SaaStr - Sales Strategy

JANUARY 24, 2019

Prospects will be … if not lied to … then told half truths. Many call it “Churn and Burn” or other variants. Your brand and reputation is damaged at least a tiny bit everytime a paying customer churns out because they were mis-sold a feature set. The customer loses out. This and massive discounting.).

Churn 93

Churn Scale Commission Hiring 93

SugarCRM

FEBRUARY 9, 2023

Customer churn happens when organizations fail to meet customer expectations. Companies are shifting their priorities from growth at all costs to adding value for their existing customers. What Is Churn Rate? Customer churn is a simple concept, a metric that helps you understand the health and coherence of a business.

Churn 26

Churn Ideal Customer Profile Customer Cancellation 26

PandaDoc

AUGUST 26, 2020

Whatever sector you’re in, in order to succeed you need to offer a combination of excellent customer service , high-quality products, and genuine value for money. Namely that keeping your customers sweet is, above all else, the name of the game. Above all else, you need to recognize the potential opportunities customer service offers.

Churn 59

Churn Customer Service Loyalty Customer 59

Close.io

APRIL 8, 2020

Is your company on the list of software or service your customers are planning to cut loose? First, it’s important to remember that you can’t stop every customer from canceling your service or software. Many sales reps are too anxious to be communicating effectively with customers during this time. Get proactive.

Cancellation 118

Cancellation Churn Customer Software 118

DiscoverOrg Sales

JANUARY 2, 2019

As customers , we got used to the big-data treatment – fast. Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. What level or type of engagement is most indicative of customer satisfaction, or lack thereof?

Data 196

Data Intent Data Intent Customer 196

Sales and Marketing Management

DECEMBER 8, 2019

The Fourth Industrial Revolution is here, and it’s brought a major shift in customer expectations. But true to form, customers have easily adjusted to the extraordinary power they wield right from their palms. Those changing expectations are today’s major hurdle for SMBs in terms of building customer engagement and long-term loyalty.

PeopleSoft 254

PeopleSoft Social Media Customer SalesForce 254

SBI Growth

DECEMBER 21, 2013

You’re asking yourself “Why aren’t my prospects responding to my campaigns?” or “Why isn’t my customer count growing?” The warnings are clear; lack of new logo acquisition and increased churn. The fact is customers and prospects aren’t responding to your campaigns. Blanket marketing is annoying customers.

Top of Funnel 312

Top of Funnel Prospecting Lead Rank Lead Scoring 312

DiscoverOrg Sales

NOVEMBER 14, 2018

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? It takes time, money, and people to attract, convert, and delight new customers. What is an Ideal Customer Profile? Two words: finite resources.

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

Hubspot Sales

FEBRUARY 12, 2024

This sets the foundation for long and healthy relationships, ensures you’re building a quality customer ecosystem, and decreases churn. Identify In this stage, salespeople do research to start the sales process with prospects who seem like good fits. Their company's revenue is much higher or lower than your typical customer.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

Zoominfo

MARCH 8, 2022

Bad data and data decay weaken critical business activities, such as prospecting or running email campaigns. The more complete and accurate the data, the more likely it is that your marketing and sales efforts will align with the needs of your target customer. Increased email churn Email churn is caused by customer attrition.

Data 130

Data Outsourcing Services Churn Buyer Persona 130

SalesLoft

OCTOBER 26, 2023

In the age of social media, it’s not hard to picture what an engaged customer looks like. They’ve built a passionate base of engaged customers who’ll talk your ear off, online and in real life, about every ‘exciting’ new thing. What is customer engagement? But first, let’s agree on a definition.

Scale 52

Scale Customer Loyalty Social Media 52

Zoominfo

DECEMBER 3, 2018

There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience? There are two types of list churn to be aware of.

B2B 223

B2B Data Churn Marketing 223

The Center for Sales Strategy

MARCH 26, 2020

Your best customers are your competitors’ best prospects. Churning through clients quickly and not getting any sort of renewal will fatigue your sales team. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom.

Customer 89

Customer Churn Account Revenue 89

Zoominfo

OCTOBER 5, 2021

An Ideal Customer Profile (ICP) helps you identify, source, and prioritize prospects — but how do you create an accurate ICP in the first place? It takes time, money, and people to attract, convert, and delight new customers. And as a savvy professional, you want to target prospects who will deliver the best return.

Ideal Customer Profile 100

Ideal Customer Profile Lead Rank Lead Scoring Customer 100

Chorus.ai

NOVEMBER 10, 2020

Now, more than ever, with budgets being slashed and purchases scaled back, you need to provide your customers with the greatest amount of value possible with your product. It’s a bear market, and cash-strapped prospects will not part from their budgets easily. Customer value is also important for what it does for your brand perception.

Maximizer 93

Maximizer Lead Rank Lead Scoring Customer 93

Zoominfo

SEPTEMBER 5, 2023

Combining historical sales patterns and customer profile data with external signals — economic indicators, news and survey data, and buyer intent — results in improved forecasts grounded in both past performance and current market conditions.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. How do you engage customers and get them excited about your offer? Then book the demo before the call ends (preferably for the same day).

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Pipeliner

AUGUST 13, 2018

5 Tips to Make Eye-Popping Social Media Content to Churn More Sales Leads. They are all mostly targeting to the same customer group you are vying too. So, if you want to reach out to your prospective customer, gain their trust and interest, then stand out from the rest in terms of what you have to offer.

Social Media 56

Social Media Churn Media Lead Rank 56

Pipeliner

OCTOBER 27, 2021

In sales, there’s a well-known cliché that states, “It costs five times more to acquire a new customer than it does to retain one,” and while that number may fluctuate depending on the industry you’re in, retaining customers is indeed easier than finding new ones. Turn feedback into action.

