Uncomfortable Business Stories are Client Retention Stories

Babette Ten Haken

Telling uncomfortable business stories addresses a key, often unstated, component impacting client retention: skepticism. Any buyer considering doing first-time business with just about any new supplier expects the acquisition story to be full of fairy-tale storytelling.

6 Marketing Strategies for B2B Customer Retention

Sales and Marketing Management

To promote customer retention and strengthen your B2B marketing scheme, we’ve assembled this list of six key strategies you can use. Buyer expectations are always on the rise, so you must maintain excellent customer service.

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Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

Spotlight on customer retention. Acquiring new customers is six times more expensive than keeping existing customers, and we knew there was an opportunity to put as much horsepower behind customer retention as we did around new sales. What do your buyers think about salespeople?

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Change This NOW! If You Want to Increase Retention Rates and Referrals

The Center for Sales Strategy

If you want to increase your retention rates, referrals, and ultimately improve your top line, change the way you deliver the consumer brand experience. Buyer's Journey gender brand experience

7 Must-Have Automated Documents for Sales Success

Providing buyers with fast, efficient, and error-free delivery of documents creates. Source: How Buyers Buy Management. How Buyers Buy Management Consulting Services.” retention by just 5% can increase profits by 25–95%. Retention. retention and engagement.

One Millimeter Mindset Customer Retention Blog Posts 2017

Babette Ten Haken

One Millimeter Mindset customer retention moves you and your organization one millimeter outside your current comfort level. More importantly, One Millimeter Mindset customer retention is about today and tomorrow, not yesterday. Are You practicing Wagon Circling Customer Retention?

3 Tips to Boost Customer Retention and Growth

Sales and Marketing Management

According to a study from Harvard Business School , you can boost profitability by 25 to 95 percent by focusing on current customers and boosting retention rates by just five percent. Thus, you cannot assume that buyers are loyal just because they continue to buy from your company. Enhancing loyalty is worthwhile because if you raise retention by just five percent, you could increase profitability by more than 25 percent

Major Account Retention – The Grammar Lesson


And just a small increase in a company’s major client retention percentage drives even greater revenue and profit increases. On the negative side, retention rate decreases spawn long-lasting negative impacts that can be crippling. Most organizations, though, aren’t structured with account retention frameworks. These activity dashboards have little connection to retention, as an initiative. But how do you implement a large account retention framework?

Why and How Simple Storytelling compels Buyers to Act

Babette Ten Haken

Utilizing a story voice incorporating Voice of the Customer, design-based insights draws current and prospective buyers into the story being told. Now, today’s buyers sit around business tables, instead of camp fires.

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Customer Retention, A Rant

Partners in Excellence

Over the past couple of weeks, a couple of companies that I have done business with have lost mine–perhaps not forever, but as a potential buyer, I will be very cautious about doing business with them again. What are your strategies for customer retention? Related posts: Performance Management Friday — Customer Retention/Customer Attrition. Business is tough everywhere. As sales professionals, we struggle to find business and meet our quotas.

How to Attract and Recruit Talent

Sales Benchmark Index

Stop Blaming Process and Look Closely at Product Talent

Sales Benchmark Index

It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. How can we finish 2018 stronger? And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure.

5 Ways to Improve Customer Retention with Marketing Automation Tools


How about that a 10% increase in customer retention yields a 30% rise in the value of your company? Grow Your Business From Within By Improving Customer Retention. As the statistics above demonstrate, improving customer retention is one of the most powerful ways to grow your business. In other words, they’ve cycled through the buyer’s journey once and they’re ready to go through it again, but this time they know the way forward.

Are You Investor or Buyer Story Pitching instead of Storytelling?

Babette Ten Haken

You are story pitching to investors or buyers when your story is all about you, your venture or your product or service features and benefits. Investor or Buyer Story Pitching does not demonstrate innovative and creative thinking.

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How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Step 1: Begin with a buyer-centric approach.

Want to Win More Deals? Build Stronger Relationships with Buyers

Miller Heiman Group

Meanwhile, customer retention rates declined by 3%. They need a system that helps them align every component of their buyer outreach—including sales functions, processes and strategies—around ways they can build and grow relationships with their clients. But before they can build their connections with buyers, they first need to know where they stand with them. The Five Levels of Buyer-Seller Relationships.

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Don’t Let Your Buyers Take Control

No More Cold Calling

Instead of letting your buyers be judge and jury, make them your partners in “crime.”. It’s hard to make the sale with an uninvolved buyer, isn’t it? Guide the buyer through the sales process, and transform the conversation from order-taking into collaboration.

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3 Ways To Become Indispensable To Your Customer

MTD Sales Training

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. This creates value in the buyer’s eyes. Customer/Client Retention becoming indispensable to your customer client retention customer retentionBut some reasons always seem to float to the top of the list, and when you see them they appear common sense.

