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®.

Churn 33

Why a Customer-First Approach Is Essential for Company Growth

Velocify

This strategy may give an illusion of success in the short-term but it’s likely to come back to bite them later as contracts expire and churn rates go up.

Trending Sources

The Secret to Predicting Sales Rep Turnover

Sales Benchmark Index

Article Corporate Strategy Sales Strategy churn sales rep turnover turnover

Churn 19

#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

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.

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.

Churn 113

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).

Churn 83

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.

Churn 52

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%).

Churn 30

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.

Churn 19

CMO: Why Don’t Your Prospects Care?

Sales Benchmark Index

The warnings are clear; lack of new logo acquisition and increased churn. You’re asking yourself “Why aren’t my prospects responding to my campaigns?” or “Why isn’t my customer count growing?” Minimal change in cross-sell / upsell as a percentage of total revenue is another.

When Asking for Referrals Can Hurt Account-Based Sales

No More Cold Calling

All it takes is strong relationships and a referral system to consistently churn out qualified sales leads. Avoid this digital danger zone! As comedic director Woody Allen once said, 80 percent of success is showing up. Some readers might not know who Woody Allen is, and that’s OK.

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?

Churn 14

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.

Churn 38

[Message to Management]: The Plea of a Struggling Sales Rep

No More Cold Calling

Change Your Game, or Lose Your Team You have a big problem when there is churn in your sales team. Are you coaching your sales team, or leaving them to fend for themselves? “ I’m not whining. You need to understand that I’m not just another number on your sales team.

Churn 106

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.

Churn 34

Predictive Sales Analytics: The New Normal?

Smart Selling Tools

The system purports to show sales managers who will buy, who will buy more, and who will churn. Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms.

Looking Ahead at CRM Trends for 2018

SugarCRM

As workflow and other analytics become both more sophisticated and easier to consume for the average user, CRM must include more insights into customer health, likeliness to churn, and steps an employee can take to ensure a win-win growth of customer lifetime value over time.

“Social Value” – Do You Measure Up?

Jonathan Farrington

Sales “spokespeople” churned out volume after volume, and were held in very high esteem – and quite rightly so. In days gone by – in fact, not so very long ago – people in my position were judged by the number of books they had written.

Churn 70

Trick or Treat? Dreamforce Goodies for B2B Marketers

Smart Selling Tools

One of their specific uses of the lifecycle data is predictive analytics to detect early signs of customer churn. The key benefit of predicting churn are your customer loyalty communications and account- base marketing.

B2B 67

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Pointclear

Rather than having an SDR churning through volumes of purchased lists, why not have them focus breaking into the most important accounts.

What About Sales Person Retention?

Partners in Excellence

With each churn of a sales person in 15 months, we have potential revenue exposures of millions of $’s. We churn and burn people. Retention is a hot topic–customer retention that is. We’ve all seen data around customer acquisition costs.

7 Steps to Build Your Lead Gen Machine

Sales Benchmark Index

A lead churns through a few automated campaigns, hits a scoring threshold and then gets pushed to sales. I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads.

CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

Retention campaigns focused on reducing churn in the existing customer base. As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? What are we doing to adjust to the market demands?

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.

Churn 20

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Any gain in productivity was lost in churned accounts. “I just don’t know how to motivate them”, the head of Account Management complained. They seem totally demoralized. A third of them leave every year. They move to another firm down the street for the same position.

7 Steps to Supercharge Your QBR

Sales Benchmark Index

We saved you XX amount of dollars, reduced churn and disruptions by XX%, have improved productivity by XX% and have saved your business from near collapse. The sales QBR (Quarterly Business Review) is a convention that needs to be revamped or reconsidered.

7 Steps to Supercharging Your QBR

Sales Benchmark Index

We saved you XX amount of dollars, reduced churn and disruptions by XX%, have improved productivity by XX% and have saved your business from near collapse. The sales QBR (Quarterly Business Review) is a convention that needs to be revamped or reconsidered.

Sales force turnover – a problem that demands addressing

Sales Training Connection

How will the customer’s perception change as there is sales rep “churn” in serving the account? Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly.

Churn 76

Guest Blog: Unstoppable Business Performance throughDynamic Planning

OpenSymmetry

Just these two examples illustrate the problem: when market conditions change your customers churn, your competition sneaks up suddenly, your planning assumptions change, and your profits evaporate, creating great strain on your limited resources.

SAP 36

The Devil Is In The Details

Partners in Excellence

We don’t pay attention to those deals that have been in cycle 3-5 times longer than most, we don’t pay attention to close date/sales cycle anomalies, we mistake churn for velocity. So they don’t really understand they have a churn/customer loyalty problem.

Churn 32

Another New Sales VP - Now What?

Sales Benchmark Index

Sales VP churn isn’t getting any better. The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP.

Churn 105

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.

Churn 12

Sales Tips: Dangers of Selling Technology to IT

Customer Centric Selling

Reduced churn of customers because their needs are more quickly met. Sales Tips: Dangers of Selling Technology to IT. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Taoty at FreeDigitalPhotos.net.

Churn 44

This is NOT Another Sales Pitch — Yes it is!

A Sales Guy

One of our core value props is “Success for All” and we would like to offer everyone a 1-on-1 with our Customer Success experts to simply discuss best practices (reducing churn, structuring your customer-focused team, increasing up-sells, etc). to simply discuss best practices (reducing churn, structuring your customer-focused team, increasing up-sells, etc). - the only redeeming line in the entire email and I’ll touch on this a little further down in this post. . .

Churn 20

80% Of Our Revenue Comes From…….

Partners in Excellence

Virtually, every time we do the analysis, we see significant customer churn. This particular example is one of the better one’s we’ve seen, usually customer churn is much higher). They have a huge customer retention/churn problem. Data is powerful.

Churn 25

Smart Selling Visions: Up-Close with Top Revenue Leader Garin Hess, CEO of @DemoChimp

Smart Selling Tools

Churn and burn may be a thing of the past, and expecting your prospects to slog through mountains of text content before making a buying decision is less and less realistic. This post is part of a series of Executive Interviews of top sales and marketing solutions company executives.

What To Do On a Branch Visit

Sales Benchmark Index

Customers: Ask For: The recent churn report showing new and lost business with reasons. Most top sales executives travel. A lot. Many CSOs in today’s B2B selling environment can tell a Marriott from a Hyatt by looking at the furniture.

Your Numbers Give You The Questions, Not The Answers!

Partners in Excellence

I’m obsessed with metrics and numbers.

Churn 45

Selling In A “Knowledge Based” Economy

Partners in Excellence

If our differentiation and success is based on the knowledge and experience we bring to customers, yet we churn through people before they can acquire the necessary knowledge and experience, then how to we maximize our own organizational performance? Organizationally, too often we have a mentality of churning through people. The days of product, even solution based differentiation are long passed.