Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. That’s why closing this gap between what you hope the customer feels and their actual view about your product/service is at the heart of retention. Price Increase.

Retention 74

Retention Ideal Customer Profile Customer Decision Maker 74

Crunchbase

JANUARY 12, 2022

A recent McKinsey survey found that 80 percent of B2B decision-makers consider omnichannel selling—including a mix of remote and in-person meetings, digital self-service and conversations across email and social apps—just as effective as traditional sales channels, if not more effective. Multithreading becomes a core skill. Learn More.

Retention 52

Retention Trends Intent Signal B2B 52

Babette Ten Haken

DECEMBER 28, 2017

One Millimeter Mindset customer retention moves you and your organization one millimeter outside your current comfort level. More importantly, One Millimeter Mindset customer retention is about today and tomorrow, not yesterday. The following One Millimeter Mindset customer retention blog posts represent the top posts from 2017.

Retention 74

Retention Customer SME Engineering 74

Zoominfo

JULY 13, 2023

At ZoomInfo, we tend to think of a successful customer retention and expansion strategy as having three key phases: planning, execution, and enablement. Retention The goal of any retention play is to prove the value of your products to ensure your customer renews their contract. Here’s how we put it all together.

Strategy 130

Strategy Customer Hiring How To 130

Keith Rosen

OCTOBER 13, 2017

If delivering exemplary customer service is a cornerstone to building your business, revenue, referrals and client retention, then why do most companies invest more time on customer acquisition instead of retention, fail at meeting customer expectations and ultimately lose business to competitors? “Hi Mr./ Mrs. Client.

Retention 86

Retention Lead Rank Lead Scoring Hiring 86

DiscoverOrg Sales

NOVEMBER 6, 2018

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well.

Resources 224

Resources Decision Maker Compensation Vendor 224

Zoominfo

APRIL 17, 2020

That information lies with the hiring manager, the ultimate decision-maker in the process. Identify the Right Decision Makers Within Your Target Organization. Even within the same organization, different decision-makers/influencers may need to be approached differently. Do Your Research.

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

No More Cold Calling

JANUARY 24, 2019

Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling. Decision-makers don’t take cold calls, respond to cold emails, or have sales conversations with strangers on social media.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Babette Ten Haken

APRIL 10, 2019

Any right brain professionals who have conversations with technical decision makers know one thing. These decision makers are skeptical: of everyone and about every presentation and conversation. Technical decision makers must make the right decision based on the right information. Also, terrifying.

Decision Maker 13

Decision Maker SME Retention Hiring 13

Gong.io

JANUARY 2, 2023

Increases customer retention. By qualifying your prospects ahead of time, you can increase your customer retention. It’s ideal if you’re selling a more complex solution that involves multiple decision-makers and long sales cycles. . Authority: Engage with the decision maker as early as possible.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Zoominfo

JANUARY 23, 2021

Additionally, according to Forrester, organizations with growing annual revenues of 10% or more do a better job measuring and describing customer-lifecycle value (retention rates, customer lifetime value, customer satisfaction and customer advocacy). The key to a great sale is to identify your decision makers – learn how data can help.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Zoominfo

JANUARY 11, 2021

Decision makers are often only interested in sellers that know exactly who they are and what they want. Executives and decision makers are going to be the most important target prospects, but knowing who works under them. The email inboxes of B2B executives are already filled with so much marketing clutter.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

MEDDIC

MARCH 28, 2024

This might involve focusing on existing customer expansion or targeting key decision-makers at dream accounts. Consider the potential for upselling, cross-selling, and long-term customer retention for recurring revenue streams. Strategic Accounts: Target key decision-makers at your “dream accounts.”

Enterprise 52

Enterprise Enterprise Account B2B 52

Alice Heiman

JUNE 10, 2021

As the CEO, you should be as concerned about customer retention as you are about new logos and the bottom line. Sometimes there is so much pressure to sell that they barely give the decision-makers a chance to buy. Think about when you, as a CEO, are making a decision to buy. Are they involving subject matter experts?