Getting Consensus Without Angering Your Buyer | Sales Strategies

Engage Selling

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Out with the Funnel, In With the Flywheel: The Modern Buyer’s Journey


While there’s no doubt the sales funnel produces customers, there are several reasons why it’s an outdated model for the modern buyer’s journey : 1. Misaligned departments, customer dissatisfaction, lower customer retention rates — the list goes on.

5 Ways to Improve Customer Retention with Marketing Automation Tools


How about that a 10% increase in customer retention yields a 30% rise in the value of your company? Grow Your Business From Within By Improving Customer Retention. As the statistics above demonstrate, improving customer retention is one of the most powerful ways to grow your business.

3 Ways Your Value Added Customer Experience Efforts are not Valued

Babette Ten Haken

Alternatively, value added (for material goods) relates to various features added to a basic line or model for which buyers are prepared to pay extra. Why be surprised when customers defect, when small, but effective customized and personalized experiences impact customer retention?

Social Communication is not ever Permission to Sell

Babette Ten Haken

XXX is a new approach to B2B selling by enabling buyers with a video-based demo that adapts on the fly to buyers’ unique interests. Lead a more collaborative, engaged and profitable workforce relentlessly focused on customer success and customer retention.

Buyers Are Self Educating, So Should Sellers!

Partners in Excellence

Buyers are self educating on the web. Just as buyers are self educating, sellers have the same resources available to them. Sellers can (and should) be leveraging the Web the same way buyers are. Buying has changed.

Sales Tips: 4 Ways to Convert One-time Buyers into Lifetime Customers

Customer Centric Selling

Today’s businesses are focusing on customer retention more than acquisition because it costs five times less to keep current clients than it does to acquire new ones, meaning greater return on your investment. Providing a top-notch customer experience is essential to retention.

Why Your Confused Customers are not Retained Customers

Babette Ten Haken

You just may be creating customer instability instead of executing a rock-solid customer retention strategy. Three areas are critical to creating consistent, holistic, delivery of customer success for customer retention: Marketing and Sales Strategies. Do you have confused customers?

3 Reasons why Post Sale Execution Experience Succeeds or Fails

Babette Ten Haken

Why jeopardize customer loyalty, success and retention by making assumptions about what happens next? Successful post sale execution experience continuously leverages buyer, seller and other stakeholder engagement. Post sale execution experience makes or breaks customer experiences.

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Ready for a Customer Experience Mid Year Blog Post Review?

Babette Ten Haken

And is this inconsistency reflected in the rate of customer churn and customer retention, mid year? I do not need to be reminding you of best practices in customer experience and customer retention. So much for customer experience and customer retention mea culpa.

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One Millimeter Mindset™ 2018 Collaborative Storytelling Blog Review

Babette Ten Haken

Regardless of whether you and I collaborate on a new, innovative professional development path for you, leveraging the profitability of workplace collaboration, or creating a more collaborative, organization- and association-wide customer retention strategy.

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

The Pipeline

Scatter helpful content on your website and online to reach your buyer at the time when she needs it the most. Once you’ve convinced your buyer to open her wallet, you’ve made the sale. Continue to sell to your buyer even after she purchased.

A Conversation With Amy Volas: Focusing on the Buyer’s Journey to Transform Sales


In our conversation with Amy, we discussed improving the sales process by seeing it through the eyes of the buyer. How buyer experience can save (or kill) a sale. A seamless buyer experience coupled with a great product, in this case, gave Amy the incentive to buy.

Why Your Professional Speak creates Biased Listeners

Babette Ten Haken

Is it time for your team to become more successful presenting during meetings of peers and cross-functional buyers, investors? Do you depend on professional speak to make you appear credible to listeners?

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Customer Success Storytelling leverages Customer Experiences

Babette Ten Haken

These stories compel buyers not only to start doing business with an organization, but to continue doing business with them. Towards a new way of leveraging collaboration to catalyze professional innovation, workforce engagement and customer retention?

4 Ways We become Professionally Predictable to Customers

Babette Ten Haken

Consider the impact professional predictability has on customer experience, success and retention. Those offerings, in the eyes of our organization, are the main reasons buyers want to specify our products and services.

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

How many of you scrutinize the validity of the headlines appearing in your social media feeds before you share with prospective buyers? If so, an organization’s sales and marketing strategy subconsciously contributes to increased buyer skepticism. Let’s chat, shall we?

Leaving Customer Care up to Customers? They don’t care!

Babette Ten Haken

Because chances are, end of quarter sales persistence represents the rare time the seller actually does contact that buyer. So much for “sticking close to the customer” for customer retention?

Customer relationship management: the 4 human touchpoints of sales


In each step of your sales process , you should be making direct contact to educate your buyer, inform them about your product, and establish trust. So what are the exact things you should be doing to ensure you’re hitting each of these points and helping to guide the buyer towards a decision?