The Spiff Blog

JANUARY 9, 2024

B2B sales has an average turnover rate of 35% ( source ). For example, let’s say your number one priority as a business is to reduce customer churn. As a sales leader, it’s important to make sure your training and coaching sessions address the issues that ultimately lead to customer churn.

Banking 84

Banking Hiring Churn Scale 84

SBI

AUGUST 17, 2021

Sales intelligence and buyer intent data also help account managers spot cross-sell opportunities and prevent churn. 82% of B2B decision-makers think sales reps are unprepared.* Previously, Damien led sales and account management at companies including CDC Software (Pivotal Software), Onyx Software, and Ketchum Integration.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Zoominfo

SEPTEMBER 29, 2021

This is especially relevant for software companies — is this prospect already using a competitor? And as we know, timing is everything in modern B2B sales. However, it can also be useful for the modern B2B sales rep who is looking for a company’s buying history, acquisition history, or organizational changes.

Sales Automation 100

Sales Automation Data Intent Data Lead Rank 100

Sales Hacker

MARCH 8, 2024

Leveraging partnerships in onboarding Shortening the time to value (TTV) for customers can boost retention and reduce churn. More for your eardrums : Stephen Hakami is the Founder and CEO of Wiza – the most accurate way to find verified contact information for B2B prospects. Watch the live event replay on AI sales coaching here.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

PandaDoc

JULY 1, 2020

Only 30% of B2B companies have a formal referral program in place, yet 65% of those with referral programs believe that referrals are very important to their company’s sales success. Because 73% of B2B executives prefer to work with sales professionals who have been referred to them by someone they know and trust. Show your expertise.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Social Media Referrals 98

Mereo

MAY 11, 2023

Our solution management experts at Mereo independently researched 20 B2B software companies, including application and platform providers. 3) Pricing Should Reduce Churn Sellers must make it easy for buyers to remain a customer. Learn more about Nextworld’s successes here.

Lead Rank 41

Lead Rank Workbooks Scale Software 41

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed. Why B2B Sales Prospecting Needs More Attention Than You Think. What is B2B Sales Prospecting? Brian Tracy. 2) Referrals.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Crunchbase

JANUARY 18, 2022

Software as a Service (SaaS) is everywhere. But despite its widespread appeal, SaaS isn’t just selling software like you’d once have sold a loaf of bread. SaaS products are subscription-based software services hosted by cloud-based service providers. Best for over-the-phone B2B sales Enterprise ? Customer self-service ?

Sales Process 85

Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

Zoominfo

JANUARY 18, 2021

CRM is the fastest-growing enterprise application software category for a reason — it works. Everyone in the world of B2B marketing will tell you that data-driven decision-making is the standard. Below are some core steps you need to take in order to build out a successful CRM strategy for your B2B business.

CRM 100

CRM Ideal Customer Profile Data Strategy 100

Sales Hacker

JUNE 14, 2021

Our client’s software that was designed specifically to integrate with SAP’s ERP does not have the capability at this time to meet the needs of “rental” businesses. of total results, many service and technology firms are challenged with customer churn. ABM Example 3: How ABM was used to create margin growth with Sephora.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

Zoominfo

OCTOBER 28, 2021

Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. These details offer clues, and data intelligence providers like ZoomInfo can help dig up this kind of helpful B2B information. Did the deals occur after a funding round?

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Zoominfo

OCTOBER 5, 2021

Better-fit prospects and opportunities won turn into better-fit customers who have a lower churn rate Increased closed-won deals — those entering the pipeline are more likely to have the budget, interest, and talent needed for your product to have value. Statistics show that 84% of B2B decision-makers start the buying process with a referral.

Ideal Customer Profile 100

Ideal Customer Profile Lead Rank Lead Scoring Customer 100

Hubspot Sales

FEBRUARY 16, 2022

No one knows who our company is"), financial pain points ("Revenue is up, but profitability is low"), or process pain points ("Customer churn is high because our service department is inundated and can't keep up"). Company prides itself on offering omni-channel growth software that improves service levels and reduces operational costs.

