Digging Into Customer Churn Data: A Guide to Better Retention


The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. When does churn become a problem? That’s why it’s crucial to compile, analyze, and build customer retention strategies with churn data.

Churn 62

How Sales Leaders Leverage Market Listening Paths When Planning for 2020

Sales Benchmark Index

Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” ” In his article, he shares why implementing different, and numerous types of listening paths are.

Churn 155

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

COVID-19 churn prevention: Your customers are cutting costs. Don't just let them cancel.


Even here at Close, we’ve gone through every department and asked what tools or services we can remove or negotiate a lower price for. What do their marketing channels and social media look like? Try to understand how they think of your software within the landscape of essential and nonessential tools they’re currently paying for. Maybe you can give them a framework or a tool to do this, or maybe you can offer this service to them proactively. saas churn

Churn 64

Churn More Sales Leads With Social Media


5 Tips to Make Eye-Popping Social Media Content to Churn More Sales Leads. Digital marketing is an extremely crowded marketplace today. It’s also very likely that the social media marketing approach each of these businesses uses for this purpose remain the same mostly. Making your brand visible boldly with a unique value proposition becomes a big problem for all marketers. Here are 5 ways to make eye-popping social media content to churn more leads: 1.

Churn 50

4 Competencies of a Successful Sales Team

Speaker: Collin Stewart, Co-Founder & Co-CEO, Predictable Revenue

As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.

How The World’s Top CMOs Take Ownership of Customer Lifecycle Management (CLM)

Sales Benchmark Index

The CMO who exclusively focuses on new lead generation is falling behind the market, their competitors, and their peers. This myopic view only focuses on one stage of the Customer Lifecycle. Conversely, revenue driven CMOs are making massive impacts to.

Reducing SaaS Customer Churn: 10 Multi-Team Tactics to Drive Loyalty

Sales Hacker

Marketing? Because retention is a team sport — and customer churn is the opponent. In this article, we’ll talk about how sales reps (along with Marketing , Customer Success , and others) can keep customer churn to a minimum. 10 Ways to Reduce SaaS Customer Churn and Create Loyal, Long-term Users. Operations, engineering, product, sales, marketing, customer success, etc. That’s full alignment, and that’s when teams win the SaaS customer churn war.”.

Churn 78

Fast Track Your Sales with New Tools

DiscoverOrg Sales

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts. Compare that to Marketing tech stacks: an Econsultancy report from 2015 cited that half of the respondents were using 21 technologies in their Digital Marketing stack.

Tools 190

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. If you have a recurring revenue base read it more than once and take ask yourself what is your churn strategy? Ideally, you’d like to have a 0% churn rate, but often, that’s not the reality.

Churn 89

5 Tips To Minimize “Churn and Burn” Behavior in Your Sales Team

SaaStr - Sales Strategy

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. But the cost to onboard, close, manage, and market to a customer that churns almost immediately is almost always higher than the short-term revenue. Clawback sales commission for customers that churn quickly. Use a tool like Chorus.ai

Churn 53

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

Smart Selling Tools

The Smart Selling Tools community knows about our weekly Executive Interview Series. Sitting between the marketing automation and CRM platforms, it takes marketing qualified leads, then sales qualifies them, then passes them onto the CRM for pursuit. Are you always aware when your customers are going to churn? game chang·er. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a

An Intro to a Go-To-Market Strategy’s Steps


We’ve previously written about the four quadrants that make up the go-to-market framework for businesses. Those quadrants include building loyalty; expanding offers; expanding markets; and company transformation. A Quick Example of the Go-To-Market Strategy.

Churn 64

Pitch Perfect: Selling to the Chief Marketing Officer

DiscoverOrg Sales

What does it TAKE to sell to the Chief Marketing Officer? Jill began this task by talking to Heidi Bullock , Chief Marketing Officer at Engagio , formerly GVP of Global Marketing for Marketo. Engagio is a B2B SaaS software company focused on helping marketers and salespeople drive the best business value for their company. The first thing Bullock emphasizes is that today’s marketers aren’t just focused on customer acquisition. They delete your emails.

An Intro to a Go-To-Market Strategy’s Steps


We’ve previously written about the four quadrants that make up the go-to-market framework for businesses. Those quadrants include building loyalty; expanding offers; expanding markets; and company transformation. A Quick Example of the Go-To-Market Strategy.

