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?

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.

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.

B2B Prospecting Data Just Keeps Getting Better


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.

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The 5 Top Media for Cold Prospecting


Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Now, you are probably wondering why I did not include email on this list of top five media for prospecting.

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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 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 Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts.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.

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

The Pipeline

She researches to decide whether she prefers you over your competitor. Your company saves money over the cost of finding and developing new prospects by leveraging your current customers. The Pipeline Guest Post - Megan Totka.

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.

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.

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?

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.

How the Fastest Growing Startups Build Their Sales Teams


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.

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%.

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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Four questions that define your company’s sales model


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.

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.

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


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?

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.

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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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.

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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.

How to Make the Number with Less People

Sales Benchmark Index

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Do I need a retention plan or do I need a productivity driver?”. And in turn increasing sales sooner than then outdated prospecting: cold calling and email.

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Sales Ops Guide to Selecting the Right Consulting Firm

Sales Benchmark Index

By registering for SBI’s Sales & Marketing Research Review , you''ll get the Guide. Identify your options through research. How did the prospect’s performance improve? Accelerated revenue, reduced costs, higher customer retention?

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.

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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.

How Top Sales Reps Stay on Top

Sales Benchmark Index

You can access it when you sign up for SBI’s Sales & Marketing Research Review here. This no-cost tour presents findings from SBI’s research in 2013. They reach new prospects with social media. Retention: What do top performers need to be productive and successful?

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

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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.

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Sign up for SBI''s free onsite research session here. Increase base pay by 7-9% across the board to help with retention. Why are reps not being taught how to generate demand in the new prospects? Your Sales Strategy. It is one thing to have a sales strategy.

Ten ways Artificial Intelligence is helping shape highly successful seller behaviours

Artesian Solutions

We talked about how top performing sales people take the time to learn about their customers and prospects, and answer some all-important questions – What’s important to them? We discussed how star sellers look for signals that indicate a customer or prospect might need their help.

New! 41 Sales Solutions Make Our Top Sales Tools of 2018 Guide

Smart Selling Tools

TechTarget Priority Engine : Fully integrated with major CRM and Marketing Automation Platforms, Priority Engine is a SaaS-Based solution that provides direct, real-time access to ranked accounds AND named prospects actively researching purchases in specific technology categories.

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

You should also include topics such as buyer prospecting and how to leverage technology. Share an insight from a prospect who became a customer. Research indicates that the average attention span of an adult is about 20 minutes.

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


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).”.

36 Email Sign Offs That Put "Best" and "Thanks" to Shame

Hubspot Sales

Closing with something memorable and personalized won’t just make you stand out -- it’ll also give you one last chance to connect with your prospect. When you’re emailing the prospect to schedule an exploratory call, use your sign-off to position yourself as a trusted consultant.

10 Ways to be an Agile HR Business Partner for Sales

Sales Benchmark Index

HR’s focus is on attraction, retention and development of human capital. The result was an increase in appointments accepted by prospects. They found new ways to connect with prospects and customers. Sign up for SBI''s Research Tour and receive your free copy of the scorecard.

Sales Leadership Dysfunctions — Anti Sales Attitudes

Partners in Excellence

Why are they engaging customers and prospects in such ineffective ways?” They were actually doing this, the challenge was, customers weren’t renewing their subscriptions, retention had fallen below 85% and was declining further. While, for some reason, sales wasn’t responsible for retention, sales resources were being diverted to help with the retention problem. The retention issue also impacted new customer sales.

The Challenge Sale Can Be Mistimed

Sales and Marketing

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.

6 Sales and Marketing Tips & Ideas to grow your Business


Marketing, on the other hand, involves all those actions that a business takes to reach and recruit prospects. The number of ‘touches’ a prospect requires to convert into a sale varies, though research suggests anywhere between three and twelve touch points. It is the role of a business owner, then, to ensure that information is delivered to prospective customers at the right time, in the right format, and on the right platforms. Research.

People Don't Like Buying From You: 6 Ways to Sell Anyway

Hubspot Sales

Take time to research and customize everything. Ask yourself if you can easily answer the following question without Google or your company’s homepage: “ What are the top three things your prospective customers are concerned about today, and what are the best companies doing to fix it? ”.

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