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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#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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SBI’s Top 10 SaaS Metrics

Sales Benchmark Index

Article Corporate Strategy Sales Strategy SBI for SMB benchmarking bookings business intelligence CAC CAC Payback CLTV CLTV:CAC Ratio CMRR customer churn kpi MRR pipeline velocity saas SaaS Metrics Saas metrics tool sales leaders strategic business planning time to productivity top 10 SaaS Metrics top ten

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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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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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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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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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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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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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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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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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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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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).

25 "Hope You Are Doing Well" Alternatives

Hubspot Sales

I hope your spirits are high and your churn rates are low.”. Adapt it to other audiences by switching “churn rates” with one of these options: Refund rate. At least one-third of the sales emails I get start with a variation on: “I hope you’re doing well.”.

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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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SaaS Sales: The Ultimate Guide

Hubspot Sales

This model is meant to avoid paying commission on a customer that churns quickly or reneges on their agreement. Churn. Churn: Your churn rate is the percentage at which you lose customers on an annual or yearly basis. SaaS Definition. SaaS stands for software as a service.

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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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.

Salespeople: How to Talk About Machine Learning

Hubspot Sales

Pushing magic may get the initial sale, but it also gets a quick churn. Predicting churn or lifetime value of clients. Machine Learning Basics for Salespeople. Machine Learning is a subset of AI, which is a self-learning algorithm that detects patterns and anomalies.

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B2B Sales Trends for 2018


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?

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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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.

Why Business Acumen is Key to Sales Success (And How to Get It)

Hubspot Sales

For example, if you’re experiencing a high customer churn rate, the knee-jerk response is to solve for how this issue affects you and your commission. That's a start, but also identify when churn increased and what might have contributed to the rise. Definition of Business Acumen.

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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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Is revenue operations just another word for sales operations?


During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. It sparked the question, “Is revenue operations just another word for sales operations, or are the roles fundamentally different?”.

The Ultimate Guide to Creating a Sales Process

Hubspot Sales

Churn rate (i.e., if certain customers are churning quickly, how can you vet for this mismatched prospect early in the sales process?". What is a sales process?

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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8 KPIs Every Sales Manager Should Measure in 2018

Hubspot Sales

Detractors will likely churn, might tell others to avoid doing business with you, and will do the most damage to your brand. KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates. Sales Volume by Location. Competitor Pricing. Existing Client Engagement.

Stop Abusive Sales Coaching


Next time you read the words, sales force churn , followed by a statistic, consider the stories that underlie that number. Not every percentage point in sales churn reflects people who moved on happily to a better position. The words combative and hyper-competitive often describe athletic coaches. An accolade usually follows: “they get results!” No doubt. But it’s worth questioning whether those results are ones you want.

Stop Doing Stupid Sh*t: 18 Outdated Sales Tactics to Abandon in 2018

Hubspot Sales

However, slamming deals through can potentially damage your reputation and create a churn risk. Slow down and take the time to delve deeper into your prospect’s situation so they’re completely informed about their decision and don’t churn out of your customer base in a few months.

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Why Your Professional Expiration Date is Out of Sync and What to Do

Babette Ten Haken

Employee churn, based on average expiration dates of each function, impact overall company performance, especially when it comes to retaining newly acquired customers. Everyone has a professional expiration date.

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38 Sales Questions To Quickly Identify Your Customer's Core Needs

Hubspot Sales

If you fail to ask tough questions about the good and bad of your product/service, you risk missing warning signs they're unhappy and would consider churning to a competitor. Best Sales Questions. What are your short-term goals? Long-term goals?". What does this purchase mean to you?

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The Scientific Approach To Setting Sales Goals For Your Sales Development Team

Sales Hacker

As you start growing you’ll realize that you need more layers of management, more sophisticated data tools, you’ll have more SDRs churn, poached, fail, etc. As a VP of Sales, you’re probably not too familiar with SaaS metrics or costs — that’s the CFO’s job, right?

Account-Based Selling: 5 Things You’re Doing Wrong

Hubspot Sales

Account-based selling can bring in impressive revenue, attract highly qualified, low-churn customers, and earn you handsome commission checks. Account-based sales (ABS) is one of the year’s most buzzed-about buzzwords.

Turn Your Customers into Brand Advocates


Stronger relationships with customers can also be tied to increased cross-sell and upsell sales, as well as increased retention/decreased churn. Think about the last time you decided to try a new restaurant. I mean the last time you actually made the decision – not your boss, colleagues, or spouse. Did you pick the place because of its sign on the window advertising “2 for 1 happy hour?” Or, because you drove by it everyday and curiosity got the best of you? Probably neither one.

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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.

7 Ways to End Your Sales Presentation With a Bang

Hubspot Sales

Overall productivity increased by 242%, and churn dropped by 20.8%.”. Closing a Sales Presentation. Go back to your opening anecdote or idea. End with a challenge. Invite your audience on a metaphorical mission. Use repetition for a dramatic close. Offer inspiration. Surface their objections.

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