Wed.May 23, 2018

Top 3 Customer Retention Metrics

Sales Benchmark Index

“Our customer retention is excellent. We only lose 5% of customers per year, so our retention is 95%.”. Does this sound familiar? If so, you have probably also been caught off guard when your board double clicks on this number.

How to Focus on your Bread and Butter: Achieving Work-Life Balance with Technology

Smart Selling Tools

The Daily Conundrum. If you’re like most sales professionals working in today’s hyper-connected, always-on environment, you struggle on a daily basis to meet your goals. The concept of work-life balance is a dated one as we continue to raise the bar on performance and financial expectations.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Rolls eyes.]

Looking For Your First Job? Consider A Job In Sales

John Barrows

Lately I’ve seen lots of graduates on LinkedIn and I’d like to say “Congratulations” to everyone moving on to the next chapter of your life journey. The good news is you’ve made it. The bad news is these upcoming chapters are what actually matter. What job will you land?

Sports 262

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How to Use Your Social Media Channel for More Sales

Sales and Marketing Management

Author: Kostas Chiotis Consumers are becoming increasingly swayed by social media posts when it comes to purchasing a product or service, making it a great platform for sales. Increasing sales via social media content, campaigns and outreach is really important part of a marketing strategy these days. But how do you convert your social media followers to purchasing customers? Here are a few trending ways brands are using social media to forward their business. Use influencers for branded content.

Questions: Not Just for Sales Needs Analysis Anymore!


As a sales coach and trainer, people occasionally ask me, “Out of all the selling skills, which one is most important?” Hands down, the master skill in selling is knowing how to ask purposeful questions. Great questions will advance the sale throughout your sales process , so don’t use them for sales needs analysis alone! sales questions

More Trending

Get 3X B2B Marketing ROI by Nurturing Leads


Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. Successful lead generation—inbound and outbound—requires nurturing. But it’s often the most underutilized marketing activity at a marketer’s disposal.

ROI 116

How to Turn Customer Problems into Opportunities

Paul Cherry's Top Sales Techniques

An opportunity buying signal? Have you ever come across a situation where your customer is articulating a particular issue or problem? And you suddenly think… Aha!… … This is an opportunity buying signal. It’s time to start selling!

How to Manage Complex Sales at Scale

Sales Hacker

The post How to Manage Complex Sales at Scale appeared first on Sales Hacker. AppBuddy Choice Partner Sales Management Webinars

Episode #066: Storytime with David JP Phillips

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: David JP Phillips and Jeff talk about how story changes everything. The stories our customers tell themselves about why they’re purchasing. The stories we tell our customers as sales professionals.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How to Be a BDR Superstar with Jackie Lipnicki, ScribbleLive

Igniting Sales Transformation

In this week’s Conversations with Women in Sales interview, I talked with Jackie Lipnicki, Head of Business Development Representatives at ScribbleLive about what it takes to be a BDR Superstar. SDR/BDR teams are an important part of many company’s sales growth strategy.

Sales Experts Give Tips on Cold Calling Cell Phones


By: Ryan O’Hara and Isabel Roche. Over the past few months, we’ve had a lot customers come in and buy LeadIQ just for our phone data. It wasn’t always like this.

The Art of Conversation: How Sales Teams Can Build World-Class Buying Experiences With Chat


People are tired of being sold to. They’re immune to emails, turned off by the hard sell, and can spot a sales pitch a thousand miles away. These days, buyers have more information and power than ever before, and they’re not just using that power to buy products — they’re using it to buy experiences.

Five Ways You Can Improve Follow-ups


By: Ryan O’Hara. You’ve done your homework. You’ve read up on your prospect, their company and their business. If this were Point Break, you’d be Swayze. You know that your service can be a game changer for them. You live to get radical.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Why Customer Micro Experience Specialists impact Customer Retention

Babette Ten Haken

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.

Creating a Change Management Strategy


We’ve talked about best practices for successful implementation, how to increase adoption of initiatives, and how to manage change when launching sales readiness tools.