Churn 59

5 Ways to Use Buyer Intent Data Tools to Drive Sales


Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. 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.

Data 62

How to use the marketing flywheel method to supercharge your business


Sales and marketing professionals are constantly slinging around new buzzwords, complex terms, and confusing abbreviations. Well, here’s another important term for you to memorize: the marketing flywheel. What Is a Marketing Flywheel?

Churn 87

The Coronavirus Changes Our Perspective on Sales and Marketing

Sales and Marketing Management

Until this change, there has been a healthy long-term battle between marketing and sales. Marketing has been saddled with delivering leads to sales. Sales has perennially complained that the leads were inferior, while marketing complained that the salespeople were inferior at closing leads. . In marketing and sales, the perspectives have shifted from performance to survival. The fact is that now is the time when sales and marketing does make a difference.

The Customer Success experiment: How focusing on long-term value solved our retention problem


In other words, the customers we worked so hard (and opened our wallets) to obtain through marketing and sales efforts were beginning to cancel one year after their signup date. My hypothesis was that providing a proactive onboarding experience would reduce the churn rate after 10 months, and every month in between. I take anything I can off their plate, I recommend third-party tools if necessary, I problem solve, and I get creative.

8 Tips for Client Onboarding in an Uncertain Market


Knowing how to handle new clients in a changing market can be tough — and even under regular circumstances, not knowing how to handle them can hurt your business. That’s why having plenty of client onboarding know-how is useful, especially in an uncertain market.

Churn 76

SaaS sales: How to sell annual contracts [phone scripts and email templates]


But you as a SaaS business want to sign them up for annual deals when possible since that's going to increase cashflow and predictability and decrease your churn. Because you want to understand churn first and see how long people stick around by choice. In their MRR churn study, Price Intelligently found that SaaS companies. without annual contracts had a 9% churn rate, with up to 25% of customers on an annual plan had a 7.5% churn rate.

Software Tools Every CFO Wishes They Had


Given the wide range of job responsibilities, CFOs also need the best CFO tools at their disposal. With the right CFO tools, CFOs are better equipped to focus on and accomplish their priorities this year. With the right CFO tools, changing direction is much easier. Not to mention, competing on a global scale means the right CFO tools must be in place, effective, and user-friendly. Again, this goes back to using the right CFO tools.

35+ Marketing Jokes to Brighten Your Day


A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job. And, believe it or not, humor does more than just relieve stress– it can actually make marketers better at their jobs. B2B Marketing

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


As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing is a philosophy, not a product.

Pick The Right Plays: Using the Go-To-Market Framework


Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company. Market expansion. Market Expansion. Framework Sets Go-to-Market Direction.

Trick or Treat? Dreamforce Goodies for B2B Marketers

Smart Selling Tools

Note from Nancy: In case you missed it, we sent our a Dreamforce wrap-up and cool tool report in our newsletter this Sunday. Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. -. I’ll separate the Snickers from the Candy Corn, or in this case, the really yummy tools that will energize your 2015 Marketing Journey!

B2B 97

Why Sales Analytics Is Essential to Navigating an Uncertain Market


If there’s one thing of value that hasn’t been changed due to the current market downturn, it’s data. That’s why making full use of data via a high-functioning sales analytics program is vital to ensure your business’s safe passage through an uncertain market.

If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

For 13+ years in marketing, I’ve never seen a B2B company who’d say they don’t have a B2B marketing strategy framework or that their marketing strategy is ineffective. But at the same time 6200+ B2B marketers say that their biggest challenges are generating traffic and leads, and proving the ROI of marketing activities. What Is A B2B Marketing Strategy? B2b Marketing Strategy Framework. Segment your market and focus on a target segment.

Why Are Marketing Automation Vendors Failing to Meet Their Customers’ Most Intense Need: Advanced Reporting?


Marketing automation vendors are being cornered by a monster of their own creation. That’s the conclusion of a new InsightSquared and Heinz Marketing report, titled “ Marketing Automation Platform (MAP) Satisfaction Survey 2018: Are Marketing Automation Vendors Still Meeting the Needs of Today’s Marketer?”. No doubt the marketing industry owes a debt of gratitude to the marketing automation industry.

