Remove Marketing Remove Prospecting Remove Research Remove Retention

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Do you have a customer retention scorecard? I offer the following three ways to improve the health of your customer retention scorecard. When you take ownership of not only acquiring, but retaining customers, you develop your own customer retention scorecard.

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

Morale is the best indicator of retention on a sales team. And retention is a serious issue. Believe it or not, that’s how sales reps spend 66% of their day: Doing research , trying to find the right people, manually entering data In a CRM garden overrun with weeds.

Are We Storytelling compelling Customer Retention Experiences?

Babette Ten Haken

Customer retention experiences create a rich chronicle of just how it is to work with us, and our organizations. Some of our truly best stories about creating compelling customer retention experiences thus remain untold. About compelling customer retention experiences?

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Top 10 Most-Prospected-to Industries of 2018.

7 Must-Have Automated Documents for Sales Success

Market Pulse. delaying delivery of the proposal and giving prospects. plenty of time to lose interest, or continue to research. Quotes and proposals should be considered marketing tools, with. Administrators and marketing teams can tailor templates visually and map.

The Power of Marketing and Sales Intelligence

DiscoverOrg Sales

For many years, sales and marketing teams turned to list providers for prospecting and lead generation. Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts. Even with a strong inbound marketing strategy, it isn’t enough to capture basic contact information. So, what is a sales and marketing intelligence platform? Sales intelligence.

Sales tactics encyclopedia: 15+ strategies for prospecting, qualifying, and closing

Nutshell

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business.

8 Creative Sales Prospecting Ideas You've Never Tried Before

Hubspot Sales

There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. The last section of the site should motivate prospects to take action.

30 Sales Prospecting Email Templates Guaranteed to Start a Relationship

Hubspot Sales

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Do your research.

The 5 Top Media for Cold Prospecting

Pointclear

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Pointclear

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. The responses I received were from Megan Heuer, Vice President & Group Director, and Matt Senatore, Research Director. Account-Based Marketing

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions.

2 Simple Ways to Calculate Total Addressable Market (and how it will impact sales!)

DiscoverOrg Sales

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. What is Total Addressable Market? How is the market growing?

Why You Need Full-Circle Sales at Every Stage in the Buy Cycle

The Pipeline

By developing long-term relationships, you optimize your marketing efforts and get the most from your customer base. She researches to decide whether she prefers you over your competitor. Your marketing team plays an equally critical role. The Pipeline Guest Post - Megan Totka.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing Management

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D, Marketing adapted to taste and preference. . Expand (how to expand relationships with existing customers – marketing’s job no longer ends at the sale). How about video marketing?

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6 Ways to Add Value to Your Prospects' Lives & Win Their Business

Hubspot Sales

But even though “adding value” is not a new concept, I recently came across a LinkedIn post that made me reexamine what I did as a sales rep to add value to prospects, partners, and our customers. This is only reinforced by HubSpot Research showing buyers still think most sellers are pushy.

How to Personalize Your Outbound Approach According to Your Market and Persona

Sales Hacker

No matter your industry, niche, product, or service, the ideal is to communicate with prospects and customers as individuals. Combining market research and your customer personas to personalize from the ground up is the blueprint for powerful prospect and customer outreach.

Finally! A Contact Strategy That I Appreciate

John Barrows

There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list. Prospecting

Great Content Experience Starts with Sales and Marketing Alignment

SalesforLife

In the world of B2B marketing, your content serves as the storefront of your organization. Almost every interaction is defined by the experience content marketing creates. The problem with content marketing is that it doesn't truly encompass the entire customer experience.

Intelligence and insight – The driving force behind sales and marketing alignment

Artesian Solutions

Back in 2015 we wrote a blog on sales and marketing alignment entitled Sales & Marketing: The Peace Process , I re-read it the other day and it got me thinking about how much has really changed in the last three years. Are the lines between sales and marketing still blurred?

New Response Databases - Valuable Resource for B2B Marketers?

Pointclear

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies.

