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How to Build Sales Compensation Plans that Increase Retention and Productivity

Sales Hacker

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Ramp-ups should also reflect your sales cycle.

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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. Doing our thing, pre- and post-sale. Doing our thing, pre- and post-sale. In the complex Industry 4.0

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Crush Your Goals: Five Tips for Enterprise B2B Account Executives at Quarter Start

MEDDIC

Use this feedback to refine your sales approach and value proposition. Analyze win rates, deal sizes, and sales cycle lengths. Customer Lifetime Value: Look beyond the immediate sale. Consider the potential for upselling, cross-selling, and long-term customer retention for recurring revenue streams. Hit your quota?

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Why avoiding Story Context derails Sales Decision Making

Babette Ten Haken

Unfortunately, when salespeople bring in engineers and other experts towards the end of the sales cycle, undiscovered elements of story context are, well, discovered. At “that” final meeting, when the sale is assumed, but not yet closed. When closing the sale is the goal, projects are over-promised and under-specified.

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Sales Demos: Selling Outcomes vs. Features

Product Management University

In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions. Longer and more difficult sales cycles lie ahead if this is the case.

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How to perform Customer Base Triage and Why It Matters

Babette Ten Haken

Download this white paper to discover the top 5 negative customer retention scenarios. Lengthy sales cycles and subsequent product and service contract lifecycles create a false sense of product-fit security. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Click To Tweet.

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Why Typical Customer Discovery does not deliver on Client Needs

Babette Ten Haken

Not just over the sales cycle or the duration of the project. If so, do you watch over-eager salespeople, pre-sales engineers and engineers transform? Engage me to present one of my One Millimeter Mindset speaking programs, workshops or mastermind groups. Beyond your own need to sell products or engineer solutions.

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