3 Trends Transforming Sales and Marketing


It’s a whole new world for sellers and marketers. With the conference around the corner, we dove into three of today’s — and tomorrow’s — hottest topics that are impacting the modern market. Artificial intelligence (AI) is finally beginning to deliver on its potential for sales and marketing — thanks to human intelligence. For example, a seller examines AI-driven content recommendations within her sales enablement tool.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is an introduction to the use and impact of marketing and sales intelligence data on business decisions. Time to plan your next marketing campaign or start prospecting into your top accounts! Burned by churn.

PODCAST 100: Succeeding as the First Marketing Hire w/ Nicole Wojno Smith

Sales Hacker

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch. She has 15 years of experience in building brands, implementing inbound marketing programs, and championing team and revenue growth.

A Guide to Hiring Sales Representatives and Other Sales Pros During a Market Downturn


Hiring sales representatives and other sales professionals in a market downturn comes with complications. Companies that take the plunge and take action now, in spite of market uncertainty, can find themselves with a larger talent pool to recruit from and lower hiring competition. But generally speaking, when hiring new sales representatives, highly commission-driven reps are best for bull markets. Team spirit in your sales team is vital to weathering market downturns.

The Beginner’s Guide to Referral Marketing


There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What is referral marketing?

6 Ways to Humanize Your Marketing Efforts


In decades past, the world of marketing was dominated by print advertisements in newspapers and magazines. These antiquated marketing tactics had one thing in common: They put the product front and center, with clever presentations intended to entice prospects to become paying customers. But, the Internet led to a drastic shift in B2B marketing. Now, modern customers demand authentic, personalized marketing interactions with the brands they buy from. B2B Marketing

3 Technology Trends Disrupting and Improving Channel Marketing


Channel marketing is changing, but not in the way you might expect. Like every other facet of sales and marketing, channel marketing is being affected by the rise of newer, faster, and better technology. New tools and the data they capture and create are allowing for more, higher-quality relationships. Copper CMO Morgan Norman calls this new wave of marketing the Relationship Era. “We’re Perhaps nowhere is this more true than partner marketing.

Sales and Marketing Alignment: 3 T’s for a Clear Path to Success

Sales Hacker

Like family dynamics, sales and marketing dynamics can be… Interesting. . BUT just like there is a path to a drama-free Thanksgiving, Sales and Marketing alignment is possible. B2B buyers are now in control of the information flow during the buying process, leaving sales and marketing teams to operate in the dark for most of the journey or the “Dark Funnel.” In fact, according to Forrester , only 12 percent of B2B sales and marketing teams have confidence in their data.

The difference between a product-led, sales-led & marketing-led approach


In other words, we are experiencing the product-led era that came as a replacement to the marketing and the sales-led one. How is product-led different than marketing-led? When a software company chooses product-led growth as its go-to-market strategy it means that: It relies on product usage and customer experience to acquire new users, retain its existing ones and expand its user base. The market is not mature—not yet ready for that particular product.

B2B Blog Post Round Up: Marketing Tech, Direct Dials, and More


This month we focus on the marketing technology stack, the power of direct dials, productivity myths, SEO, and more! Investing In Marketing Technology: 7 Key Considerations. The marketing landscape changes constantly as new trends emerge and innovative tactics catch on as effective marketing strategies. Subsequently, new technologies have emerged as well, aimed to aid marketers achieve specific tasks and objectives. B2B marketing often gets a bad rap.

B2C 46

How Manufacturers Can Build a Lean, Mean Marketing Machine


5 Marketing Tips for Manufacturers to Improve Overall Strategy. If your team is anything like most marketing teams in the manufacturing industry, you know what it means to be lean. But just because your team is small doesn’t mean it can’t be a marketing powerhouse. With that in mind, we’ve compiled our top five strategy tips to help marketing teams in the manufacturing industry pack a punch that’s well above their weight class.

4 Low-Touch Customer Success Model Myths @Strikedeck

Smart Selling Tools

Therein lies the ever-evolving phenomenon of market segmentation. It is a “mid-market” product and shares elements of both – it is automated and self-serve in nature, but at the same time, CSMs and/or the Support team can step in to solve customer issues, if need be. These automations include email/marketing campaigns, automated training modules, automated health score measurement systems, and multiple other integrations. 4 Low-Touch Customer Success Model Myths.