#SalesChats: How to Reduce Sales Churn, with Jane Gentry

Pipeliner

Reduce Sales Churn by Having a Great Hiring Process. For every company, sales churn is a nightmare. Sales churn can be reduced by having a great hiring process. The post #SalesChats: How to Reduce Sales Churn, with Jane Gentry appeared first on SalesPOP!

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#heykeenan Take 3 — What’s An Acceptable Level Of Employee Churn

A Sales Guy

In this #heykeenan I share my take on what an acceptable level of churn is for a sales organization. Some level of churn is expected, but what’s acceptable, that’s an entirely different question. heykeenan acceptable sales turnover sales churn sales turnover

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Sales Tips: Reducing Churn with SaaS Renewals

Customer Centric Selling

Sales Tips: Reducing Churn with SaaS Renewals. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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The Secret to Predicting Sales Rep Turnover

Sales Benchmark Index

Article Corporate Strategy Sales Strategy churn sales rep turnover turnover

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Manage Your Churn or Pay the Consequences – Why Churn is Part of Your Sales Engine

A Sales Guy

What I haven’t talked a lot about is protecting the base or preventing churn. Churn is becoming increasingly important. I saw this post on churn by Kissmetrics the other day and was considering responding to it, but as I read it again, there is NOTHING I could add.

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Track the Right Metric to Increase Enterprise Value

Sales Benchmark Index

Focusing on the CAC:CLTV ratio enables you to reduce churn, boosting customer satisfaction and share of wallet. CEOs can guide the decision-making required to increase enterprise value by comparing customer acquisition cost (CAC) to customer lifetime value (CLTV).

Is your customer contact a group hug?

Sales and Marketing

Teaser: B2B sales force turnover continues to worsen, with total churn of 22.4 ” B2B sales force turnover continues to worsen, with total churn of 22.4 Issue Date: 2015-11-01. Author: Rachel Klein, Director of Strategy, Avenue.

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What I Specifically Do To Keep Motivated

MTD Sales Training

Keep churning the activity” says your Sales Manager. “It’s a numbers game. That’s easy for him to say, he’s not the one who is 50% of quota for this quarter and he’s not the one who has received more. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Motivation sales team motivation

Sales Leads - The Downfall of the Thrill of the Chase

Increase Sales

For the SMB owners, executives or sales managers, the constant churning of sales leads is expensive. Now previous problems from the time to make multiple contacts for the salesperson to a smaller churn of sales leads by the SMB have been dramatically reduced.

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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? There would be zero churn after a customer is acquired and we all would have an adoring base of loyal customers. Where do you stand when it comes to customer experience mid year?

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Are You Making These Top 5 Missteps in Hiring a New Salesperson?

Increase Sales

With the turnover (churn) of salespeople as well as those in sales management, there appears to be some miss steps happening. Given the constant churn of salespeople, many sales managers and SMB owners engage in reactionary hiring. Hiring a new salesperson can be a never ending story. Top Misstep #1 – Ignoring the Wisdom of Existing Sales Team. Sales managers fail to ask the rest of the sales team as to what type of salesperson is needed.

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Dive Deeper Into Your Client Interactions with Conversation Intelligence

ExecVision

There are three common challenges for all Customer Success teams: spotting early churn indicators, missing upsell opportunities, and understanding why and how a conversation led to a particular outcome. This software makes it easy for leadership to know exactly what the CS team is saying on calls, whether they’re demoing features and training customers correctly, why a customer is satisfied (or dissatisfied) and if their team is spotting upsell and churn indicators.

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Isn’t It Time Sales Took Some Responsibility?

Sales Benchmark Index

Reduce customer churn. The last goal we defined was reduced customer churn. What does Lead Gen alignment have to do with reduced customer churn? When you think about sales & marketing Lead Gen alignment, don’t forget reduced churn. It’s always marketing’s fault.

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The Hiring Process’s Impact on Business Growth

DiscoverOrg Sales

For DiscoverOrg, Henry found that hiring someone who doesn’t fit into the culture just to fill a role led to high churn rates, high opportunity costs, and it stalled the ability of the company to grow.

