The Center for Sales Strategy

JANUARY 15, 2024

Sales leaders play a pivotal role in coaching teams, driving revenue, and creating a positive culture. Yet, there are many proven benefits to providing leaders with growth opportunities, including increased productivity and performance, better recruitment and retention, improved decision making, and better customer relationships.

Pivotal 103

Pivotal Retention Coaching Positioning 103

Vendor Neutral

APRIL 22, 2021

Do You Have a Value Driven Strategy to Enhance Client Retention? It is little surprise client retention is so prominent in the minds of businesses leaders today. What is the role of value in these efforts, though, and what are some methods for improving retention in today’s selling landscape? Why Client Retention Matters.

Retention 59

Retention Webinar Metrics Strategy Cancellation 59

SBI Growth

NOVEMBER 6, 2018

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

Scale 253

Scale Pivotal Hiring Direct Sales Team 253

The Pipeline

JUNE 9, 2020

Step back and see that much of our ability to pivot and continue came by leaning on different people than in previous pivots. As mentioned the revenue may be better served by me stepping out and letting the success team drive adoption and retention. People confuse new things purchased with new ways of purchasing.

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

Bernadette McClelland

DECEMBER 30, 2023

What if it led to top talent retention or the knowledge that your company values were being met whilst also impacting families? The pivotal questions were asked of the guys, What strategies have you implemented? It's your choice as to what you want that flow to be. What if your managers turned into real leaders? How have you changed?

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Sales Gravy

AUGUST 11, 2023

Walsh shares insights on the importance of trust, relationships, and professional development in nurturing and retaining sales talent, as well as the challenges and opportunities of pivoting to virtual selling during the pandemic. Focus on personal and professional development instead of financial incentives.

Lead Rank 69

Lead Rank Lead Scoring Pivotal Sales Talent 69

CloserIQ

MARCH 4, 2019

The business case for adopting these systems often overlooks a very important component – the positive impact on sales team recruiting, onboarding, and retention. To that end, it’s pivotal to understand how to include sales hiring and retention when you’re building a business case for adopting new technology.

Retention 61

Retention Hiring Sales Technology Sales Talent 61

Janek Performance Group

APRIL 17, 2024

Scalability, Flexibility, and Growth Scalable model Adaptability Growth and retention As businesses grow, BDR teams can be easily scaled up or down. These figures are important to gauge BDR growth and retention. BDRs may struggle to pivot toward more inbound-focused strategies, such as content marketing or social selling.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

BuzzBoard

JANUARY 8, 2024

Generative AI plays a pivotal role in analyzing this data to generate personalized content that resonates with individual customers. Higher Engagement and Retention: Hyper-personalized experiences drive increased engagement, leading to higher customer retention rates.

Customer 104

Customer Loyalty Small Business Small Business 104

Sales and Marketing Management

DECEMBER 14, 2020

For example, one of our key high-tech clients initiated a straightforward deal registration program and quickly pivoted to a robust sales training and engagement effort. Without a sales training initiative, you may fall behind your competitors in terms of channel partnership or struggle with employee retention. Training is expected.

Incentives 295

Incentives Incentive Training Channels 295

SBI Growth

APRIL 1, 2020

And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure. You are staring into the abyss. Fear, uncertainty, and doubt about your marketing strategy occupy your mind.

Pivotal 224

Pivotal Customer Strategy Marketing 224

Sales Training Connection

JUNE 19, 2013

There is little doubt that the front-line sales manager is the pivotal job for building a superior sales team. Sales training and development in medical sales are important not only for skill acquisition but also for long-term retention. When there is a need for substantial change the importance of the role is magnified significantly.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Alice Heiman

OCTOBER 21, 2021

27:35] The CEO as the spearhead and pivot of the organization. [30:35] Her leadership style fosters a culture of trust and empowerment, resulting in improved staff retention and engagement. Highlights of this Episode: [3:19] Maria’s journey to becoming the CEO of basketball. [8:24] About Our Guest.

Sports 136

Sports Face-to-face Pivotal Retention 136

BuzzBoard

MARCH 8, 2024

How to Set Effective Digital Marketing Goals for Your Small Business Creating effective digital marketing objectives is a pivotal initial step to executing a successful strategy for small-scale businesses. Creating a marketing funnel is pivotal to this strategy.

