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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The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

The Top 5 Phrases That Will Close The Deal With Your Prospect

MTD Sales Training

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they needed help. They simply didn’t know what to say to get the order without it appearing to put pressure on the prospect. One of my training consultants said to him that the problem couldn’t be solved in just half-a-day with some closing tricks, tips and techniques.

More Trending

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.

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.

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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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.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

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

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.

10 Reasons Salespeople LOVE the HubSpot CRM and Sales Enablement Tools

The Center for Sales Strategy

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

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.

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.

Coaching Culture: Why You Need One & How to Build It (Part 1)


This series will help you identify what coaching culture looks like and how to start, build, and maintain one that drives ROI for your organization. All sales leaders know they should be coaching their reps, but when your day consists of running from meeting to meeting and call to call it’s easy to put coaching on the backburner. When coaching isn’t built into your sales culture, rep performance can stagnate leading to unhappy reps and little growth.

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.

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.

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.

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

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.

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.

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

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.

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.

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!

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

How GDPR will affect sales teams (Q&A webinar)

Here's the recording of today's webinar about how GDPR is going to affect sales teams (hint: the answer is, it's impacting sales teams in a lot of ways). Tune in!

Transitioning from Outside Sales to Inside Sales

Janek Performance Group

We’ve had something of a mini-series on outside sales lately – from talking about the transformation of field sales to offering productivity tips for on the road. Today we’ll be talking about how to transition from outside sales to inside sales.

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