SBI

JANUARY 26, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Government 118

Government Apparel Retail Sales Enablement 118

Highspot

JANUARY 31, 2020

If you find that sales teams consistently fail to meet targets, then granular metrics, such as the ones above, will help uncover roadblocks and enable you to resolve them. How Do You Achieve Sales Excellence? Sales excellence is achieved through the right combination of processes and programs including: Sales enablement.

Lead Rank 98

Lead Rank How To Sales Enablement Analytics 98

Miller Heiman Group

JULY 9, 2019

They want to know about your sales technology stack and understand what you’re doing to stay ahead of competition and industry trends. When interviewing millennial sellers, organizations should understand their sales DNA and use sales skills assessments to match them to the right role and right sales training program.

Hiring 72

Hiring Face-to-face Loyalty Segment 72

SBI

NOVEMBER 6, 2018

Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. Each interview is an opportunity to learn about different solutions and what way they’re changing the game for sellers.

Ideal Customer Profile 116

Ideal Customer Profile VanillaSoft Sales Qualified Lead Account Based Marketing 116

SBI

MARCH 7, 2019

As sales reps face increased workloads and customer demands, often the customer experience takes a back seat to closing deals efficiently and making quarterly quota. Buyers today spend more time researching products before interacting directly with a person in the sales organization.

Customer 94

Customer Transportation Buyer Face-to-face 94

SalesLoft

MARCH 21, 2022

Your CRM analyzes sales data so you can create reports that can help you develop an effective strategy for providing a better customer experience and increasing customer loyalty. Sales engagement: Your System of Action. Sales engagement platforms automate sales interactions enhancing communication with buyers.

CRM 52

CRM Scale Hiring Marketing Qualified Lead 52

LeadFuze

SEPTEMBER 29, 2020

The trends covered in this article will be a combination of general trends in sales (technology and processes) and those influenced by the Covid-19 pandemic. 6 Emerging Sales Trends to Watch. And for many, this knowledge will be necessary for mere survival. 1 Transparency. If you’re helping, say it, don’t scream it.

Trends 76

Trends Top of Funnel Consumer Channels 76

HeavyHitter Sales

FEBRUARY 17, 2015

CipherCloud technologies protect popular cloud applications out of the box such as Salesforce, Force.com, Chatter, Box, Google Gmail, Microsoft Office 365 and Amazon Web Services.    Mitel   – I cannot recall a company that has so successfully repositioned its brand and refreshed its portfolio of technologies as Mitel has.

Company 60

Company Government Microsoft Retail 60

Highspot

APRIL 14, 2023

Sales managers also need to be closely attuned to what’s happening in the market to understand any headwinds their sales reps are facing. A problem many businesses face today is that the approach to sales training is stuck in the past. But here’s the thing — a great sales training strategy is a worthwhile, long-term investment.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales managers also need to be closely attuned to what’s happening in the market to understand any headwinds their sales reps are facing. A problem many businesses face today is that the approach to sales training is stuck in the past. But here’s the thing — a great sales training strategy is a worthwhile, long-term investment.

Training 52

Training Scale How To Hiring 52

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Top of Funnel 92

Top of Funnel Sales Qualified Lead Engineering Buyer 92

Vendor Neutral

APRIL 22, 2021

Customer retention helps develop brand loyalty, and loyal customers are not only more likely to buy from you but are also more willing to recommend your brand to others. Compare that to 60 to 70 percent for existing clients. There are also ancillary benefits to better retaining your existing client base.

Retention 59

Retention Webinar Metrics Strategy Cancellation 59

Nutshell

JUNE 22, 2020

Then you can continue to use the strategy to boost customer loyalty once a prospect becomes a buyer. Both of these sales channels still have their place! Because of this, texting is viewed differently than other text-based communication channels like email.

B2B 123

B2B Closing Follow-up Campaigns 123

SalesLoft

APRIL 17, 2018

Personalization is key to building a relationship, and relationship building will lead to increased sales. After all, the sales experience drives 53% of customer loyalty. By analyzing consumer data, AI can help pair the best possible sales personality with each customer.

