Why 80 Percent of Companies Lose at Customer Retention

Score More Sales

by Dixon, Toman and Delisi, the authors discuss their research on how customer loyalty is built on meeting rather than exceeding expectations. Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard?

Research Reveals Best Practices for Sales Territory Design

Xactly

That was just one of the findings from the recent Sales Management Association (SMA) research update “Optimizing Sales Territory Design.” Top performing organizations are turning to data to measure the sales opportunity that exists for customers and prospects across territories.

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.

B2B Prospecting Data Just Keeps Getting Better

Pointclear

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

Data 177

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 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 Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts. These kinds of platforms include predictive insights, competitive intelligence, foundational and tactical support for Account-Based Marketing (ABM) campaigns, as well as insights for client retention.

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

And just a few clicks later, the rep arrives at a custom-landing page complete with just the content they need for selling to a specific prospect. And are you aligned on revenue, customer acquisition and retention goals and metrics?

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 kind of grocery shopper are you?

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.

Brick Walls and Customer Focus

Jonathan Farrington

To begin with, it now costs fifteen times – yes, that’s what I said , fifteen times - as much to locate, qualify and sell to a new prospect as it does an existing customer. However there is ample research, which proves that their primary concern is reliability. General Account Management Customer Focus Customer Retention Key Account Management

A Salesforce “Must Read” for Sales Leaders

Carew International

There are not many articles worthy of the label “must-read,” but these research-based insights should not be missed: Excerpts from Salesforce blog: 15 Sales Statistics that Prove Sales is Changing. 51% of sales leaders are focused on increasing customer retention through deeper relationships.

Tips for using LinkedIn effectively post-GDPR

Artesian Solutions

Perhaps most important of all for those in B2B sales, it launched Sales Navigator to establish itself as the primary source of new leads and tangible revenue by making mission critical prospecting activities faster and smoother. Tips for using LinkedIn effectively post-GDPR.

The Challenge Sale Can Be Mistimed

Sales and Marketing Management

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results. for businesses with world-class employee retention rates.

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%.

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

Artesian Solutions

By building aligned sales and marketing ecosystems between (and indeed business development and customer success), and measuring sales acceleration and customer experience as a combined goal they are reaping the rewards in terms of revenue generation and customer retention.

Why Renew? Quantify Realized Value or Perish

The ROI Guy

For most SaaS businesses, the research proves the better way to grow as via improved customer retention, and leveraging success within these accounts for up and cross-sell opportunities.

Churn 75

How the Fastest Growing Startups Build Their Sales Teams

Openview

In fact, McKinsey conducted six years of research and found that companies that optimize the consumer journey increase revenue by up to 10% annually. Territory and account plan development should also be used to gauge learning progress and knowledge retention.

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.

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. Gone is the view that marketers are harbingers of brand only; now, they’re responsible for revenue, profits, growth, and the customer experience – a paradigm shift that calls for a newer, high-performance plan capable of addressing modern marketing holistically across awareness, acquisition and retention objectives.

eBook 190

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

Smart Selling Tools

Account retention and growth – It’s more than just building a relationship with customers. Customers who leverage InsideView’s targeting intelligence improve their targeting and narrow in on ideal prospects, ultimately increasing their overall opportunities.

Discovery, Demo, or Disconnect?

DiscoverOrg Sales

The Theory: A robust client pain profile, combined with one or more trigger events, may lead to an increase in close rates, and higher retention rates, than an incomplete discovery and generic or rushed demo. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

Research shows that responding within the first five minutes increases the likelihood of conversion by a factor of 10. After extended research, Johnson and Chris Hays, DiscoverOrg’s head of sales operations, identified two areas where the team was losing prospects: booking demos, and responding quickly to web leads. With the previous configuration, the SDR would email the Account Executive and the prospect, introducing them. This drastically improved retention.

5 Lead Nurturing Tactics to Get More Opportunities

Growbots

Visitor retention is what matters; that’s how visitors can be converted to prospects. After all, a lead is nothing but a prospective consumer turned into an effective promoter. A well-researched call to an inbound lead is far more effective than any volume of cold calling.