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Why Renew? Quantify Realized Value or Perish

The ROI Guy

A 15% customer churn rate is the average performance for over 50% of current SaaS / Cloud providers (Pacific Crest 2016) ● It costs a hefty $1.13 The TSIA indicates that: “a churn of more than 20% will ultimately prove fatal.

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Don’t Care What Happens After the Sale? That’s Your First Mistake

Hubspot Sales

Similarly, if you close deals that churn quickly due to misaligned expectations or a bad match, this also affects your quota -- especially if your company implements a “clawback” provision in your commission plan, like the one HubSpot CEO Brian Halligan recommends below.

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Where Do You Find New Leads

Fill the Funnel

Churning through lead after lead isn’t the answer, especially if the few sales you make are a one-and-done type of business-to-business sales. […]. Where Do You Find New B2B Leads? How do you consistently—from day to day and year to year—find new leads? It’s been a challenge since the creation of modern business plans and techniques.

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The Power of Sales Intelligence #1: Data quality and management

DiscoverOrg Sales

Burned by churn. A reliable sales and marketing intelligence provider will constantly refresh data to ensure you don’t get burned by churn. Churn is corporate jargon for high employee turnover , and it is a part of life in the technology and services space. Not only do you have to worry about the churn at your target accounts, you need to worry about internal churn. You just acquired a list of names, phone numbers, and email addresses.

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7 People In 10 Years!

Partners in Excellence

This amount of churn over this period of time (whether the churn was voluntary or involuntary) is an indication that management doesn’t know what they are doing. Maybe management doesn’t respect their people, they create a “churn and burn” environment.

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Implement an Account Management Process Before It’s Too Late

Sales Benchmark Index

Before it gets too late implement an Account Management process to reduce customer churn, increases customer lifetime value, generate leads for expansion and proactively identify account risk. Reduces Customer Churn. Churn is the dirty word of cloud computing because it has a direct impact on the customer lifetime value calculation. Sign up here to learn more about customer churn and receive the customer lifetime value calculator).

Cloning Top Performers

Sales and Marketing

If only you could just start churning out clones of those top performers tomorrow, you’d never worry about making your sales goal again. Author: Theresa Thomas, VP Strategic Solutions, Hinda Incentives Have you ever daydreamed about cloning your top sales performers? Think of it.

The SaaS Metrics Blueprint: How to Define, Measure and Display What Actually Matters

Sales Hacker

If a great onboarding experience is lacking a client will churn resulting in the highest losses. Problem: See an increase in logo churn <90 days after close. The revenue churn is measured in 3-7%, but often related to Logo churn (2-3%).

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The Quick & Easy Sales Fix Flops

Increase Sales

Possibly this is everything from just mailing postcards to writing content on various social media sites to just continuing to churn salespeople. Believe it or not, many in sales especially those sole proprietors engage in quick and easy sales fixes.

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How Many Customer Support Reps Do You Need? These 4 Stats Will Tell You Everything.

Sales Hacker

Within one month, customer churn tripled. adds minus churns)? For years, our hiring strategy for the HubSpot customer support team was simple. When support reps were overwhelmed with the volume of work, we’d hire another one. Simple, right?

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The Importance Of Setbacks

Partners in Excellence

We do the same things organizationally, sometimes churning through executives, management, people–wasting time, resources, opportunity because we are oblivious or in avoidance. Too often, we get caught up in the rush of everyday life.

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Why Renew? Quantifying Realized Value is Required

The ROI Guy

If customers don’t renew and churn, you’ll have to work that much harder to hit your revenue growth goals, spending more and more time replacing customers and revenue you already had, instead of adding net new accounts.

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Ready to grow? Make absolutely sure your VP of Sales has these skills first.

Openview

Take this founder as an example – they made a mis-hire at the VP level and churned him in less than 14 months. Especially if you want to get off the sales rep wheel of churn and start making headway on your growth goals. Bad sales hires are painfully expensive.