Data 52

Data Coaching Loyalty Benefit 52

Artesian Solutions

OCTOBER 30, 2018

But harnessing predictive technology is no longer only achievable for the likes of Amazon, sellers today have at their disposal advanced sales technologies, like Artesian, that are utilising machine learning and predictive analytics to enable sellers to construct predictive models based on patterns of event types and customer attributes.

B2B 45

B2B B2C Segment Lead Rank 45

SugarCRM

OCTOBER 27, 2022

“CX leaders understand that over 90% of loyalty is earned in two places: at or around the point of purchase and when something goes wrong”, Swinscoe says. Break down your organizational silos, prioritize communication and transparency, and demonstrate intentionality towards CX from the top of the business.

Ideal Customer Profile 26

Ideal Customer Profile SugarCRM Customer Trends 26

Babette Ten Haken

OCTOBER 15, 2018

Current and potential customers can tell us overstated stories. To attract our attention, negotiate business with us. And lead us on and on and on. So, why do we continue to believe them? Until we don’t, anymore? First of all, we are flattered that these customers contacted us.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Babette Ten Haken

NOVEMBER 12, 2018

We instinctively know that collaborative storytelling is profitable. Except, we don’t have time to discover valuable client stories. Or, tell these stories, compellingly, while acquiring or retaining customers. Consider the impact of our not having time to capture these stories on productivity, profitability and customer retention?

Ideal Customer Profile 89

Ideal Customer Profile Retention SME Compensation 89

Babette Ten Haken

OCTOBER 8, 2018

The quality of engagement experience is essential for fueling ongoing, high-quality customer experiences. First, the act of engaging customers encourages both customers and sellers to exchange energy with one another. Like a chemical equation, is the desired reaction balanced and controlled?

Ideal Customer Profile 88

Ideal Customer Profile Customer Chemicals SME 88

Babette Ten Haken

NOVEMBER 1, 2018

After all is said and done, collaborative revenue generation is part of everyone’s job function. Whether stated or not in an employee’s job description. Sounds pretty boring, doesn’t it? Actually, collaborative revenue generation is the lifeblood responsible for business growth, expansion and sustainability. Have I got your attention?

Revenue 85

Revenue Retention SME Ideal Customer Profile 85

Babette Ten Haken

NOVEMBER 19, 2018

Innovative customer retention should not be a rare occurrence. However, in many organizations, innovative is the last thing customers expect. Here’s why. First of all, customers continuously re-evaluate why they do business with us. Whether we are aware of their evaluations, or not.

Retention 83

Retention Ideal Customer Profile Customer SME 83

Babette Ten Haken

JANUARY 3, 2019

Now, how do you expect me, of all people, to answer this question? It is never too early to focus on retaining customers. Because if you do not make customer retention a simultaneous part of your customer acquisition process, then you will be worrying about retaining customers down the road.

Ideal Customer Profile 71

Ideal Customer Profile Customer Retention SME 71

Babette Ten Haken

SEPTEMBER 19, 2018

Who actually owns the customer, pre-sale through post-sale? The customer retention ownership conversation is not a matter of assigning this critical-to-sustainability activity to “someone” in your organization. Out of sight. Out of mind. Until “something” happens. And it always does, doesn’t it?

Retention 75

Retention Ideal Customer Profile Customer Hiring 75

Babette Ten Haken

SEPTEMBER 26, 2018

Is your account base full of unintentionally acquired, potentially disposable clients? Take a good look. Disposable clients are historical in nature or easily acquired to fulfill quarterly quota. And then they stick around.

Ideal Customer Profile 74

Ideal Customer Profile Scale SME Hiring 74

Babette Ten Haken

OCTOBER 4, 2018

Each day, departmental factions negatively impact workplace productivity and profitability. Eventually, factions perpetuate subtle assumptions. Over time, assumptions become dogma and are hard-wired into decision-making that impacts how we deliver to customers. As a result, we continue to underserve colleagues as well as clients.

