Remove Customer Service Remove Prospecting Remove Research Remove Retention

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Do you have a customer retention scorecard? Any of the plethora of scoring systems which measure customer satisfaction and loyalty. And your own performance is measured and compared with the ratings customers provide on a quarterly basis.

Are We Storytelling compelling Customer Retention Experiences?

Babette Ten Haken

Customer retention experiences create a rich chronicle of just how it is to work with us, and our organizations. Some of our truly best stories about creating compelling customer retention experiences thus remain untold. Because I am known for having my customers’ backs.

Research: Align Your Customer Service, Marketing, and Sales Teams to Drive Revenue

The Brooks Group

Today, customer experience dictates how successful a company will be in the long-term. That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with.

4 Ways Personalization Affects B2B Lead Generation

Smooth Sale

With the rise of inbound marketing, the marketing landscape has shifted from product or service-centric style to a customer-centric perspective. The goal is for them to become loyal customers. Strengthen Customer Retention.

7 Must-Have Automated Documents for Sales Success

Many companies have adopted technologies like customer relationship management. Even if it’s all in Salesforce, crucial account data is spread across different objects— Accounts, Opportunities, Contacts, and custom objects—users must constantly. services they need. Retention.

2 ways Customer Skepticism erodes Customer Confidence

Babette Ten Haken

When your story is all about customer skepticism, then prospective customers do not do business with you. Because, for starters, they compare stories with your former customers. If you want to change your story, and your customers’ experiences, contact me.

8 Creative Sales Prospecting Ideas You've Never Tried Before

Hubspot Sales

Attend Your Customers' Events. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. Attend your customers’ events.

3 Keys to an Effective Digital Selling Strategy

Sales and Marketing Management

Digital selling yields the best results when companies offer consistent experiences across all channels, including brand image, media releases, client presentations, customer service, and product engagement. EY found that the increase in products and services available to B2B buyers in recent years has made them more discerning. For instance, a business might establish an internal center of excellence that produces content designed to educate prospects about its services.

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Adapt to a Changing Marketplace: 6 Steps You Can’t Overlook

The Brooks Group

Start with a Customer Focus. Nobody knows what is changing for your customers better than your customers. A customer-focused approach enables your sales teams to keep their fingers on the pulse of customer needs and anticipate changes before they occur.

7 Tips for Implementing a Customer-Centric Strategy

The Brooks Group

Focusing more on customer experience and customer satisfaction is a smart goal for any sales organization. According to research from Deloitte , companies who use a customer-centric strategy are 60% more profitable. What is a Customer-Centric Strategy?

Out with the Funnel, In With the Flywheel: The Modern Buyer’s Journey


The sales funnel represents the theoretical customer’s journey to making a purchase. Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer. The sales funnel is not customer-centric.

Four questions that define your company’s sales model


Is it the kind of prospects you target? A focus on customer nurturing and repeat sales? For outbound teams, Prospect and Make Contact should come first, as sales reps have to put in the effort upfront to research, identify, and introduce themselves to potential buyers. 2) How much of your revenue comes from existing customers? If your sales strategy is defined by post-sale activities and client retention, you likely follow a relational model.

4 strategies for managing the customer conversation

Base CRM

The relationship between sales and customers has changed dramatically. The salesperson was once in control, sharing exactly what the product/service could do for the customer without really asking about needs or wants. He or she got the customer to purchase the product and that was that. Thanks to the information and technology we have at our fingertips, a customer-centric relationship has emerged, with customers recognizing they are in control.

Customer Experience


Evolving customer experience is a competitive advantage. It’s tough for companies for really stand out or differentiate themselves with prospects and customers without a positive customer experience. A general timeline of customer experience.

How to Set Up a Lead Bot: Qualifying and Routing Leads to Sales

Hubspot Sales

They aren’t some far-fetched, futuristic technology -- and they’re not just for marketing and customer service teams. You’ll increase lead retention, demos booked, and pipeline health. existing customers). This means prospects are doing their own research.

5 Ways Loyal Customers Drive Revenue

The Brooks Group

The importance of superior customer service in customer retention is not a new concept—as long as there have been customers, there has been a need to ensure their satisfaction. Good Customer Service Builds Loyal Customers.

8 Social Media Mistakes B2B Marketers Should Avoid


In fact, research shows B2B brands that connect with their buyers on an emotional level earn twice the impact over marketers who are still trying to sell business or functional value ( source ). Do some research, experiment with post frequency, and analyze your results.

5 Ways to Improve Customer Relationships Quickly


In today’s tech-driven world, businesses have constant access to their customers—for better or worse. Think about it, with chatbots, forums, review sites, email, social media, and mobile apps— modern customer relationships are more complicated than ever before. .

Sales Leadership Dysfunctions — Anti Sales Attitudes

Partners in Excellence

Why are they engaging customers and prospects in such ineffective ways?” It could be a product/solution competitiveness problem, it could be a customer service/experience problem, it could be a strategy problem. It is a SaaS company, the sales team was chartered with acquiring new customers. They were actually doing this, the challenge was, customers weren’t renewing their subscriptions, retention had fallen below 85% and was declining further.

14 Questions to Ask in a Win-Loss Review to Help You Sell Better

Hubspot Sales

Understanding the reasons why a prospect became a customer, opted for the competition, or made no decision at all makes your sales process all the stronger for future bids. Twelve percent higher customer retention rates. How would you rate our product/service?

The true cost of ignoring clients

Sales Training Advice

I have worked with dozens of companies over the past several years and have been surprised at how many concentrate more on client acquisition than they do on client retention. While cold calling (new business development, client acquisition, prospecting) certainly has its place, giving it paramount importance over growing your current client base may not be prudent over the long haul. If often, in fact, understates, the value of client retention. Solidify Your Client Base.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

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What can CRM do for my business?


CRM—or customer relationship management —is business software that helps individuals and teams maximize their customer communications and sales efforts. It empowers your team to build relationships more effectively and provide the best customer experience from evaluation to purchase and beyond. source: Nucleus Research). When your business first started, tracking customers by email, address books and spreadsheets made sense. Customer history. What is CRM?

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40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! The company’s products and services align with these audiences. Building Customer Equity. Customer Success Teams.

Top 10 Best Sales Books


Understanding how your own mind works is hugely powerful, add then knowing how your prospects and clients’ minds works, and this book is a must read for every sales person, every sales manager and every senior executive. . 7) 5 Star Service – Michael Heppell.

6 Tips for an SKO Agenda that Won’t Bore Your Reps


If you cover the same topics and information as years past, attention and retention will drop. For example, if you are acquiring another company, your sales team may be reorganized, internal processes may be altered, and customers may have questions about how the acquisition will affect them. Research shows that within 90 days, over 80 percent of knowledge gained with training is lost without ongoing reinforcement. Keep Customers Top of Mind.

9 Sales Trends to Watch for in 2018


More acquisitions and partnerships, an increased role of AI and automation, a rising millennial workforce, and higher costs of customer acquisition are all making the B2B space highly unpredictable and competitive. A robust data strategy can help businesses make more accurate decisions, enhance efficiency, improve customer service and determine new opportunities. Technological is advancing, and the market is becoming even more customer-centric. 2017 is finally over.