Trick or Treat? Dreamforce Goodies for B2B Marketers

Smart Selling Tools

Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. -. I’ve sorted a few that are affordable, powerful and well integrated in marketing automation.

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The Looming Implosion Of Sales/Marketing Automation Apps

Partners in Excellence

I think we are experiencing much of the same thing in the sales and marketing automation markets. The sales and marketing automation markets are booming. This is the complete set of applications being inflicted on sales and marketing people.

Onboarding sales reps: 6 tips for increasing new hire productivity and engagement

Nutshell

Research shows that properly onboarding new sales reps is important because: It increases retention: The average turnover cost per sales rep is $97,690 when you add up recruiting costs, training costs, and lost sales. Implementing these strategies and you’ll see new hire engagement, productivity, and retention rise in your sales department. This way they aren’t surprised by any responses they get from prospects and can respond quickly to many objections.

6 Sales and Marketing Tips & Ideas to grow your Business

Tenfold

To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. Marketing, on the other hand, involves all those actions that a business takes to reach and recruit prospects. Direct sales marketing embodies all of these strategies.

This Is Not Your Father’s Marketing Plan, and That’s Good

Sales and Marketing Management

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D, Marketing adapted to taste and preference. . Expand (how to expand relationships with existing customers – marketing’s job no longer ends at the sale). How about video marketing?

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How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. But while prospecting with cold email might be a tempting way to avoid the awkwardness of rejection over the phone, you have to do it right. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? As Founders, we have a combined 70+ years running global sales and marketing teams.

Sales Tech Simplified with @Katie_E_Bullard: How to Eliminate the Problem of Data Decay

Smart Selling Tools

Katie: You may have heard terms like sales intelligence, marketing intelligence, intent data, predictive data, or similar: They generally refer to the same thing, which we refer to it as marketing and sales intelligence, and it’s revolutionizing the B2B industry.

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Why the Best Lead Generation Techniques Are Proactive

No More Cold Calling

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. Our prospects still need us just as much as they did before, but their needs have changed.

The Fourth Value Conversation

Corporate Visions

Together, the three value conversations spanned the entire customer acquisition side of marketing and sales. It demands edgy, swashbuckling messaging and skills designed to overcome status quo bias and break down your prospects’ aversion to change.

Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations.

How to Close More Deals with Social Media

Alice Heiman

It seems that many sellers are using social media to prospect, but don’t find ways to intertwine social media throughout the entire process. In my world, a successful sales process starts with targeting the right audience to ensure successful prospecting. When they are ready, the process then moves through determining the prospect’s needs to educating the prospect on how you solve their problem and on how to buy from you. Sales is Social.

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.”

Improve Sales Communication with Images and Video

Fill the Funnel

Recent research supports the idea that visual communication is more powerful and persuasive than verbal communication, suggesting in many instances that people learn and retain information that is presented to them visually much better than that which is only provided verbally.

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Customer Experience

Pipeliner

It’s tough for companies for really stand out or differentiate themselves with prospects and customers without a positive customer experience. Second, after this awareness is the evaluation stage, where the might research different camera brands and models.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

employee retention. Sales and marketing messaging should address the employee experience, and lowing the cost to serve. The ones who ignore that, they’re going to be talent losers in the market.”. Read it: How to Use Data to Recruit Like a Marketer.

How the Fastest Growing Startups Build Their Sales Teams

Openview

Buyers are empowered by unprecedented information, and as the divide between sales and marketing erodes, startups must hire sales reps that know how to foster a seamless customer journey between marketing and customer success groups.

Maslow’s Hierarchy for SDR Teams

DiscoverOrg Sales

Without good people, the best messaging in the world won’t get you anywhere, because you’ll engage prospects, but won’t convert them. The retention rate of new hires four months after being hired (reps who “made it”), went from about 50% to 90%. Triggers (from Marketing).

Leveraging Tools To Make Us Better

Partners in Excellence

Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. Why research, target, and understand a prospect, when the tools do that for you, and all you have to do is blindly call a customer saying, “I have a cool product?”.

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