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. The post Why 80 Percent of Companies Lose at Customer Retention appeared first on Score More Sales.

17 Seconds, Brain Research and Increase Sales – Friday’s Editorial

Increase Sales

During a mastermind discussion this past week, one of the members shared the first step for cognitive retention is a window of 17 seconds according to ongoing brain research. Finally, to ensure retention within the long term cognitive memory, another review at 8-10 hours is required. The world of brain research is fascinating when it comes to marketing, selling, the sales process and overall productivity. Credit www.sxc.hu.

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Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

Knowledge retention. When sales organizations rely on text-heavy, one-time training events, they subject their reps to a phenomenon known as “ The Forgetting Curve ,” which shows that knowledge retention steadily declines in the absence of continued exposure.

Why Order Taker Mindset will become IIoT Business Extinct

Babette Ten Haken

Transactional mindset does not catalyze customer loyalty and customer retention in the industrial Internet of Things business ecosystem. After all, even the best online customized ordering interfaces are the result of a lot of complex, customer face-to-face research, development and testing.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

And Forrester Research’s findings show that “78% of executive buyers claim salespeople do not have relevant examples or case studies to share with them.” And are you aligned on revenue, customer acquisition and retention goals and metrics?

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. Action Alignment Buying Process Guest Post High Value Activities Retention Sales Strategy Sales Success Attitude Buy Process Play to Win Sales Process Upsell Value The Pipeline Guest Post - Megan Totka.

Sales Engineering Mindset is Tailor Made for IIoT Challenges

Babette Ten Haken

As a result, you research the context behind the products, platforms, equipment and services you sell or engineer. Receive new posts on customer retention, tech workforce hiring strategy and team collaboration. Sales engineering mindset combines the best of many worlds.

Five Bottom-Line Benefits for Incentive Compensation for Retailers


With retailers making a shift to omnichannel structures, organizations must find solutions and develop strategies that help drive the desired behavior, improve customer service, and increase customer retention. The Retail Industry is one of the most quickly-changing environments.

What are the Ideal Qualities of a Modern Day Salesperson?

Sales Tips & Techniques

A sales management team needs to have an ideal candidate in mind when trying to hire a salesperson, as research and thorough examinations up-front during hiring can help to limit the resources that are wasted on training people who are out of place in the role. Hiring & Retention Hiring Salespeople Sales Management sales management training sales people sales reps sales training management

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If Only Sales Management Would Do the Math – Part 2

Increase Sales

Sales management does some research and learns a good salesperson can close 4 loans per month. Workforce retention. Sales Management cycle time reduction employment acquisition executive leadership sales goals sales managers sales mangement workforce retention

Why Off Site Leadership and Sales Training Misses the Mark

Increase Sales

If the knowledge gained is never applied, then it is lost as learning research suggests. Two plus weeks down the road, your cognitive retention dropped to under 10% and by some research reports to 2%.

Jonathan Farrington's Blog ? We Need Our Leaders to be ?Firm but.

Jonathan Farrington

These conclusions came from research by The Industrial Society, carried out among 3000 business people. This research shows that it is integrity, honesty and decisive action that marks out the truly successful leaders.

Why CMOs Aren’t Turning to Marketing Analytics Vendors for Marketing Analytics


Nancy Maluso is a Research Director of Sales Enablement Strategies at SiriusDecisions, noted in a blog post , “The drive for increased growth requires tight sales and marketing alignment. There’s an African proverb that goes something like this: “When elephants fight, the grass suffers.”

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

Top Sales reps become a retention risk when they recognize that the plan will not support achievement of their income goals. Otherwise, the manager''s compensation plan will dictate strategic decisions on hiring and retention. January is over.

The Spray and Pray Tsunami of Social Selling

Increase Sales

Training and Development Coaching Tip: A one day workshop delivers less than 10% cognitive retention after 14 days. Of course the research suggests if the business receives a 2-3% response that is good. Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches.

Top Sales Performers Know What Cards to Hold

Increase Sales

Reduce customer loyalty and retention. They have invested the time to research the demographics and psychographics. 3 – Invest Time to Research. Once you have begun your separation process, invest additional time to research.

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)!

Sales Tips: Is Your CX Program Driving Metrics or Revenue?

