Sun.Mar 04, 2018

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How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing Management

Author: Ajay Gupta It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients. Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention. What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%.

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Meet The ‘A Listers’? Who Are Ruining Their Selling Careers

Bernadette McClelland

I read an article the other day, well it wasn’t an article, it was a bit of banter on LinkedIn, and a question was posed as to why only 20% of salespeople make quota. And seriously, the answers that came back and who they came back from, caused me some concern. And for a couple of reasons: 1. Because they were from sales leaders and. 2. Because they were from salespeople.

Meeting 191
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5 Ways Technology Changed the B2B Selling Process

Zoominfo

Technological advancements can transform any industry or job function overnight — including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in tech, you fall behind your competitors. Don’t let this happen to you! What Is The B2B Selling Process?

B2B 130
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Sales Motivation Video: Learn How to Motivate Yourself

The Sales Hunter

Do you know the secret of accelerated growth? Well, it’s not really a secret. You have to learn to motivate yourself. Today’s expectations become tomorrow’s norms. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, […].

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Where is your prospect in their buying journey?

Membrain

One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.

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17 Peculiar Paradoxes of Social Selling

Tony Hughes

Every area of our lives is rife with paradox. Social Selling has engendered many of its own but I've yet to see anyone take on the subject as the topic is so new. I began to write a post on business paradoxes. That opened my mind to some mind-boggling ones like this. The overarching takeaway that I can share is the best practices most commonly held and shared are often the ones hurting your strategy the most.

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Salesforce Podcast – When to Fire Your Top Salesperson

Keith Rosen

Would you consider firing a top performer? Sure, you love that they’re crushing their quota, but are you being held hostage by them to the point where they’re causing more collateral damage than they’re worth? Listen to this Q & A interview I did with Salesforce based on one of my most popular articles and you decide. . ?. Questions addressed in this interview are below.

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Top 7 Utopian & Dystopian Shocking Sales Predictions

Tony Hughes

It's the end of the sales world as we know it. and I feel fine? Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. "Gartner predicts that by 2020, 85% of interactions between businesses will be executed without human intervention.

Hiring 68
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Fix the Right Sales Problem

Pipeliner

For many of us, the start of a new year is the perfect time for reflection on the decisions we’ve made over the last year. What didn’t work? What did? To meet this year’s goals, what should we continue doing and what should we cease? Since you may be in the midst of such reflection yourself, I thought I’d provide a bit of advice that has kept many a sales team on the right track.

Hiring 55
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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TSE 782: How Can I Follow Up After I Send The Proposal?

Sales Evangelist

Have you followed up plenty of times and not heard anything back? Did they go radio silent after you gave them the proposal? During this episode, I highlight the importance of continuing the conversation with your customers. Listen up and learn how you can effectively follow up as salespersons. PREPARATION IS KEY Don’t wing it. […] The post TSE 782: How Can I Follow Up After I Send The Proposal?

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Podcast: Jeanette on The Essentials of Successful Negotiating

Nyden on Negotiation

Just how do you make a deal, anyway? The ability to negotiate should be part of our nature. After all, deal making is as old as humanity itself. But the rules for a successful negotiation are anything but innate, especially in the age of globalization and technological upheaval. Nevertheless, businesses and individuals alike need to […].

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Hyper-Connected Selling Idea #38

Hyper-Connected Selling

The post Hyper-Connected Selling Idea #38 appeared first on David J.P. Fisher.

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4 Key Considerations for More Personalized Marketing

Zoominfo

Today’s customers are faced with hundreds of different buying options. While this undoubtedly makes for an ideal buying situation, it makes the job of a marketer significantly more difficult. Think about it: When a consumer is constantly presented with hundreds of different brand messages, how can you cut through the noise to capture their attention?

Marketing 194
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr