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.

Winning Your Prospect’s Prospect

The Pipeline

Not a moto for successful selling and retention, but maybe it has some purpose. The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. By Tibor Shanto.

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

Spotlight on customer retention. Acquiring new customers is six times more expensive than keeping existing customers, and we knew there was an opportunity to put as much horsepower behind customer retention as we did around new sales. Some know this time of year as holiday season.

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[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. Better data = improved sales retention. The post [VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters) appeared first on DiscoverOrg.

7 Must-Have Automated Documents for Sales Success

delaying delivery of the proposal and giving prospects. Will your prospects wait around patiently during. they’ve set for prospects and clients are likelier to win. Redlining tools track the changes a prospect made in Microsoft Word (whether or not they tracked. Retention.

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?

How to Increase Customer Retention, Lifetime Value and Reduce Your Cost Per Sale

Keith Rosen

If delivering exemplary customer service is a cornerstone to building your business, revenue, referrals and client retention, then why do most companies invest more time on customer acquisition instead of retention, fail at meeting customer expectations and ultimately lose business to competitors?

How Sales Technology Impacts Recruiting and Retention


The business case for adopting these systems often overlooks a very important component – the positive impact on sales team recruiting, onboarding, and retention. For example: Just 39% of a sales rep’s time is spent selling or interacting with prospects and clients. 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. Adopting new sales technology is a big deal.

How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing Management

Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention. What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%. Two solutions have helped my company, Stirista, achieve a 95 percent customer retention rate and should work for your business: Turn every employee into a customer-facing one.

How To Uncover Your Prospects Needs & Wants With 1 Question

MTD Sales Training

We all know the benefits of using quality questions in uncovering the current position our prospects are in. So, what’s the one question that will uncover your prospect’s REAL needs and wants? It highlights exactly what the prospect wants from your service or product.

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.

Don’t Turn That Prospect In To A Client – Sales eXchange – 143

The Pipeline

As soon as a prospect is closed, we seem to show them a different level of love, or energy than we did when that same prospect was a fresh new lead. Labels matter, they drive attitudes, and attitudes drive action, and sales is all about action and execution.

Will Customers evaluate Your Storytelling Credibility?

Babette Ten Haken

Yet, each time she either sent that story to current or prospective clients, or told that story to them herself, she fell short of being convincing. And even outsourced and curated customer stories can sound too good to be true to current and prospective clients.

8 Tips for Salespeople When Email Prospecting


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


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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3 Ways To Become Indispensable To Your Customer

MTD Sales Training

You may be thinking this is pretty obvious but most salespeople we speak to still tend to put the emphasis on the products and services they sell, rather than on how they will impact the business of the prospect they are trying to sell into. Customer/Client Retention becoming indispensable to your customer client retention customer retention

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


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. Email Prospecting

Proactively Managing Your Team’s Talent | Sales Strategies

Engage Selling

????????????????????????????Far too many sales teams underperform because they have underperforming sales reps in the team. These sales reps need to be replaced.

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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Forensic Prospecting

Partners in Excellence

Forensic Prospecting—I wish I could claim inventing this term, but the words popped out of the mouth of a client as we were discussing prospecting approaches. There’s an untapped gold mine of prospects that sales people overlook or take for granted. This is where Forensic Prospecting comes in. Account Management Customer Experience Customer Satisfaction Prospecting Results Sales Effectiveness

There’s More To Farming Accounts Than Repeat Business

MTD Sales Training

Whenever salespeople think about prospecting, it often has two distinctly different reactions. Customer/Client Retention advice on farming accounts how to gain repeat business For some it can be a challenge that they relish, looking forward to seeking out new opportunities and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How to Use BANT to Qualify Prospects in 2018

Hubspot Sales

The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Need: Does the prospect have a problem your product can solve? Prospect: “Not yet, but it should be finalized on Tuesday.”. Prospect: “My manager Sheila.”. What does BANT stand for?