5 Lead Nurturing Tactics to Get More Opportunities

Growbots

Visitor retention is what matters; that’s how visitors can be converted to prospects. After all, a lead is nothing but a prospective consumer turned into an effective promoter. A well-researched call to an inbound lead is far more effective than any volume of cold calling.

3 Keys to an Effective Digital Selling Strategy

Sales and Marketing Management

For instance, a business might establish an internal center of excellence that produces content designed to educate prospects about its services. Many sellers cut their teeth on live prospecting, generating leads in person at conferences and events. To reach prospects in meaningful ways, salespeople must be mobile savvy and attuned to their online consumption and communication patterns — much like the strategies they would deploy to woo B2C customers.

B2C 173

How to Set Up a Lead Bot: Qualifying and Routing Leads to Sales

Hubspot Sales

You’ll increase lead retention, demos booked, and pipeline health. Matsen says, “Our bots collect information that gives us time to come prepared with potential solutions before we walk into meetings with new prospects. This means prospects are doing their own research.

The Ultimate Guide to Cold Calling

Nutshell

Your prospects aren’t interested in answering a hundred questions, especially when they know you could have found the answers on your own. Plus, pre-call research helps you disqualify prospects before you even pick up the phone, saving you valuable time.

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. Gone is the view that marketers are harbingers of brand only; now, they’re responsible for revenue, profits, growth, and the customer experience – a paradigm shift that calls for a newer, high-performance plan capable of addressing modern marketing holistically across awareness, acquisition and retention objectives.

eBook 150

Don’t Care What Happens After the Sale? That’s Your First Mistake

Hubspot Sales

In fact, a 2018 HubSpot survey showed 77% of respondents research brands before they engage with them. As noted above -- even before they reach out to you -- prospects are reading customer reviews and forming their own opinions about your company.

Churn 98

Why Sales Coaching Reinforces Skill-Based Learning

Score More Sales

When are sales teams making time for ongoing, regular learning about some of these topics: Messaging – how well is our message resonating with prospective customers? Storytelling – the art of story is what helps sellers paint a picture to the prospective buyer.

7 Types of Sales Questions Reps Should Use in Every Conversation

Hubspot Sales

The 7 Types of Sales Questions Reps Should Ask Prospects. Prospects can usually answer them in one or two sentences. Once you know your prospect’s goals, you can demonstrate how your product will help achieve them.

11 Productivity Tips to End the Sales Quarter Strong

Hubspot Sales

If you allocate time poorly or spend too many hours chasing the wrong prospect, you risk missing your goal and being put on a performance plan. Respond “yes” to prospect questions. Studies show writing forces us to process information in real time, which improves learning and retention.

How to stop losing customers in your sales funnel to your competitors

DocSend

Getting prospects into your sales funnel is good. However, you can’t expect to retain every prospective customer in your sales funnel. You should find out exactly what’s causing your prospects to leave your sales funnel. Are you losing customers in your sales funnel?

Four questions that define your company’s sales model

Nutshell

Is it the kind of prospects you target? For outbound teams, Prospect and Make Contact should come first, as sales reps have to put in the effort upfront to research, identify, and introduce themselves to potential buyers. In a relationship-based sales model, revenue is driven almost entirely by existing clients, and sales reps spend far more time on nurturing than they do on prospecting. Extensive research is done before the first phone call is even made.

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

Smart Selling Tools

The rest of their time is spent doing research, reporting, administrative, and CRM-related tasks. Katie: We most strongly align with “knowing who to sell to” and “engaging with prospects.” Their research and best practices are actionable and on point!

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14 Questions to Ask in a Win-Loss Review to Help You Sell Better

Hubspot Sales

Understanding the reasons why a prospect became a customer, opted for the competition, or made no decision at all makes your sales process all the stronger for future bids. Twelve percent higher customer retention rates.

Stop Doing Stupid Sh*t: 18 Outdated Sales Tactics to Abandon in 2018

Hubspot Sales

If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Of course, you still need to do call prospecting, and in this scenario, warm calling is the way to go. Ignoring the prospect relationship.

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

Pointclear

The responses I received were from Megan Heuer, Vice President & Group Director, and Matt Senatore, Research Director. ABM is “RAD” (helps with Retention, Acquisition and Development)! direct mail, personalized tele-prospecting outreach).”.