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?

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?

7 Must-Have Automated Documents for Sales Success

delaying delivery of the proposal and giving prospects. plenty of time to lose interest, or continue to research. Will your prospects wait around patiently during. they’ve set for prospects and clients are likelier to win. Hinge Research. Retention.

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. Before we dive in, let’s take a quick look at the most-prospected-to industries.

Research: Align Your Customer Service, Marketing, and Sales Teams to Drive Revenue

The Brooks Group

That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with. New research reveals just how critical it is for the Service department to be included in this alignment as well. .

8 Tips for Salespeople When Email Prospecting

CloserIQ

It very well could be converting, hitting quota, retention, qualifying, or any of the other 724 tasks you have to juggle each and every day. Maintaining a steady flow of prospects into your sales funnel is necessary, but it’s also time-consuming and often frustrating.

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.

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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.

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.

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. 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 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.

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.

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

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.

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?

2019 Sales Kickoff Meeting Themes: Three Profitability “Moments of Truth”

Corporate Visions

For your 2019 sales kickoff meeting, it’s time to think deeper about how you can prepare reps to capture more value both during the deal stage and after it when your prospects become customers and you need to expand the value of your relationship.

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.

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.

The Fourth Value Conversation

Corporate Visions

It demands edgy, swashbuckling messaging and skills designed to overcome status quo bias and break down your prospects’ aversion to change. The Why Change/Why You story (and the research supporting it) is great for when you’re trying to defeat the status quo, they would say.

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. There are many different estimates about the number of touches that it takes to reach a cold prospect, and none of them are promising.

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

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

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.

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.

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%.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

employee retention. PRO TIP : Talk about the employee experience in your outreach … but only after you do some discovery research to see what employees at the target company actually experience – and what they want.

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.

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.

Online Sales Training Platform

The Digital Sales Institute

Typically, an online sales training platform will have a number of sales training programs that covers a multitude of topics from sales prospecting, cold calling, business development, digital selling, presentation skills etc, so a sales training program could be implemented relatively quickly.

Four Selling Moments You Need to Master

Corporate Visions

Research proves that customer acquisition and customer expansion are shaped by significantly different buying pressures. Let’s start when you’re the outsider and you need to overcome status quo bias—convincing prospects not just to make a change, but to do it with you, not your competitors.

The 8 Primary Sales Competencies: Goal Achievement

Platinum Rules for Success

Targeting explores the markets or groups you may target as prospective buyers. Goal: to establish truthful communication with the prospect, so that both of you are able to tell each other the truth. Confirming is the sales phase where you gain the prospect’s commitment to buy.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

The book features: Groundbreaking research on exactly what B2B buyers want from sellers. . Combo Prospecting by Tony Hughes. His potent “COMBOs” will help your team gain access to top-level prospects, secure meetings, and make the sale. Feeling the pressure of developing the next generation of millennial sales leaders to improve retention, remain competitive, and continue to grow?

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.

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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.

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