Customer Retention Strategy or Customer Churn Strategy?

Babette Ten Haken

Ever think that your organization’s or association’s customer retention strategy may actually function as a customer churn strategy? It just could be that your customer retention strategy may increase customer churn. The post Customer Retention Strategy or Customer Churn Strategy?

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How to Reduce Churn, Drive Customer Trust and Loyalty, and Maximize Revenue – Interview with @strikedeck

Smart Selling Tools

Shreesha: Strikedeck is the most powerful and comprehensive Customer Success solution, enabling businesses to reduce churn, drive customer trust and loyalty, and maximize revenue through innovative automation and integration technologies.

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Churn More Sales Leads With Social Media

Pipeliner

5 Tips to Make Eye-Popping Social Media Content to Churn More Sales Leads. Here are 5 ways to make eye-popping social media content to churn more leads: 1. The post Churn More Sales Leads With Social Media appeared first on SalesPOP!

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Why Your SDRs Keep Churning (And How To Start Retaining Them)

Sales Hacker

The post Why Your SDRs Keep Churning (And How To Start Retaining Them) appeared first on Sales Hacker. AltiSales Certified Sales Expert Sales Management Webinars

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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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#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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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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The Secret to Predicting Sales Rep Turnover

Sales Benchmark Index

Article Corporate Strategy Sales Strategy churn sales rep turnover turnover

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The CX vs. CO Debate – Which One Wins?

Sales Benchmark Index

You know the importance of delivering on customer outcomes, while delivering a differentiated customer experience, but you may be struggling with where to start. There are many interesting perspectives on how these two key components work together to deliver Customer.

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Better Forecasting, Lower Churn. How Sales Engineers Positively Impact the Sales Process at Optimizely

Troops

Two that happen in almost every sales team are: Pursuing prospects who aren’t a great long-term fit for the product (which leads to churn). How Sales Engineers Reduce Churn and Improve Customer Success. Taken together, this helps improve retention and reduce churn among customers. “It

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Are You Paying Your Hunter Sales Reps for Deals They Already Won?

Sales Benchmark Index

Article Sales Strategy adaptable agile ARR CAC CAC/LTV commercial strategy cs CX established market GTM LTV market net churn new market org organization organizations player role corruption sME strategyIn my experience, hunters will do anything for a buck.

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Are Your Engaged Employees Relentlessly Curious Employees?

Babette Ten Haken

Engaged employees are not necessarily relentlessly curious employees. Do you identify who the relentlessly curious employees are in your organization? Perhaps you should. Because they are key to positive customer experiences. And they fuel customer success and customer retention. Here’s why.

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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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Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

Are you always aware when your customers are going to churn? Strikedeck , a Customer Success solution, enables sales and customer success teams to reduce churn, drive customer loyalty and trust, and maximize revenue through innovative automation and integration technologies.

Why Your Confused Customers are not Retained Customers

Babette Ten Haken

Employee Churn. Once again, clients start wondering just what is happening at your company to create continuous employee churn. Do you have confused customers? You just may be creating customer instability instead of executing a rock-solid customer retention strategy. Let’s explore.

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.

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).

It’s Time for Customer Success Leaders in Software Companies to Own Their Revenue Number

Sales Benchmark Index

Churn and burn. Not music to your ears. You’re the leader of Customer Success and asked by your executive team to hold accountability for a number. The honeymoon period for CS is over my friends. Everybody in your organization knows.

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

Is your customer contact a group hug?

Sales and Marketing Management

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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Can A.I. Prevent Your Best Sales Reps from Jumping Ship?

People.ai

This high level of departmental employee churn not only impacts revenue, it impacts morale and can normalize people “jumping ship” faster than they should. As a sales leader, you strive to do everything you can to support, coach, and incentivize high performing sales reps to stay on your team.

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It’s Monday Morning and You Have the Ice-Cold Calling Blues

Selling Fearlessly

It’s Monday morning and, muscles tense, stomach churning, you’re staring at the telephone as you mentally gear up to start making those damn cold calls.

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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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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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The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. “Big data” is very 2012. But big data has historically referred to gobs of behavioral data.

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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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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).

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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What is Customer Success — A Smart & Actionable Guide

Sales Hacker

The creeping fear of failure drove many business leaders in the tech sector to build a reliable safeguard against runaway customer attrition rate (churn). Mitigate churn rate. CS impacts top-line revenues by helping: Reduce churn rates. 2) Churn Rate Reduction/Expansion.

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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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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 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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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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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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Cloning Top Performers

Sales and Marketing Management

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.

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Anatomy of a Price Increase: A Nutshell Oral History

Nutshell

KATHERINE MAYS, HEAD OF CUSTOMER EXPERIENCE “I was focused on keeping customer churn to a minimum, which meant preparing the CX team to have conversations with potentially frustrated customers, and identifying which of our Classic customers would benefit from some one-on-one outreach in advance.”.

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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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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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Collaborative Revenue Generation is Everyone’s Job Function

Babette Ten Haken

As a result, it takes something drastic, like increased employee, member or customer churn, to make leadership finally react. After all is said and done, collaborative revenue generation is part of everyone’s job function. Whether stated or not in an employee’s job description.