Score More Sales

SEPTEMBER 27, 2013

I will come back as a repeat customer when a company or vendor makes it easy for me to do business with them – how about you? Pick up the phone and call them when you hear of a negative customer experience. The post Why 80 Percent of Companies Lose at Customer Retention appeared first on Score More Sales. Increase Opportunities.

Retention 254

Retention Company Customer Lead Rank 254

Babette Ten Haken

DECEMBER 28, 2017

One Millimeter Mindset customer retention moves you and your organization one millimeter outside your current comfort level. The Us versus Them mindset which places professional disciplines in adversarial positions, hunkered down in departmental silos, never worked back then. Are You practicing Wagon Circling Customer Retention?

Retention 74

Retention Customer SME Engineering 74

Sales Hacker

SEPTEMBER 28, 2021

Why attrition and retention matter so much right now. Do you ever find yourself arguing or advocating on behalf of the employee back to the company that you’re working for? People speak a lot more about retention and attrition and how data could potentially affect those different two subjects. What You’ll Learn.

Retention 81

Retention Benefit Scale Hiring 81

Selling Essentials RapidLearning Center

FEBRUARY 17, 2021

Three weeks later, this customer calls you up to say that she’s taking her business to a competitor. ” And when a competing supplier called her a few days later with a proposal involving the new technology, she jumped on it. And you get an unequivocal signal back. It’s probably best to stick with what you have.”. “OK,”

Retention 59

Retention Customer Journal Call-back 59

Steven Rosen

APRIL 18, 2022

After determining whether the pool of potential candidates would be a good fit for you and your organization, you bring back the top candidates for a behavioural interview. Before making any final decisions, I recommend that you incorporate a 20-minute role-play on Zoom to observe how comfortable and engaging they are on a virtual sales call.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Score More Sales

AUGUST 16, 2019

Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker. Yoda in The Empire Strikes Back. Here are a few great resources we like. There is no try.”

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

Partners in Excellence

APRIL 16, 2013

Customer retention is a critical issue. But it seems companies take two different approaches to customer retention. Then there are those that take a different approach to customer retention. They create products and experiences that keep you coming back. What’s your customer retention strategy?

Retention 93

Retention Customer Compensation Discount 93

Zoominfo

JULY 13, 2023

At ZoomInfo, we tend to think of a successful customer retention and expansion strategy as having three key phases: planning, execution, and enablement. Retention The goal of any retention play is to prove the value of your products to ensure your customer renews their contract. Here’s how we put it all together.

Strategy 130

Strategy Customer Hiring How To 130

Understanding the Sales Force

JULY 10, 2023

It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts. It took them ten days to respond and they apologized for the “slight delay” in getting back to me. My recent experience with Verizon supports that.

Customer 156

Customer Wireless Customer Service Call-back 156

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. 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. The pandemic might be winding down, but not everyone is going back to the office.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

APRIL 15, 2021

Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. They get every meeting in one call, because their calls are expected and welcome.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

JANUARY 27, 2022

The article also notes that these workers have higher-than-average retention rates and lower absenteeism, and cites Accenture research that shows “companies led by executives focused on disability engagement are growing sales 2.9 The post Research-Backed Benefits of Diversity on Sales Teams appeared first on No More Cold Calling.

Research 257

Research Benefit Hiring Demographics 257

Steven Rosen

APRIL 4, 2022

Sales calls and conferences went virtual. Over the last two years, your reps have improved the quality of their virtual calls, although most would say that face-to-face is much more effective. Many sales organizations backed off on activity-based indicators and were understanding for shortfalls in sales.

Lead Rank 156

Lead Rank Lead Scoring Leads Marketing Qualified Lead 156

Partners in Excellence

MARCH 20, 2012

I called one bank, got my “relationship manager,” a person I had never known about before, but I suppose was assigned because of the type of account we had. I called the customer service department anxious to see if there was a way to accelerate the shipment. What are your strategies for customer retention?

Retention 93

Retention Customer Banking Commission 93

InsightSquared

MARCH 4, 2019

When the values in these fields change, Salesforce tracks the history in a table called the OpportunityHistory. The historical data for these custom Opportunity fields and any other standard fields not linked above are tracked in a table called OpportunityFieldHistory. For example: Opportunity Amount. Opportunity Close Date.

Policies 83

Policies SalesForce Retention Data 83

Babette Ten Haken

JULY 16, 2020

Consider the impact of fixing what is broken on employee and client experience, success, and retention. Now, let’s reverse-engineer the mindset holding you back from moving forward. Ready to take action with a complementary 15-minute discovery call? Schedule a 15-minute complementary discovery call today. Then again…).

Hiring 157

Hiring Retention Smart Company Compensation 157

Zoominfo

JUNE 10, 2022

ZoomInfo builds these valuable data points, which we call Scoops, to help you hit your number. Data-backed business Marriott has partnered with Yahoo on plans to launch Marriott Media Network, an advertising network that will use hotel guests’ data to allow advertisers to present targeted ads on the hotel’s websites.

Hiring 130

Hiring Scale Advertising Advertising 130

Vengreso

JULY 12, 2022

With so many options on the market and an oversaturation of generic sales and marketing messages, the retention strategies and personalization techniques used to retain customers must also evolve. I’m excited to welcome a phenomenal guest who spends quite a bit of time researching the ins and outs of customer satisfaction and retention.