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Sales Numbers Matter, But Never More than People

Increase Sales

CRMs churn millions of bits of data each day for sales managers to pour over with the hope to discover what is missing in their goal to increase sales. Today there is incredible emphasis on sales numbers. A past article published by Harvard Business Review entitled “Know Your Customers Jobs to be Done,” examined the gap between data gathering and improved business results.

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To Sell or Not to Sell: How to Know Who Not to Sell To

Growbots

Specifically defining your red flags ahead of time can help you know who not to sell to, to reduce customer churn and increase revenue. The quintessential salesman was typified in Alec Baldwin’s “coffee’s for closers” speech in Glengarry Glen Ross.

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Fast Track Your Sales with New Tools

DiscoverOrg Sales

This level of churn requires constantly refreshed contact data in order maintain consistent sales results. The idea of supercharging your sales is nothing new. We are all racing toward our quotas, wanting to find a better way to get a rolling start at the beginning of the quarter.

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One Millimeter Mindset Customer Retention Blog Posts 2017

Babette Ten Haken

The strategy and execution focus less on churn rates and more on cross-functional collaboration than status quo business models currently allow. One Millimeter Mindset customer retention moves you and your organization one millimeter outside your current comfort level.

4 Steps to Better Strategic Content Development

Sales and Marketing

Don’t generate content for the sake of churning out content. Author: Rilind Elezaj Everything starts with content. If your content development strategy is right from the beginning, the rest will follow. Things have changed, and today your content will not rank high just because it is SEO friendly. The quality of the content determines the feedback you will receive. Great content will inform, instruct, tell your story, entertain and sell both goods and services.

Free Trials Are Nice, But You’ll Be Broke Without Customers – Here’s 8 Ways To Convert Them.

Sales Hacker

You need to consider everything holistically: website to trial user, trial user to paid plan, active trial users, short-term churn, long-term churn, and more. Free trials are a great marketing tactic. Everyone loves free. Signing up for one is easy.

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3 Tips to Boost Customer Retention and Growth

Sales and Marketing

Thus, the key to profitability is to slow customer churn and nurture growth. Author: Sabrina Ferraioli Would you like to increase your company’s profits by 25 percent or more this year? If so, that’s a lofty goal. It may surprise you, however, that to reach that objective, you don’t have to chase after any leads. You don’t even need to land a single new customer.

Does Your Professional Urgency conflict with Your Clients’ Priorities?

Babette Ten Haken

Wrestling with increased employee, customer or association membership churn and searching for innovative strategies to get unstuck? Professional urgency impacts how we behave with our clients.

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B2B Sales Trends for 2018

Pipeliner

According to Brian Trautschold of Ambition , “The noise behind Account Based practices has been deafening at times, but the buzz has been building for good reason: when used correctly, account based tactics can shorten the buying cycle, increase lead-to-opportunity conversion rates, decrease Customer Acquisition Cost (CAC), and reduce churn.”. The new year is fast approaching. Is your organization set up for success?

Nancy’s Sales App of the Week: @SalesPredict

Smart Selling Tools

It uses the information to predict which prospects are most likely to turn into customers, which customers are likely to buy more, and which customers are most likely to churn. Get to know your sales tools in just 2 minutes a week.

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PODCAST 04: How to 10x Your Business with Customer Success

Sales Hacker

How to use NPS to improve revenue growth and reduce churn. It was created for churn prevention because companies started having these leaky buckets. Emmanuelle Skala : The things that are across all departments are, churn. Everybody has the ability to influence churn positively. Sam Jacobs : There’s a lot of folks out there that are not measuring churn the right way. Emmanuelle Skala : We generally do revenue churn.

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Call Recordings are the Secret to Better Customer Support

ExecVision

Understanding and empathizing with customers is crucial to their satisfaction – one bad Support call could lead to an account churning. Client Success teams are always fighting to prevent and spot churn. CI technology makes it easy to share churn indicators with Success. Unlock Vital Data in Your Call Recordings with Conversation Intelligence Technology.

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Do You Know What Your are Selling? [Video Post]

A Sales Guy

What you are selling could be improved customer service and reduced churn. If you’re selling your product, STOP ! It’s not what your customers want. Do you know what you’re selling? Let me give you a hint.

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