Top of Funnel 129

Top of Funnel Decision Maker Sales Qualified Lead Sales Cycle 129

Sales Hacker

MAY 24, 2023

Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. So our net revenue retention for current customers is 160%.’ And our retention is so good that by year four, we made a lot of money.’ But by year two, that customer’s gonna be at $45,000.

How To 85

How To Decision Maker Retention Referrals 85

The Center for Sales Strategy

MARCH 13, 2020

In a world where buyers and decision-makers have access to a world of information (offered by you and your competitors) and the buyer’s journey is becoming increasingly noisy, more effort does not always equal better results. > The B2B Sales KPIs You Should Be Tracking According to 60+ Experts– Databox. >>> READ MORE.

Resources 74

Resources Decision Maker Retention B2B 74

Sales and Marketing Management

OCTOBER 9, 2017

From that experience, I noticed the five abilities that these top performers used: Vis-ability – The best salespeople know how to create such a curiosity about their product or service that decision-makers and influencers are compelled to know more. From those who want a simpler life to those who crave change.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Babette Ten Haken

JANUARY 28, 2020

As I worked with one of my clients yesterday, he complained that decision makers were not taking action after his presentations. If you want decision makers to make a decision, then tell stories which make solid strategic business sense. He just could not understand why. ” He looked back at me, puzzled.

Decision Maker 111

Decision Maker Analytics Coaching Meeting 111

Babette Ten Haken

SEPTEMBER 16, 2019

Well, those details are your story context: the environment surrounding the decision to be made. And, when you dilute, fast-forward or even omit details you feel are unimportant, decision makers get confused. As a result, gaps in story context promote the easiest decision for decision makers to make.

Ideal Customer Profile 83

Ideal Customer Profile Engineering Decision Maker SME 83

Janek Performance Group

JULY 25, 2023

For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. Are decision makers taking calls? For example, new decision makers or budgets. For example, is your contact a primary decision maker or advisor? As such, they often prioritize new accounts.

Account 62

Account Decision Maker How To Course 62

Sales and Marketing Management

APRIL 2, 2020

Sellers are constantly collecting information about their customers – their needs and goals, who the key decision makers are, who influences those decision makers, and more. The promise of account-based marketing (ABM) rarely exceeds expectations when it is not built on a foundation of account planning.

Lead Rank 156

Lead Rank Account Based Marketing Customer Hiring 156

The Pipeline

AUGUST 7, 2018

We then send our reps out and tell them to go forth and find decision makers, you know, “those executives in the C Suite!” ” The problem is this group of decision-making ‘C types’ is shielded from the day to day realities of your product. ” No.

Decision Maker 149

Decision Maker Banking Call-back ROI 149

Babette Ten Haken

FEBRUARY 7, 2018

The customer discovery process is all about the decision maker, not the startup team members or the sales person. First of all, when teams or sales people engage decision makers in customer discovery, the decision maker is the smartest person in the room. Regardless of their academic credentials.

Decision Maker 72

Decision Maker Customer SME Retention 72

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. With more decision-makers and salespeople online than ever before, the digital sales landscape is becoming more competitive.

Intent Data 103

Intent Data Buyer Intent Intent Top of Funnel 103

PandaDoc

FEBRUARY 23, 2024

Here’s how the two compare: Opportunity management Lead management Key focus Long-term growth and relationship building Customer acquisition and sales Goals Leveraging opportunities for sales, partnerships, and market expansion Converting leads into customers Related activities Identifying potential high-value partnerships, uncovering new market opportunities, (..)

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

Cience

APRIL 30, 2020

On average a B2B purchase involves between 3 and 5 decision-makers. What this means is that you need to be able to convince both the influencer as well as the decision-maker. Focus on retention. B2B customer journeys are typically more complex than those for retail customers. So, what are you waiting for?