Retention 96

Retention Customer Analytics Churn 96

Zoominfo

MAY 20, 2021

While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. Customers have become highly accustomed to using email when communicating with a brand, and email performance is a critical factor in the success of digital marketing campaigns.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Troops

DECEMBER 13, 2018

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). As you’ll read below, by integrating sales engineers into their process, Optimizely has achieved two uncommon results—especially for software startups: Lower churn.

Churn 59

Churn Engineering Forecasting Positioning 59

Sales and Marketing Management

MAY 15, 2020

In the current climate, it’s a particularly peculiar time to be a salesperson; how can we pitch to customers who are most likely facing their own fair share of financial hardships? Here are best practices for securing sales while remaining sensitive to customer circumstances amidst crisis. Focus On Customer Relationships.

Loyalty 296

Loyalty Cancellation Churn Demographics 296

LeadFuze

NOVEMBER 30, 2021

SaaS Case Study: How Customer Support anbd SalesCan Assist Sales Initiatives. If you want your brand to stand out, it’s important that the customer journey from acquisition to retention be seamless. Customer support and sales teams need to be trained and in sync with the sales team. Reduce churn. Source: Crazyegg.

Top of Funnel 52

Top of Funnel Churn Customer Marketing 52

Cience

DECEMBER 1, 2020

Your customers are one of your company’s most important assets. What Is Customer Retention? Customer retention means keeping the clients you already have. You know how hard it is to get new customers. You know how hard it is to get new customers. Why Should You Care about Existing Customers?

Retention 96

Retention Webinar Metrics CRM Ideal Customer Profile 96

PandaDoc

JULY 1, 2020

Precision prospecting is the first step towards reaching new revenue heights. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Be relentless.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Social Media Referrals 98

BuzzBoard

APRIL 3, 2023

As a company that closely works with leading SMB-focused solution providers across media, marketing and digital solutions, we have come to a few observations as to what steps are necessary to make an engaging and profitable SMB customer interaction. #1: Start by defining your ideal customer profile (ICP).

Ideal Customer Profile 52

Ideal Customer Profile Customer Lead Rank Lead Scoring 52

Alice Heiman

APRIL 14, 2021

Attract New Customers. More often than not , sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers , businesses may not be optimizing the customer experience for their current ones. So why not focus on customer retention? . What’s next?

Retention 143

Retention Account Customer Referrals 143

Sales Hacker

MARCH 8, 2024

Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Stuck trying to engage a prospect? Partners can facilitate warm intros to their customers so you can move stuck leads through the pipeline. This contributes to overall customer satisfaction and retention.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Alice Heiman

NOVEMBER 21, 2018

What many can’t tell you, is their plan for retaining and growing their existing customers. Isn’t that exactly what you are doing if you don’t have a strategy to retain and grow your existing customers? The easiest and most cost-effective sale you can make is selling more or something new to a happy customer @LizRHeiman Click To Tweet.

Customer 116

Customer Webinar Metrics Retention How To 116

Pipeliner

JANUARY 28, 2021

In Radical Value , I observe that every company exists only to deliver more value to customers than it costs to produce. Customer satisfaction scores are close, measuring perceived value delivered , but are “too-late-to-fix-anything” trailing indicators – nothing to manage to. So, do your KPIs reflect value’s importance?

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Sales Hacker

MAY 10, 2021

The customer journey from acquisition to retention has to be seamless. To create an effective and efficient sales funnel, your sales and customer support teams need to be well trained and in sync with each other. Insights gained from your customer support agents can improve the process of pitching, converting, and retaining leads.

Case Study 62

Case Study Study Top of Funnel Churn 62

Smooth Sale

DECEMBER 27, 2021

NOTE: Mikkel Andreassen provides today’s guest Blog, ‘Customer Lifetime Value and Why It Matters. Mikkel Andreassen is passionate about customer experience in every color of the beautiful customer engagement spectrum. Customer Lifetime Value and Why it Matters. What’s understood by Customer Lifetime Value (CLV)?

Lead Rank 78

Lead Rank Lead Scoring Customer Social Media 78

Zoominfo

SEPTEMBER 15, 2020

According to a Gartner study, by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects. Buyer intent data tools help segment and analyze the customer journey into intent and typical buyer behavior. Unfortunately, most leads produced won’t totally align with your ideal customer profile.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Mindtickle

JULY 24, 2023

Reps and other customer-facing roles are constantly seeking ways to improve their efficiency and productivity. AI empowers sales reps, account managers, customer success teams, and presales in their day-to-day work, leading to better customer interactions and improved business outcomes. Enter AI and Generative AI.

Ideal Customer Profile 52

Ideal Customer Profile Face-to-face Customer Webinar Metrics 52

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Are you familiar with cross-selling strategies for prospective buyers? The facts show that keeping a repeat customer happy is far less expensive. Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Zoominfo

MARCH 15, 2018

This month’s round-up features topics like content marketing, managing prospect expectations, lead generation, and more. A typical content marketing strategy involves the creation and distribution of content with the sole purpose of attracting prospects to convert into paying customers. Let’s get into it! Continue Reading.

Account Based Marketing 113

Account Based Marketing B2B Prospecting Lead Generation 113

Sales Hacker

DECEMBER 1, 2023

Owner has created the ultimate recipe for growth: Acquisition x Churn x Deal Size = Increasing Acquisition Rate Decreasing Churn Growing Deal Size Driving a super efficient BDR motion powered by great data. They chose to hone in on their highest-likelihood customer with the biggest potential payoff. with great economics.

Ideal Customer Profile 87

Ideal Customer Profile Company Top of Funnel Churn 87