Sales Hacker

SEPTEMBER 13, 2021

The results of account-based marketing (ABM) , content marketing, in- or outbound marketing, on- and offline marketing, and branding, have to be monitored and presented more than in the past. Many claim “Half of my marketing budget is wasted, but I don’t know which half!” The risk or return ratio.

ROI 93

ROI Account Marketing Lead Rank 93

The Pipeline

MARCH 16, 2020

But the virus has created a rare commonality, causing the market to behave in a more monolithic fashion. If indeed you have presented as an SME in your interactions to date, this is your opportunity to step in and leverage that role. It creates focus when the markets are calm, and all the more so in volatile times.

Objections 310

Objections SME Lead Rank Lead Scoring 310

Babette Ten Haken

AUGUST 27, 2018

Innovative customer experiences stand out from what customers are used to experiencing. Also, after the customer service rep, sales rep, engineer, field sales service rep, Quality professional departs, the customer asks themselves: “What just happened?”. Customers cannot get you out of their minds. Let’s explore.

Customer 88

Customer SME Retention Engineering 88

Babette Ten Haken

SEPTEMBER 5, 2018

How are your best value added customer experience efforts sabotaged, both pre- and post-sale? What you do, when you are not actively selling, engineering, coding and serving, adds value to each customer’s experience of how it is to work with you. Instead, value added customer experience becomes your responsibility. .

Customer 109

Customer SME Retention Engineering 109

Highspot

JANUARY 7, 2020

Our work helping hundreds of customers enable their revenue teams to execute strategy has reinforced my perspective that to successfully land strategic plays that drive business outcomes, you must first ask the right questions. Who is my customer? WHO (Customer). Each SME should be one person. Who is my audience?

SME 85

SME Strategy Licensing How To 85

Babette Ten Haken

SEPTEMBER 24, 2018

Then again, when customer conversations stray dangerously close to the constraints of what is comfortable, why not at least pursue what just might be possible? When your sales CRM tells you what the next step to close the customer should be, do you ever ask yourself whether this step makes sense? From customer success.

Ideal Customer Profile 221

Ideal Customer Profile Retention Strategy SME 221

Babette Ten Haken

AUGUST 1, 2018

Customer success storytelling leverages customer experiences. These stories portray the actual experiences an organization’s own customers have, when working with that organization. How can organizations capture their customer success stories ? Customer success storytelling is about the customer-as-hero’s tale.

Customer 51

Customer Demand Generation Agencies Hiring Demand Generation 51

Babette Ten Haken

MARCH 28, 2019

Each of us has a customer retention superpower. And our unique qualities, actions, beliefs and behaviors keep customers glued to our sides, year after year. Our customer retention superpowers are more than attaining functional expertise and excellence in our current professional position. Have you discovered yours yet?

Retention 72

Retention Ideal Customer Profile Customer SME 72

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

Babette Ten Haken

JULY 18, 2018

Customer bombardment should be a no-brainer non-strategy. Especially when it comes to how not to create a positive customer experience. Yet what should be common sense often flies in the face of customer experience reality. Do you really know how many times customers receive notifications from your organization?

Webinar Metrics 59

Webinar Metrics Customer Strategy Real Estate 59

Babette Ten Haken

MAY 23, 2018

Consider the impact of customer micro experiences on your overall rate of customer retention. This phrase often refers to business-to-consumer (B2C) marketing activities, including retail spaces created for specific customer niches. Often, the primary catalysts for customer retention are hidden within the organization.

Retention 55

Retention Customer SME B2C 55

Babette Ten Haken

JANUARY 18, 2018

When customer retention processes become a sanctioned sales spectator sport, everyone suffers. After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right? After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right? What could go wrong, post-sale?

Sports 74

Sports Retention Customer Compensation 74

Babette Ten Haken

AUGUST 29, 2018

Ah, the impact of experience conflicts on the performance of our customer retention strategy. That “something” completely disrupts customer experience equilibrium. Perhaps experience conflicts are more important when detected prior to acquiring customers than they are when they occur during post-sale execution? No exceptions.

Retention 62

Retention Strategy Customer SME 62

Babette Ten Haken

SEPTEMBER 11, 2018

I’m working on groundbreaking XXX technology for B2B sales and marketing. You seem like a thought leader interested in learning about ways to improve B2B sales and marketing and I’m trying to get the word out. However, the people who perpetuate this social habit create a negative customer experience.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Babette Ten Haken

OCTOBER 10, 2018

Our customers find us professionally boring when we are completely boring. And our sentiments about our customers become very obvious. When current customers are good and bored with us, they are ripe for defection. When current customers are good and bored with us, they are ripe for defection. For a number of reasons.

Ideal Customer Profile 70

Ideal Customer Profile Customer SME Hiring 70

Allego

AUGUST 24, 2021

It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. Bottom line: you must be as agile as your customers to succeed. As a CMO or product marketer, the ball is in your court for how well your company handles market pressures.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Babette Ten Haken

SEPTEMBER 20, 2018

All of us have toxic demanding customers in our client bases. These customers pride themselves in making our business lives difficult. As a result, even when the contract is consummated, these customer types continue to second-guess us and reinforce their self-importance. Toxic demanding customers like to butt heads.

Ideal Customer Profile 72

Ideal Customer Profile Strategy Customer SME 72

Babette Ten Haken

MAY 2, 2018

Qualifying customer experience is more important than quantifying CX. How often have we been quick to the social media trigger, without taking the time to qualify how customer experience impacted those survey results? Except that conducting surveys is a form of data science as well as market research. I’ve said it.

