Product Management University

MAY 21, 2020

Here’s a great exercise for product management, product marketing and sales. The Value of Your Product Portfolio Example… You ( the customer organization ) will grow wallet share in a way that reduces customer churn and boosts your market valuation/stock price. Give it a try. Related Articles.

Churn 52

Churn Exercises Account Exact 52

Babette Ten Haken

JULY 9, 2020

Professionals involved in the post-sale care and feeding of newly-acquired customers. First, these post-sale people offer clients insight into what’s next and what’s new in your company’s product, service, and system offerings. But, because of the post-sale support continuum and new product innovation your company offers them.

Retention 114

Retention Company Commission Churn 114

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Babette Ten Haken

MAY 7, 2020

Next, let clients understand you feel their sense of loss: including loss of employees due to furlough, churn or disease. My One Millimeter Mindset virtual and in-person keynotes, workshops, coaching and mastermind programs translate across strategic communication and collaboration disconnects between people and professional disciplines.

Pivotal 93

Pivotal Retention Strategy Churn 93

Babette Ten Haken

FEBRUARY 12, 2018

What does the internal landscape look like, in terms of consistent delivery of products, services and post-sale support? Three areas are critical to creating consistent, holistic, delivery of customer success for customer retention: Marketing and Sales Strategies. Employee Churn. Are you teeing customers up for success, or not?

Customer 84

Customer Churn Retention SME 84

Babette Ten Haken

JULY 5, 2018

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. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Contact me.

Retention 56

Retention Customer Churn SME 56

Showpad

JUNE 29, 2021

Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges. Changing buyer behaviors have forced sales teams to adjust their approaches fundamentally. To dig into all the data, visit the study homepage.

Buyer 59

Buyer Face-to-face Churn Analytics 59

Babette Ten Haken

DECEMBER 28, 2017

When I started this blog in 2009, I focused on the thorny issues involved with communicating across the sales-engineering interface®. The strategy and execution focus less on churn rates and more on cross-functional collaboration than status quo business models currently allow. Let’s face it. Ours is a holistic dialogue.

Retention 74

Retention Customer SME Engineering 74

Babette Ten Haken

FEBRUARY 18, 2019

Otherwise, stakeholder churn rates negatively impact your organization’s and association’s ability to hold on to the customers you work so hard to win. Otherwise, no matter how well marketing and sales efforts attempt to convince clients otherwise, your organization “looks” like everyone else’s. Consider what you CAN do.

Retention 74

Retention Ideal Customer Profile Strategy Hiring 74

Pipeliner

JULY 2, 2022

Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job.

Hiring 97

Hiring Lead Rank CRM Education 97

Babette Ten Haken

JUNE 4, 2018

Often, our behavior sabotages our efforts to move sales, engineering, service, IT and Quality initiatives forward. Have we closed enough sales deals with ideal customers, reduced our non-billable hours dealing with client issues and eliminated waste in manufacturing processes? Consider the factors impacting professional urgency.

SME 58

SME Churn Face-to-face Engineering 58

Artesian Solutions

FEBRUARY 1, 2019

LONDON, England, February 1, 2019 – Artesian Solutions, the powerful Artificial Intelligence driven service that equips sales teams with the resources they need to succeed in a modern commercial environment, urges organisations to invest in effective sales training, seeing it as vital to boosting their investment in sales technology.

Training 40

Training Lead Rank Lead Scoring Churn 40

Babette Ten Haken

NOVEMBER 1, 2018

As a result, it takes something drastic, like increased employee, member or customer churn, to make leadership finally react. Interested in my keynote and workshop on How a Collaborative Workforce owns Business Growth for your next association or organization meeting? However, they have no idea what each other “does.”

Revenue 85

Revenue Retention SME Ideal Customer Profile 85

SBI

MAY 2, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Jared Aho , Sr.

Revenue 139

Revenue How To ROI Case Study 139

Sales Hacker

DECEMBER 18, 2019

Time for Sales Hacker’s annual Top 10 Sales Trends and Predictions for the Future of Sales in 2020. So, without further ado, here are my top 10 sales trends and predictions for the future of sales in 2020. 10 Trends and The Rise of Sales Tech. 10 Trends and The Rise of Sales Tech. Wow, time flies.

Trends 58

Trends Hiring Top of Funnel Ideal Customer Profile 58

Customer Centric Selling

APRIL 8, 2015

Sales Tips: Dangers of Selling Technology to IT. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Reduced churn of customers because their needs are more quickly met. While more challenging to sellers, getting executives in sales, marketing customer retention, customer service, etc.

Hiring 40

Hiring Enterprise Enterprise Churn 40

OpenSymmetry

FEBRUARY 23, 2017

Getting into the swing of 2017, your company is ready to be liberated from the ancient tools handicapping your sales efforts to a mindbendingly slow pace. Take a fresh look at your sales compensation processes before considering the investment of a new tool. Do your sales staff understand the comp plan?

Compensation 46

Compensation Hiring Commission Churn 46

Babette Ten Haken

JANUARY 10, 2018

Employee churn, based on average expiration dates of each function, impact overall company performance, especially when it comes to retaining newly acquired customers. Anywhere from one-quarter to one half of the sales force can turn over every 12 months , if that long, because they aren’t making their numbers.

Engineering 62

Engineering SME Retention Proposal 62

Hubspot Sales

MARCH 7, 2023

If you have previously worked in sales, customer service, or managed a team, be sure to mention that, too. Demonstrating your experience in sales or customer service will be a plus. Describe your experience generating sales reports. Can you recognize a sales opportunity when it is in front of you?