Hubspot 131

Hubspot Social Media Churn Sales 131

Lessonly

SEPTEMBER 29, 2020

What sales enablement software will do is be the glue in your sales enablement plan. When it comes to software buying, investing wisely is king! And, just as a quick sidebar, of all the sales tech categories, sales enablement software enjoys the highest perceived value and satisfaction ratings. . Invest wisely. We can help!

Sales Enablement 26

Sales Enablement Software Software ROI 26

Mereo

MAY 25, 2023

Selling companies like the subscription pricing approach (whether or not they have a software as a service offering or leased physical product) because it creates a more predictable revenue stream. Remember, having to update your pricing strategy for current customers often results in churn.

Strategy 36

Strategy Workbooks Discount Churn 36

Chorus.ai

APRIL 11, 2022

What does building a truck factory have in common with selling software? And while he probably won’t need to put on a hard hat anytime soon, overseeing sales and marketing operations for a B2B software provider has offered plenty of opportunities to use the same skills that helped him in manufacturing.

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

Nutshell

APRIL 23, 2020

This is especially true for B2B companies, where 90% of customer value comes after the first sale. Poor relationships with customers lead to churn. Support reps need this information so they can better serve the customer and reduce their risk of churning. Nutshell also integrates with your help desk software.

Churn 71

Churn Hiring Lead Rank Lead Scoring 71

Highspot

JULY 20, 2023

In this guide, discover how sales coaching software with conversation intelligence becomes a real-time mentor for your sales team. Call Tracking Software Versus Conversation Intelligence Platforms: What’s the Difference? They express concerns about the product’s cost and compatibility with their current software solutions.

Conversion 52

Conversion Hiring Software Software 52

Mereo

JULY 29, 2021

For B2B companies — especially those in the software and service sectors — the environment has changed dramatically in the past 20 years. Many B2B organizations must grapple with the shift from license contract models to subscription models. The best pricing approaches: Align the pricing to the value the software delivers.

Revenue 60

Revenue Strategy Software Software 60

SBI

JUNE 22, 2021

A study I came across recently reported that 71% of B2B buyers don’t want to talk to a sales rep at all. From there the software adjusts the demo to show them only the content they have identified as important to them. Q: What is the impact on organizations that adopt Demo Automation software? Think about your own behavior.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Anthony Iannarino

OCTOBER 8, 2019

When you get this wrong, you behave as if the software is going to do all the selling for you ( entering from the left ). When you approach the meeting as a sales call, you start with the outcomes the software generates for your clients (entering from the right). Here is how we get that outcome without all that effort.”.

How To 94

How To Software Software Decision Maker 94

DiscoverOrg Sales

NOVEMBER 14, 2018

Better fit prospects and opportunities won turn into better fit customers who have a lower churn rate. Here’s an example: Best Fit : US-based companies, with over 500 employees, who manufacture and sell software security. Good Fit : North American companies, with over 200 employees, who distribute software security.

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

PandaDoc

JULY 1, 2020

Only 30% of B2B companies have a formal referral program in place, yet 65% of those with referral programs believe that referrals are very important to their company’s sales success. Because 73% of B2B executives prefer to work with sales professionals who have been referred to them by someone they know and trust. Show your expertise.

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Social Media Referrals 52

Zoominfo

JUNE 28, 2023

McKinsey found that 72% of the fastest-growing B2B companies say their analytics are effective in helping them with sales planning, compared to 50 percent of the slowest growers. Churn Rate: The churn rate shows how many customers you lose during a given period.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

SBI

MAY 2, 2018

Helps B2B companies maximize the top- and bottom-line value of every customer relationship. Our AI software delivers real-time sales and pricing guidance for all sales channels – direct, inside, eCommerce and more. And they continue to keep us because our customers regularly exceed revenue and profit projections thanks to our AI.