Small Business 52

Small Business Small Business Course Top of Funnel 52

Pipeliner

FEBRUARY 22, 2024

From Humble Beginnings to Cutting-Edge AI Thomas traced how Bigly Sales pivoted from a primary sending platform to an AI powerhouse. These companies will offer better retention through top-notch support, gaining a competitive edge. I wanted to share some of his compelling insights. What drove this change?

Customer 52

Customer Lead Gen Face-to-face Pivotal 52

Pipeliner

MARCH 30, 2024

It underscores every employee’s pivotal role in the intertwined marketing and sales processes. Advocating for a profound organizational mindset shift aimed at the overarching goal of profitable customer acquisition and retention. Our discussion unveiled the transformative concept of the “Great Wheel,” a philosophy.

Video 52

Video Lead Rank Lead Scoring Sage 52

Hubspot Sales

OCTOBER 18, 2023

Trust is pivotal in building and guiding a successful, growth-oriented team — don't skimp on human connection and alignment when it comes to the people you manage. Six months later, Brian called again to inform him that HubSpot had pivoted. Always break down goals by revenue, new customers, and retention.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

BuzzBoard

APRIL 10, 2024

Understanding the Fundamentals of Lead Nurturing Challenges Faced by Digital Marketing Agencies Lead nurturing remains a pivotal process for any effective digital marketing agency. However, it also poses several unique challenges. Among the most daunting is content creation for multiple clients.

Lead Nurturing 52

Lead Nurturing Scale Sales Qualified Lead Leads 52

Sell Integrity

AUGUST 10, 2020

Not only are more organizations pivoting to virtual out of necessity, they’re also seeing how effective it can be. While there are many benefits to using internal trainers to deliver sales and service training, your internal facilitators need have the skills, tools and practices to maximize learner engagement, retention and outcomes.

Training 93

Training Retention Pivotal Webinar Metrics 93

Mereo

NOVEMBER 15, 2023

1) TRANSITIONING FROM A FOCUS ON THE DEAL TO REVENUE If your organization is in the midst of pivoting from a focus on closing the deal (transaction) to ongoing revenue for the full client lifecycle, your go-to-market organizational approach will need to pivot too. What are your client retention rates? Who owns a client?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

Sales and Marketing Management

FEBRUARY 15, 2021

Many sales organizations have pivoted to virtual events rather than simply canceling major sales events. Sales leaders that are finding success training sellers virtually plan a variety of activities to improve learning retention, such as: Providing a mission document that sellers complete as they attend sessions.

Education 194

Education Film Channels Cancellation 194

Highspot

JULY 2, 2021

Over the last year, many companies pivoted to focus on nurturing existing customers, making it more important than ever to enable your post-sales teams, from customer success to services. Focusing on the customer experience and journey from implementation onwards is what drives retention.

Customer 98

Customer Churn Sales Enablement Pivotal 98

Sell Integrity

MARCH 18, 2021

Identifying and recruiting the “right” salespeople may be your best opportunity to cut retention issues later off at the pass. And 2020 was such a unique year retention could be even more difficult this year. How to Recruit Top Sales Talent. The average annual turnover for sales teams is near 30%. Contact us for a discussion.

Lead Rank 118

Lead Rank Lead Scoring Hiring Strategy 118

Gong.io

FEBRUARY 22, 2022

Gainsight surveyed CEOs, CROs, and COOs from late-stage, private cloud SaaS companies in late March 2020 and found that customer retention was by far their #1 focus. Additionally, net retention (NRR) didn’t decline as much as expected. Simply stated, retention is the new growth. That data point didn’t surprise Nick.

Churn 115

Churn Webinar Metrics Strategy Customer 115

BuzzBoard

MARCH 20, 2024

By creating targeted messaging, appealing to individual needs, preferences, and issues, you can boost customer attraction and retention. By zeroing in on individual customer experiences, Groove witnessed a 10% uptick in its customer retention rate. Personalization hinges on the utilization of data-driven strategies and segmentation.