Ideal Customer Profile 102

Ideal Customer Profile B2B Company Churn 102

Sales Hacker

MARCH 8, 2024

This contributes to overall customer satisfaction and retention. Leveraging partnerships in onboarding Shortening the time to value (TTV) for customers can boost retention and reduce churn. Ecosystem-led marketing Marketing has ample opportunities for implementing ecosystem-led growth through partnerships.

Lead Rank 94

Lead Rank Referrals Lead Scoring Ideal Customer Profile 94

Babette Ten Haken

FEBRUARY 7, 2018

The customer discovery process is all about the decision maker, not the startup team members or the sales person. First of all, when teams or sales people engage decision makers in customer discovery, the decision maker is the smartest person in the room. Regardless of their academic credentials.

Decision Maker 59

Decision Maker Customer SME Retention 59

Babette Ten Haken

SEPTEMBER 22, 2020

When business stories are too specific, decision makers are unable to easily connect the dots to their own tactical – let alone strategic – scenarios. Consequently, you ask decision makers to spend too much energy finding applications of your solutions to their own needs. That is your job, not theirs.

Decision Maker 86

Decision Maker Energy Coaching Objections 86

Zoominfo

APRIL 7, 2020

How can a salesperson get the attention of decision-makers in the HR department? What’s the Scope of Responsibility for an HR Decision Maker? In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well.

Resources 130

Resources Decision Maker Compensation Vendor 130

BuzzBoard

APRIL 9, 2024

This priceless combination enables agencies’ sales staff to effectively and efficiently approach the decision-makers of small, local businesses. At its core, relationship marketing emphasizes customer retention and satisfaction over solely acquiring new customers. This implies going beyond mere strategic client targeting.

Account Based Marketing 52

Account Based Marketing Account Marketing Ideal Customer Profile 52

Babette Ten Haken

JUNE 3, 2019

And that, once impressed, you also assume these influencers and decision makers will buy into whatever product, service or solution you are selling, pitching or proposing. Could it be that the reason decision makers and peers listen to you, in the first place, is that they already respect the value you bring to their tables?

Decision Maker 82

Decision Maker SME Ideal Customer Profile Margin 82

Babette Ten Haken

MARCH 17, 2017

Then, they impact customer retention within complex industrial Internet of Things (IIoT) selling environments. That is the place where strategic hard calls are made by decision makers. Also, depending on what is discovered, there may be no way that the sales ideals proposed and agreed to by decision makers will come to fruition.

Sales Operations 64

Sales Operations Hiring Outsourcing Services Decision Maker 64

Zoominfo

JANUARY 11, 2021

Decision-makers are often only interested in sellers that know exactly who they are and what they want. Targeting management position leads has possible success when they have access to those decision-makers. The email inboxes of B2B executives are already filled with so much marketing clutter.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Zoominfo

MAY 19, 2017

Check out these 20 sales and marketing statistics: Sales and Marketing Alignment Statistics Organizations with tightly aligned sales and marketing functions enjoy 36% higher customer retention rates ( source ). Get the information you need to identify your buyer personas , improve lead scoring , and reach decision makers faster.

Marketing 130

Marketing Lead Rank Lead Scoring Buyer Persona 130

Zoominfo

JANUARY 23, 2021

Additionally, according to Forrester, organizations with growing annual revenues of 10% or more do a better job measuring and describing customer-lifecycle value ( retention rates, customer lifetime value , customer satisfaction and customer advocacy). With increased innovation, there are greater selling opportunities for account managers.

Account 130

Account Lead Rank Ideal Customer Profile Decision Maker 130

Babette Ten Haken

FEBRUARY 6, 2020

Then again, do you tell stories of epic disasters which, in reality, are outside the norm for the majority of decision makers listening to you. Either way, when the stories you tell are not relatable stories, decision makers tune out and turn off. Consider the customer experience value of that outcome.

Relationals 77

Relationals Decision Maker Exact Customer 77