Research Reveals Best Practices for Sales Territory Design


By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process.

PODCAST 08: The Most Effective Outreach Strategies to Build Your Pipeline

Sales Hacker

On this episode of the Sales Hacker podcast, we talk with Derek Grant , VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. What You’ll Learn. What types of cadences to use to predictably drive pipeline development.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

10 Reasons Salespeople LOVE the HubSpot CRM and Sales Enablement Tools

The Center for Sales Strategy

Instilling a Culture of Sales Performance


Sales can be a lonely profession. Reps usually work alone and are expected to deliver hard results. While some reps thrive in this lone-wolf culture, forward-thinking sales leaders often look for ways to create a vibrant team culture and drive high-performance teamwide.

Understanding How to Combine Storytelling and Data in Sales


Data is necessary for legitimizing a solution, but a story is necessary for promoting it. In business, reliable data is needed to make sound decisions, but data can be overwhelming and sometimes cause inertia that slows or stops the buying process. To bridge the gap between the need for data and the need for clarity, sales professionals can include data as part of a larger narrative by leveraging a storytelling approach in sales. Digital Selling

Data 59

How to Have Values That Support a Winning Sales Culture

Alice Heiman

Did you ever wonder why values are part of a strategy or strategic plan? It’s interesting how some people get really excited about mission, vision, and values, while others like to focus on goals and actions. I get it. Goals and actions feel like getting down to business, and vision and values feel like fluff to some people. There is a reason we do both. Your vision, values, and mission are the foundation for the goals.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Motivation in Sales


Motivation in Sales: Never Giving Up. Motivation in sales can be a difficult thing to come by. In the world of sales where salespeople get rejected continuously, it’s easy to get defeated and feel discouraged. SalesPop!

What is Peer to Peer Sales Coaching?


Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge […]. The post What is Peer to Peer Sales Coaching? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Coaching Sales Strategy B2B sales peer-based selling sales coaching scale globally

Is the current SDR model destroying your effectiveness?


A lot of companies think that in order to be effective in sales, they need a large team of young, inexpensive "Sales Development Reps" (SDRs) lining up emails, inmails and sales calls and talking customers into exploring their products & services. This model of sales started in Silicon Valley, and has been successful in expanding the reach of many SaaS and other technology companies

5 Simple Ways Digital Natives Boost Their Offline Networking

Hyper-Connected Selling

If you are under 25, what can you do to super-charge your network? Everybody offers networking as a critical component of success early in your career, but what does it actually mean? Plant Seeds In your Network Now.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

I Work in Sales, I Don't Have to Be Courteous


Being mindful is one of the core principles of consultative selling and it should be the core principle when doing business. Where do you stand? In sales, should courtesy be tossed out the window? Recently, I have been following a LinkedIn di

The Sales EQ Sales Teams


Why High Sales EQ Sales Teams Win More Business. Emotional intelligence, or EI, is a person’s ability to recognize their own, and other’s, emotions. Emotionally intelligent sales teams win more business. They are competitive and collaborative, which are two words not often used to describe a sales team. Collaboration requires teamwork and interpersonal skills. Most sales organizations talk about the value of teamwork, yet most organizations never walk the talk.

Avoid These 3 Sales Fails


Take the initiative to pick up the phone and call them, NOT give the buyer an assignment to call them first, especially when the buyer raised their hand. There was an interesting stat out of the Harvard Business Review on the importance of tim

Buyer 52

What You’ve Always Been Doing Won’t Get You Where You Want To Be.

Partners in Excellence

I do dozens of business reviews with all sorts of organizations, globally. Many are struggling, they aren’t hitting their numbers–at least consistently. Or their markets/customers are changing, or their competitors are changing. They are all well intended, but too often, they are approaching these challenges in the wrong way. Most of the time, they are committed to continuing to do things, they’ve always done–except just more. They ramp up pressure on the sales people.

Churn 48

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!