Ideal Customer Profile 73

Ideal Customer Profile Customer Hiring Consumer 73

Babette Ten Haken

SEPTEMBER 20, 2018

All of us have toxic demanding customers in our client bases. However, we do have control over the situation. Let’s explore. These customers pride themselves in making our business lives difficult. First, they are predictable: they will challenge all proposed solutions. Even the simplest ones. Because everything has to be “their idea.”

Ideal Customer Profile 72

Ideal Customer Profile Strategy Customer SME 72

Babette Ten Haken

OCTOBER 10, 2018

Our customers find us professionally boring when we are completely boring. Over time, we gradually become less than enthusiastic about serving them. For a number of reasons. And our sentiments about our customers become very obvious. As a result, as the song goes: “The thrill is gone.” It’s a two-way street.

Ideal Customer Profile 70

Ideal Customer Profile Customer SME Hiring 70

Babette Ten Haken

NOVEMBER 29, 2018

Can we talk? Your employees are confused about their customer retention roles. And if your employees are confused, think about how their confusion translates. Into customer experiences, customer success and customer retention. First, ponder whether your hiring processes focus on hiring employees to fulfill customer retention roles. .

Retention 66

Retention Ideal Customer Profile Hiring Customer 66

Babette Ten Haken

NOVEMBER 28, 2018

Are competing customer retention cultures crippling your organization or association? Often, businesses remain blissfully unaware that employees perform at cross-purposes to one another. Professionally, functionally, emotionally and purposefully.

Retention 66

Retention Ideal Customer Profile Hiring Customer 66

Babette Ten Haken

DECEMBER 17, 2018

Throughout the year, we sabotage customer outcomes in favor of our own priorities. Not intentionally, at least from our perspective. Nonetheless, from our customers’ perspectives, we cycle back and forth throughout the year. Falling short, and then scrambling to recover, when delivering remarkable and enduring customer outcomes.

Ideal Customer Profile 65

Ideal Customer Profile Customer SME Hiring 65

Babette Ten Haken

DECEMBER 10, 2018

These 5 little One Millimeter Mindset workplace collaboration blog posts wrap your brain around the notion that collaboration no longer is a “nice to have” soft skill. An occasional behavior we put into play every now-and-then, when we feel like it. But, most of the time, ignore.

Ideal Customer Profile 64

Ideal Customer Profile SME Hiring Retention 64

Babette Ten Haken

FEBRUARY 13, 2019

A valuable association chapter member experience is the lifeblood of an association chapter. Yet, like their business counterparts, state chapters of national associations can struggle to retain an actively engaged and growing membership.

Ideal Customer Profile 61

Ideal Customer Profile Guidelines Engineering Meeting 61

Babette Ten Haken

DECEMBER 27, 2018

My top 2018 Customer Experience blog post started off being a reflection of a topic near and dear to my heart. The subject of my keynotes and workshops on professional purpose and profitable workforce collaboration.

Ideal Customer Profile 61

Ideal Customer Profile Customer SME Positioning 61

Babette Ten Haken

DECEMBER 12, 2018

Yes, sales people usually get all the glory. Customer retention is a business growth, expansion and sustainability strategy. However, in reality, customer retention is firmly in the hands of everyone else in the organization who usually is not part of the customer acquisition process.

Retention 61

Retention Ideal Customer Profile Customer SME 61

Babette Ten Haken

AUGUST 8, 2018

What happens when we become professionally compelling to clients? For starters, clients invite us to their business tables. As resources. Even when no “apparent” business opportunities exist. Over time, becoming professionally compelling positively impacts client experience.

SME 57

SME Webinar Metrics Retention Trends 57

Babette Ten Haken

AUGUST 13, 2018

Professional Zen is a valuable professional characteristic to have. Especially when the goal not only is to acquire clients, but also to retain them. It becomes a matter of how we leverage customer experience, long-term.

Customer 53

Customer SME Retention Quota 53

Babette Ten Haken

JUNE 25, 2018

Your customers do not care whether you make your quarterly numbers or fulfill your organization’s KPIs. They have their hands full with their own workplace issues, KPIs and deliverables. Why should they care about you, and your issues? It just could be that your professional urgency conflicts with your clients’.

Customer 54

Customer SME Retention Hiring 54