Revenue 139

Revenue How To ROI Case Study 139

Apptivo

MARCH 29, 2023

Nearly 80% of B2B companies use an email marketing newsletter as an essential part of their marketing strategy. Nevertheless, if you want to be successful in your online business, you need to use the right email marketing software. Suzy is a qualitative market research software that has advanced research capabilities.

Webinar Metrics 52

Webinar Metrics Strategy Customer Loyalty 52

SendBuzz

APRIL 19, 2023

Businesses that effectively engage their B2B customers, experience a significant 63% drop in customer churn. For B2B sales, this strategy will do magic to improve conversion rate and increase customer satisfaction. This is highly beneficial when it comes to B2B sales. That’s where email automation tools come in.

Conversion 78

Conversion Strategy Customer Social Media 78

Artesian Solutions

MARCH 15, 2018

Because something called the GDPR is coming into force very soon, and it’s going to change the face of B2B sales as we know it. Discourages churn and improves customer loyalty. It’s important to note that we’re not talking an either/or approach here – they are both core components of a customer-centric B2B sales strategy.

B2B 49

B2B Face-to-face Analytics Exact 49

Gong.io

DECEMBER 15, 2022

This method doesn’t work for many B2B companies, especially ones that sell software to corporations primarily based on either the East or West Coast. . Today, it’s more common for sales teams to put aside their Salesforce CRM and use interactive sales territory mapping software to create and assign maps for sales territories. .

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Hubspot Sales

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Sales Hub Sales Hub is a powerful and easy-to-use sales software that drives productivity, enables customer connection, and supports growing sales organizations. Get access to intel.

Hubspot 83

Hubspot Scale Inbound Sales Qualified Lead 83

LeadFuze

AUGUST 22, 2021

Most B2B businesses don’t bother creating a sales forecast. Unfortunately, B2B sales forecasting isn’t a walk in the park. The main problem, especially with the weighted pipeline approach, is that the all-or-nothing nature of B2B opportunities is ignored. Or, you have an idea of next year, but what about 2025?

Sales Forecasts 98

Sales Forecasts Forecasting Hiring Lead Rank 98

Sales Hacker

SEPTEMBER 4, 2018

The creeping fear of failure drove many business leaders in the tech sector to build a reliable safeguard against runaway customer attrition rate (churn). Mitigate churn rate. CS impacts top-line revenues by helping: Reduce churn rates. 2) Churn Rate Reduction/Expansion. 3) Monthly Recurring Revenue (MRR) Churn.

Ideal Customer Profile 56

Ideal Customer Profile Lead Rank Churn Customer 56

SBI

MAY 12, 2020

JOHN: Selling is a critical activity in the B2B buying experience. Instead, it concentrates ruthlessly on maximizing revenue per customer by maximizing the value delivered to buyers and customers, increasing win rates, ACV, and decreasing churn. Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. Follow him on LinkedIn.

Discount 122

Discount Face-to-face Maximizer Lead Rank 122

Highspot

FEBRUARY 25, 2022

Working on the go isn’t new for your sales reps, but a recent explosion in digital selling tools forces reps to adapt, and instead of navigating planes, trains, and automobiles, they’re constantly hopping in and out of disparate software systems. Ready to take action?

Sales Enablement 52

Sales Enablement Hiring Quota Churn 52

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. Today, the best B2B marketers and sales professionals are best because they know what makes a successful customer. To succeed, you need to trust the data and step into predictive sales.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

DiscoverOrg Sales

OCTOBER 3, 2018

Engagio is a B2B SaaS software company focused on helping marketers and salespeople drive the best business value for their company. … But if those accounts churn, or if they’re not ideal for your business, that’s a problem. So we have to think about the entire process, not just acquisition.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

Zoominfo

FEBRUARY 13, 2020

Engagio is a B2B SaaS software company focused on helping marketers and salespeople drive the best business value for their company. ’ … But if those accounts churn, or if they’re not ideal for your business, that’s a problem. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

Marketing 100

Marketing Intent Data Webinar Metrics Face-to-face 100