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?

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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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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

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.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

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.

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.

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.

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.

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Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

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.

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.

10 Reasons Salespeople LOVE the HubSpot CRM and Sales Enablement Tools

The Center for Sales Strategy

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.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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!

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

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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.

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.

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.

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

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!

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

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Two-Way Trust as the Foundation for Business Growth

Selling Power

When I work with B2B companies around the world to grow their revenue, one of the first things we do is a trust audit. Customer Relationships

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Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

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

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.

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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.

VIDEOS: Why These 3 Cold Emails Aren’t Working


By: Ryan O’Hara. Today I decided to go through some of the cold emails folks have sent me and give feedback on how to make them better. Let’s jump right in. Here’s another one that is hard to read. The content isn’t very engaging or entertaining: This one may be one of the toughest ones I have ever done. Trying to be helpful for this person. Never give out pricing in a cold email! Hope these are helpful for everyone! Blog Featured RateMyPitch Uncategorized Video

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.