Are Clients hiding Their Real Business Stories from Us?

Babette Ten Haken

After all, the prospect of turning new business into repeat business means we bring value to their business tables. Our clients just may hide their real business stories from us. When we sell to them, design for them, implement solutions or engage in customer service activities.

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Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy

The Pipeline

Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy. Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout.

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Business Development Pivots and other Relevant Nonsense

Babette Ten Haken

Prospective mindset and perspective are the keys to innovation, not retrospective dwelling in the past. A Relationship exists between Post-Sale Complexity, Uncertainty and Customer Retention. Complex Customer Retention Issues challenge Linear Thinking.

22 Terrible, Horrible, No Good, Very Bad Sales Phrases That Turn Prospects Off

Hubspot Sales

And if your prospect didn’t think you were bothering them before, they certainly do now. Are you going to offer free advice (something you should do), or are you going to start hard selling the minute your prospect picks up (something you shouldn’t)? Your prospects don't care about you.

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

The Pipeline

Your company saves money over the cost of finding and developing new prospects by leveraging your current customers. Action Alignment Buying Process Guest Post High Value Activities Retention Sales Strategy Sales Success Attitude Buy Process Play to Win Sales Process Upsell Value

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. Tell prospects they should NOT buy from your company (again and again and again).

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

How many of you scrutinize the validity of the headlines appearing in your social media feeds before you share with prospective buyers? Let’s chat, shall we? Technical decision makers are skeptical by nature.

Sales Tech Game Changers: How to Exceed Revenue and Profit Projections

Smart Selling Tools

Avoid losing business due to customers leaving or purchasing from competitors with proactive customer retention and product churn alerts. Nancy: How do you work with prospective customers to help them assess your solution?

Managers – Give Up Your Phone Addiction – Sales eXchange 223

The Pipeline

Sales people also have to put up with this in meeting with prospects, fidgeting about with their electronic pacifiers, or modern day worry-beads. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Inventory Clearance B2B Style

The Pipeline

Consider your pipeline as your inventory of prospects and opportunities, add to that the notion of time representing your shelf space, both finite, both needing active management. Prospects are similar, in as much that some will close, many more don’t.

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Client Storytelling involves more than retelling Business Cases

Babette Ten Haken

Have you ever found yourself in a situation where prospective or current clients asked you: “So just how did you do that?” More focused on customer acquisition than customer retention. How comfortable are you with client storytelling?

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5 Ways to Be Gracious, Express Gratitude and Grow

Alice Heiman

I do it all year long and send them to clients, past clients, prospects and people I meet online and at conferences. Sending a book also provides another reason to talk to a customer or prospect. Make a list of prospects, customers, vendors, teammates, and others you’d like to thank.

Customer-Focused Growth: How to Grow and Retain your Existing Customers

Alice Heiman

A recent article by the CEO of Invesp puts the average cost of acquisition at 5 X the cost of retention. Crazy, but that same article shows that less than 18% of companies prioritize customer retention. What if you made customer retention a company-wide focus? 4 Fundamentals to Customer Retention. Prospecting –Find future opportunities to help your clients reach their goals. Most company leaders can tell you exactly what their growth goals are.

The Biggest Sales Mistake

Engage Selling

Observations from the real World client retention Colleen Francis Engage Selling Solutions optimizing sales Prospecting Sales Mistakes sales success selling The Sales Leader You’ve observed others making mistakes and you’ve probably made a few yourself.

Why and How Simple Storytelling compels Buyers to Act

Babette Ten Haken

Utilizing a story voice incorporating Voice of the Customer, design-based insights draws current and prospective buyers into the story being told. Finally, is trust generated that catalyzes prospective clients to subsequently decide to do business with you?

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Why A Promise Statement is more than a Value Proposition

Babette Ten Haken

At the end of the day, prospective (and current) clients are left with one question: “So what?” For example, value propositions can showcase the value you deliver ensuring customer retention , yet may be related to yesterday’s product and service mix.