Hiring 82

Hiring Account Retention Report 82

The Pipeline

MARCH 18, 2011

The Pipeline Renbor Sales Solutions Inc.s Retarded Sales Behavior and The Reasons We Under-Perform. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. We’ve become a generation of retarded under-performing sales semi-professionals. December 2007.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Babette Ten Haken

APRIL 4, 2018

The three contexts are: Your Business Unit (Sales and Marketing), Your Operations (Manufacturing, Supply Chain, Finance) and Your Client. First, is your business unit’s definition of customer defection actually reducing the level of customer retention pain you experience as a sales person? Here’s how. Poke holes in those silos.

Pivotal 65

Pivotal Retention Customer SME 65

Sales Hacker

JULY 12, 2021

As sales, marketing, and customer success teams work more closely together, RevOps has the opportunity to foster a future-focused atmosphere that encourages proactive problem solving. Revenue operations focuses on aligning sales, marketing, and customer success teams. Sales hates that RFPs represent a roadblock to closing the deal.

Revenue 83

Revenue Lead Rank Lead Scoring Face-to-face 83

SBI

AUGUST 30, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?

Churn 95

Churn Loyalty Lead Rank Maximizer 95

Customer Centric Selling

FEBRUARY 10, 2016

Sales Tips: How to Get Buyers and Sellers onto the Same Page. While continuous revenue streams can be a blessing, excessive customer churn is a nightmare for SaaS companies. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Buyer 40

Buyer Vendor How To B2C 40

Babette Ten Haken

JULY 8, 2019

Then why are you experiencing greater rates of employee and customer churn than you have in the past? Next, as the leader of your business, you consider website content and marketing and sales messaging as decorative elements of your business. Are they telling your stories the same way they always have done?

Ideal Customer Profile 73

Ideal Customer Profile Outsourcing Services SME Hiring 73

SugarCRM

JANUARY 15, 2021

Recently, I got to do two things I never did before: I visited Cleveland—the Rock & Roll Hall of Fame is a must-visit – and I attended Content Marketing World, one of the largest marketing-focused events in the world, with over 120 sessions and workshops presented by leading brand marketers and experts. Enable Your Sales Team.

Marketing 32

Marketing SugarCRM Webinar Metrics Churn 32

Babette Ten Haken

DECEMBER 5, 2018

Hire me to speak or conduct a workshop at your next corporate or association event to catalyze your mindset and skill sets. Please pass this content along to the professional associations that you are a member of. And take your next steps forward, beyond what is Risky, Today. Towards your Professional Opportunity, Tomorrow and in the Future.

SME 70

SME Ideal Customer Profile Hiring Retention 70

Customer Centric Selling

APRIL 26, 2013

Sales Training Article: 5 Ways to Keep Tabs on Your Customers By Geoffrey James, INC. Sales Source Here''s how to find out what''s really happening inside your customer''s business. You''ll want to expand your contacts in that account so that the resulting personnel churn doesn''t weaken the overall relationship.

Training 45

Training Customer Churn Account 45

Chorus.ai

SEPTEMBER 12, 2019

It’s even more exciting when you’ve got a new or revamped product, or a slew of new features, and you need to develop and launch a brand new sales strategy that will take your product to the top spot it was made for. There are an unlimited number of angles from which you can attack a sales strategy. What is a sales strategy?

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Babette Ten Haken

FEBRUARY 6, 2019

A workforce profitability strategy is more than a hiring strategy focused on preventing employee churn. Instead of churn prevention as the objective, employee co-investment in business growth becomes the goal. Engage me to deliver one of my speaking programs or workshops for a refreshing change from the same-old stuff.

Hiring 82

Hiring Strategy Churn Scale 82

Babette Ten Haken

MARCH 7, 2019

I recall a bunch of client conversations I had as a sales newbie. Because former sales people are fired when they do not made their numbers, right? Your company is like a revolving door, especially when it comes to retaining sales reps.”. Consider how employee churn reflects on leadership and management style.

Ideal Customer Profile 69

Ideal Customer Profile Customer Hiring Churn 69

Pipeliner

MAY 28, 2021

While outbound marketing is still a useful tool to help sales, inbound marketing achieves the same results, but more effectively and efficiently. While some marketers prefer using testimonials just before they close a sale, we think client testimonials have a place in all phases of the customer journey. Let’s get started! Wrapping up.

Inbound 52

Inbound Webinar Metrics Company Lead Rank 52

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Babette Ten Haken

MARCH 3, 2020

Technical change, regulatory change, merger and acquisition change, workforce change, employee and client change and churn. Engage me to present one of my One Millimeter Mindset Storytelling speaking programs, workshops or mastermind groups. In our workforces and businesses. Let’s get to where you need to go.

Conference 90

Conference Churn Guarantee Lead Rank 90

Allbound

SEPTEMBER 12, 2018

After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing. Sales / Support Partners. Marketo focuses their partner program around providing strong sales and marketing support. HubSpot’s Sales and Marketing Growth Stack.

Commission 112

Commission Referrals Hubspot Marketo 112

Babette Ten Haken

APRIL 18, 2019

In taking my storytelling speaking programs and workshops to organizations and associations like yours, I constantly hear about how you are trying to do more. We won’t even go into sales force churn rates.). Yes, these service teams are in front of customers your sales teams are having difficulty getting an appointment with.

Hiring 66

Hiring Ideal Customer Profile Banking SME 66