Customer 59

Customer Survey SME Social Media 59

Sales and Marketing Management

OCTOBER 9, 2017

In this business environment, you’ve got to do such a stellar job for your customers that they return to you again and again – and become lifelong customers. This is something I call “suspicion-of-value” because the customer asks to know more from you. Do you point fingers or jump right in to help your customer get it right?

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Babette Ten Haken

AUGUST 20, 2018

Customer retention experiences create a rich chronicle of just how it is to work with us, and our organizations. Yet, these bold, splashy stories, which our marketing departments love, leave the customer’s biggest question unaddressed: “Will you forget about taking good care of me, once I sign the contract?”. Think about it.

Retention 51

Retention Customer SME Industry 51

Babette Ten Haken

APRIL 4, 2018

Anyone out there experiencing customer retention pain? The overwhelming majority of folks who contact me equate customer retention with a dental root canal procedure. However, the first step in pivoting customer retention pain into business success is a function of how you “see” customer retention. Download here.

Pivotal 65

Pivotal Retention Customer SME 65

Babette Ten Haken

SEPTEMBER 6, 2018

How would you rate your own customer retention performance? Listen in on my latest video about post sale customer abandonment, and how it negatively impacts customer retention. Listen in on my latest video about post sale customer abandonment, and how it negatively impacts customer retention. Think about it.

Retention 61

Retention Customer Hiring SME 61

Anthony Iannarino

AUGUST 16, 2019

Win customers away from your competition. winning customers away from your competition), it’s very difficult to eject your competitor from their seat at the table without a theory about why your prospect should change now. The world of sales and marketing has long recognized and spoken about “ value creation.”

SME 95

SME Lead Rank Lead Scoring Competition 95

Babette Ten Haken

JULY 5, 2018

Where do you stand when it comes to customer experience mid year? And is this inconsistency reflected in the rate of customer churn and customer retention, mid year? Too many professionals wait until the official “numbers” are available to realize that they blew it with their customers. You know that.

Retention 56

Retention Customer Churn SME 56

Salesmate

AUGUST 19, 2020

We’re excited to announce that once again, Salesmate is recognized as a market-leading sales CRM and automation platform by multiple Gartner’s top software advisory platforms – SoftwareAdvice and GetApp. ”, said Samir Motwani, the CEO of Salesmate. ”, said Samir Motwani, the CEO of Salesmate.

Lead Rank 98

Lead Rank Lead Scoring CRM SME 98

Babette Ten Haken

AUGUST 22, 2018

Self bias is a powerful force in how we acquire, serve and retain our customers. Providing compelling speaking programs and workshops focused on professional innovation, workforce engagement and customer success for customer retention. As a result, customer acquisition and retention are riddled with gaps in execution.

Customer 59

Customer Epiphany Retention SME 59

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Allego

SEPTEMBER 25, 2019

As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant. When things change–market conditions, competitive pressures, regulatory changes, etc.–a How do you measure the impact of your SME content?

SME 54

SME Video Construction Social Media 54

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Allego

APRIL 14, 2021

Are marketing and sales teams on the same page? Sales enablement drives the creation, distribution, and management of customer-facing sales assets and internal sales training content. Alignment and continuous collaboration with the marketing team is also critical. Are you confident reps are always on-message?’. 4 Coaching.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Babette Ten Haken

MAY 21, 2018

Typically, customer base triage is conducted in reaction to a large number of customer casualties. Without a solid plan for customer base triage, you are unable to prioritize which customers are most viable. Download this white paper to discover the top 5 negative customer retention scenarios. Click To Tweet.

Customer 51

Customer Pivotal Retention How To 51

Babette Ten Haken

APRIL 8, 2019

Think about the implications for employee experience and customer experience. Babette Ten Haken‘s One Millimeter Mindset Storytelling for STEM Professionals and Left Brain Thinkers speaking programs are created for organizations and associations who want to catalyze stakeholder success and customer retention. Subscribe to my blog.

Decision Maker 101

Decision Maker SME Ideal Customer Profile Engineering 101

The Pipeline

JULY 18, 2016

Broadly speaking there are those “consultative” types, “the customer is always right” types who for the sake of “relationship” will subordinate their success and that of their employers. Consistently successful sales professionals see their role a little differently, they see themselves as a Subject Matter Expert, (SME).

SME 120

SME Small Business Small Business Exercises 120

Babette Ten Haken

JULY 8, 2019

Do you simply throw various business scenarios over the wall, at marketing and public relations professionals? Then why are you experiencing greater rates of employee and customer churn than you have in the past? Consider how you have your customers’ backs, to make them successful and retain them. Discover your own stories.

Ideal Customer Profile 73

Ideal Customer Profile Outsourcing Services SME Hiring 73

Product Management University

JULY 23, 2020

It’s not how you do product marketing or sales. There’s one part of product management that’s been lost with agile development – longer-term value-based plans that map to customer strategies, goals and priorities. Agile is a software development methodology. It’s not a way to do product management. But that’s it! Period, end of story.

SME 66

SME Software Software Consumer 66

A Sales Guy

DECEMBER 15, 2016

ABM, Account Based Marketing, we’ve all heard about it. (If Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. What if you could leverage your SME, marketing manager, engineer, or any other resource on your team in an active sales cycle? EverString.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60