Churn 132

Churn SugarCRM Customer Epicor 132

Smooth Sale

FEBRUARY 15, 2024

Still, it doesn’t need to be if your business fights back. Move Past Bad Press to Enjoy the Good Engage a PR Firm Sometimes, you need to call in the big guns. Bouncing back from the bad press is no small feat. There is no valid reason why one bad press incident should hold you back from success.

How To 118

How To Social Media Webinar Metrics Media 118

Sales and Marketing Management

FEBRUARY 15, 2021

Sales leaders that are finding success training sellers virtually plan a variety of activities to improve learning retention, such as: Providing a mission document that sellers complete as they attend sessions. Also, sales leaders should encourage sales managers to create team chats as a back-channel during all-hands calls.

Education 194

Education Film Channels Cancellation 194

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Gong.io

FEBRUARY 22, 2022

Gainsight surveyed CEOs, CROs, and COOs from late-stage, private cloud SaaS companies in late March 2020 and found that customer retention was by far their #1 focus. Additionally, net retention (NRR) didn’t decline as much as expected. Simply stated, retention is the new growth. That data point didn’t surprise Nick.

Churn 115

Churn Webinar Metrics Strategy Customer 115

Smooth Sale

DECEMBER 14, 2023

My question set my prospects back on their heels in complete surprise. The person delivering the product relayed that the installers would call to make an appointment, but that has yet to happen. Slippery Slope Upon calling, the administrator said, “I’ll put you on a brief hold for a technician to speak with you.’

Customer 78

Customer Policies Loyalty Call-back 78

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

Imagine you’re doing an account review with a longtime client — let’s call her Jane. So when another vendor called her a couple weeks later, Jane agreed to meet, and concluded she could save 15% with little risk. Send out a probing message – a Ping – and see what comes back. Are you on top of that?”

Journal 52

Journal Call-back Research Video 52

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

Imagine you’re doing an account review with a longtime client — let’s call her Jane. So when another vendor called her a couple weeks later, Jane agreed to meet, and concluded she could save 15% with little risk. Send out a probing message – a Ping – and see what comes back. Are you on top of that?”

Journal 52

Journal Call-back Research Video 52

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Alice Heiman

NOVEMBER 21, 2018

A recent article by the CEO of Invesp puts the average cost of acquisition at 5 X the cost of retention. Crazy, but that same article shows that less than 18% of companies prioritize customer retention. What if you made customer retention a company-wide focus? 4 Fundamentals to Customer Retention. So what if you did?

Customer 116

Customer Webinar Metrics Retention How To 116

Mindtickle

DECEMBER 8, 2022

Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. Mindtickle’s Call AI solution boosts revenue with automated recordings, transcriptions, and call analytics that help sales teams perform better.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

Partners in Excellence

NOVEMBER 3, 2022

It’s an interesting phenomena, retention is not an “A” priority for most organizations. This is the core of a growth engine, and our success in continuing to fuel this engine creates more opportunities for our current people, and enables us to back fill them with new talent–continuing this cycle.

Retention 111

Retention Engineering Coaching Face-to-face 111

Gong.io

JULY 5, 2022

They might run quickly through the first three stages, jump to evaluation, and then decide that the product they thought they needed isn‘t a good fit, and it‘s back to the consideration stage for them. Relationship-building and retention are crucial in the B2B world. . In another case, the middle four stages might not happen at all.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Hubspot Sales

SEPTEMBER 29, 2023

Additionally, with features like call coaching software — some tools can even help you help them level up their conversations. Through the platform, you can see performance patterns, leave feedback on your reps’ calls, and identify top performers by looking at performance data. Source Chorus.ai Sales Coaching Tools Gong.io

Sales Coaching 85

Sales Coaching Software Software Coaching 85

Bigtincan

NOVEMBER 18, 2021

Retention from these long, drawn out lectures is low — reps won’t remember most of the training weeks or months later in the field. Have a way for reps to practice with mock scenarios before taking live sales calls. You can read this article to learn more about how short-form training increases knowledge retention.

Software 59

Software Software Retention Call-back 59

Zoominfo

NOVEMBER 24, 2020

Streaming intent data , like ZoomInfo’s new Streaming Intent tool, is what we like to call the cherry on top of the B2B sundae. Shift Your Focus on Customer Retention: Once you gain a new customer — your work isn’t nearly done. Streaming intent data provides the best, up-to-date intent information as it’s happening.

Intent Data 244

Intent Data Intent Data Intent Signal 244

Sales Hacker

JULY 18, 2022

We all know customer retention is more important than ever. Which is why it’s key to strengthen customer retention processes by automating them, keeping customers engaged, and detecting any signs of churn before they happen. Automate these 5 processes to boost customer retention. Make a call. Educational sequences.

Churn 75

Churn Segment Retention Sales Automation 75

Zoominfo

SEPTEMBER 29, 2021

“Firmographics, technographics , contact information, and intent are what I call core foundational data elements,” says Amit Rai, ZoomInfo’s head of enterprise product and sales. Conversation intelligence (CI) Conversation intelligence involves call tracking combined with artificial intelligence-powered analytics.

Sales Automation 100

Sales Automation Data Intent Data Lead Rank 100

Partners in Excellence

MAY 5, 2021

To get the outcomes we want, all we have to do is up the number of calls. Things like MRR/ARR, CAC, CLV, retention, cross sell, etc. Now let’s go back to our original prospecting conversations equation. For example, win rates, average deal size, sales cycle, ARR, retention and so forth. Math works!

Lead Rank 77

Lead Rank Sales Cycle Call-back Sales Qualified Lead 77