Small Business 52

Small Business Small Business Segment Demographics 52

Sales Hacker

NOVEMBER 10, 2023

The “Aha Moment” in the Product Experience: Defining Critical Milestones: The “aha moment” is pivotal, representing when users grasp a product’s unique value proposition. It could be the successful completion of a task, the realization of a time-saving feature or any experience that resonates with the user.

Loyalty 93

Loyalty Customer Lead Rank Face-to-face 93

Smooth Sale

NOVEMBER 16, 2023

HR is pivotal in crafting inclusive recruitment strategies that attract candidates from diverse backgrounds. Growth Hackers – Helping businesses globally grow with lead generation, growth marketing, conversion rate optimization, data analytics, user acquisition, retention, and sales.

Hiring 78

Hiring Pivotal Policies Lead Rank 78

DiscoverOrg Sales

AUGUST 1, 2019

Read it: Matt, Kyle, and the Less-Traveled Road to Customer Retention. Let inbound SDRs pivot and respond quickly. This alignment provides for far better account penetration, because they each understand the other’s priorities, tendencies, and approach. Inbound SDRs should round-robin leads across all teams, as needed.

Video 136

Video Outbound Inbound Hiring 136

Shari Levitin

DECEMBER 30, 2020

So, we pivoted and asked, “How do we give our customers more value? Some of our clients say learning and retention are even better! The last thing our clients were thinking about was, “How can I spend more money?” This wasn’t the time for an “ask” After all, money follows value and there are no shortcuts.

Resources 118

Resources Hiring Cancellation Sales Leadership 118

BuzzBoard

FEBRUARY 8, 2024

An effective account management strategy can revolutionize a small business, resulting in higher customer retention rates and increased customer lifetime value. Effective approaches in client management for small businesses Understanding and effectively managing clients serves as a pivotal cornerstone for small businesses.

Small Business 52

Small Business Small Business Construction Retention 52

BuzzBoard

APRIL 9, 2024

ABM pivots on the concept of relationship marketing, which involves creating and nurturing long-term relationships with clients. At its core, relationship marketing emphasizes customer retention and satisfaction over solely acquiring new customers. This implies going beyond mere strategic client targeting.

Account Based Marketing 52

Account Based Marketing Account Marketing Ideal Customer Profile 52

Highspot

FEBRUARY 29, 2024

Here are some of the responsibilities for your sales team: Lead generation including identifying and qualifying leads Customer retention and relationship building Communicate product vision Here are some of the roles the sales team will assume: Sales Manager Responsibilities: Leads the sales team in achieving revenue targets.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

BuzzBoard

FEBRUARY 20, 2024

These ‘virtual assistants’ are powerful tools for establishing an intuitive customer-business relationship aimed at improving customer satisfaction and retention. AI can be crucial in this aspect by providing predictive data to guide the sales team in making informed decisions about client management and retention.

Sales Process 52

Sales Process Small Business Small Business Retention 52

The Spiff Blog

SEPTEMBER 22, 2022

Pivoting your focus mid-operating period rarely goes over well with the sales force.”. Don’t neglect retention after an upswing. Retention is important in good times and bad times. Downturns don’t just accentuate the importance of retention, but also sustainable growth. Something else we were happy to confirm?

Groups 67

Groups Conversion Commission Lead Rank 67

Sandler Training

JANUARY 27, 2022

2022 will be a pivotal year for sales leaders. Here are four best practices we are currently sharing with our clients as they transition into 2022. The post Four Things Sales Leaders Can Do to Prepare for a Great 2022 appeared first on Sandler Training.

Pivotal 86

Pivotal Training Sales Retention 86

BuzzBoard

FEBRUARY 16, 2024

A well-tailored mobile marketing strategy could help bridge the distance between a business and its customers, resulting in higher conversion rates and improved customer retention. Mobile devices are reported as being the most used for online shopping, affirming mobile marketing’s pivotal role in driving sales.

Small Business 52

Small Business Small Business Marketing Lead Rank 52

Babette Ten Haken

MAY 21, 2018

Download this white paper to discover the top 5 negative customer retention scenarios. Then, a customer base triage is a strong signal that your business model requires a pivot. When this pivot scenario happens, you can migrate past and current customers. Because you have always had their backs, even as you pivot.

Customer 51

Customer Pivotal Retention How To 51