Customer Centric Selling

I’d like to suggest the goal of a Customer Experience program is not to improve metrics like NPS , CSAT , and Customer Retention. A successful Customer Experience program delivers gains in four core pillars: Customer Retention, Revenue Realized, Revenue Retention, and Revenue Growth.

Jonathan Farrington's Blog ? Moving the Focus Away From the.

Jonathan Farrington

Some researchers prefer to move the focus away from the leader altogether and to examine instead what makes others prepared to follow these individuals. Occupational health services including stress at work and employee retention advice.

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. Retention: What do top performers need to be productive and successful? Top sales reps share a common trait.

Are You Ignoring Attitude in Your Sales Training?

Increase Sales

Learning research suggests after 16 days only 2% is remembered. By listening to the audio CD at least five times, long term memory retention is dramatically increased.

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?”. Sign up for the " How to Make Your Number in 2014 " research tour.

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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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Internal Changes Deliver External Sales Results

Increase Sales

Yet, when we look at the research is this where the focus should be? First as to the research on sales training, sales behaviors and sales results. #1

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. We feel that your most expensive assets (your sales people) should be paid to sell – not research for the data they need to do their job.

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Do Women in Sales Lack Confidence?

No More Cold Calling

And studies show that women in sales outperform their male counterparts in quota attainment, retention, and leadership effectiveness. The greatest challenge for many women leaders isn’t gender discrimination; it’s self-doubt.

CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

Developing the game plan involves multiple groups and huge amounts of research about your customers. This research includes accurate buyer personas and buyer process maps. Retention campaigns focused on reducing churn in the existing customer base.

Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

Knowledge retention. When sales organizations rely on text-heavy, one-time training events, they subject their reps to a phenomenon known as “ The Forgetting Curve ,” which shows that knowledge retention steadily declines in the absence of continued exposure.

Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing


Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? Dave Stein, CEO and Founder of ES Research Group Inc. Ruth Stevens , who is an expert in customer acquisition and retention. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel.

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. Your Sales Strategy. It is one thing to have a sales strategy. It is entirely different to have one you and your team can execute.

Why Sales Coaching Reinforces Skill-Based Learning

Score More Sales

We have all seen the studies about how ineffective sales training is on its own – only 12% retention 30 days after a training session of most any type. Give me a digital copy of key points, and my retention will go up.

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

Research indicates that the average attention span of an adult is about 20 minutes. You should frequently test their knowledge and retention of key selling concepts. Have you ever presented a “ sales golden nugget ” that your audience didn’t understand?

How to Become a Sales Ops Leader To Watch

Sales Benchmark Index

The latest research shows there are 10 capabilities that every Sales Ops leader should have in 2013. Can you reduce sales cycle length and improve customer retention by creating buyer personas and buyer process maps?

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The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

DiscoverOrg Sales

based research team , which at nearly 250 is the best and largest in the industry. I remember it so vividly that it’s crystal clear.

2017 SaaS AE Metrics Report

The Bridge Group

This is our sixth round of this research project and I can honestly say it's our best release yet. Ramp and Retention. We couldn't do these types of research without this community. In the SaaS world, metrics can be finicky beasts. What works at LinkedIn, Salesforce, Twilio, or Zendesk might not be transferable from one to the other, let alone work for you. Questions around how can I benchmark myself make leading an AE group all the more challenging.

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.

Questions Top Sales Reps Ask in a Job Interview

Sales Benchmark Index

The complete list offered here evolved from more interviews and research with other top performers. For HR Partners to Sales: Retention is directly related to sales rep engagement. A few years ago, I interviewed Brent for a B2B sales rep job.

Important LinkedIn Action To Take Now

Fill the Funnel

It might be worth your while to understand LinkedIn’s Data Retention Policy and how to close your account if that ever becomes necessary. The most extensive collection of business connections most of us have is found in our LinkedIn account.

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. Accelerated revenue, reduced costs, higher customer retention? As a sales ops leader, you face problems every day.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

If your prospect has a social presence that allows you to do sufficient research, but they haven’t responded to your social touches (reaching out on LinkedIn, or a Twitter @mention, for example), your prospect might be ripe for a cold email. ABSD requires time spent researching specific target prospects, which can be a time-suck. SDRs can easily fall into the trap of spending all their time researching a great prospect and too little time actually selling.