term trust. Get it right, and they’ll likely recommend your business to others and buy from you again.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

SalesLoft

FEBRUARY 25, 2016

Traditional sales organizations have always had these three mainstay metrics for Account Executives: The concept of opportunities. They’re in the form of: Account stages (the pre-opportunity). An account conversion rate. Personalization leaves accounts untainted by the depersonalized nature of automation. A win rate.

Account 52

Account Top of Funnel Scale Sales Qualified Lead 52