Babette Ten Haken

NOVEMBER 28, 2018

Are competing customer retention cultures crippling your organization or association? First, competing customer retention cultures are sustained within traditional departmental silos and business models. Then, competing customer retention cultures are sustained by traditional workforce hiring practices. Image source: Fotolia.

Retention 66

Retention Ideal Customer Profile Hiring Customer 66

Babette Ten Haken

NOVEMBER 29, 2018

Your employees are confused about their customer retention roles. Into customer experiences, customer success and customer retention. First, ponder whether your hiring processes focus on hiring employees to fulfill customer retention roles. . And if your employees are confused, think about how their confusion translates.

Retention 66

Retention Ideal Customer Profile Hiring Customer 66

Vendor Neutral

OCTOBER 28, 2021

Discover 10 tips for creating an innovative sales program. Learn the future of sales and sales technology, and how to use those trends to increase client retention and growth.

Retention 52

Retention Trends Sales Technology Sales 52

BuzzBoard

NOVEMBER 30, 2023

In the modern digital selling environment, content is inextricably linked to sales success. And the key for enabling seller effectiveness lies in reimagining what a content creation solution for sales teams looks like. Features An Ideal AI-backed Sales & Marketing Tool Must Have 1.

Tools 104

Tools Scale Marketing Sales Qualified Lead 104

Partners in Excellence

OCTOBER 24, 2022

I’m talking about your Sales Stack! I suppose it’s not surprising, but there’s a lot of talk about the importance of sales stacks. As you would expect, much of it is driven by the vendors of sales technology tools. As an example, recently a vendor sent an offer for quick audit of our technology stack.

Vendor 105

Vendor Account Based Marketing Face-to-face Survey 105

Vendor Neutral

OCTOBER 19, 2021

Benefit from insight and years of experience as we discuss the most impactful sales innovation trends that will drive revenue through your sales organization.

Retention 52

Retention Trends Benefit Revenue 52

Hubspot Sales

SEPTEMBER 24, 2020

Those tools are based on something called predictive sales analytics — a marvel of modern sales technology that can show you what to expect from prospects and customers. Let's dive into the topic a bit further, see how it can help with sales forecasting, and examine some other contexts where it can be employed.

Analytics 93

Analytics Lead Rank Lead Scoring Buyer Persona 93

Sales and Marketing Management

NOVEMBER 1, 2018

Author: Xavier Musy CRM platforms are already firmly ensconced within the sales technology and strategies of most small and midsized businesses. Sales teams have been using their CRMs for basic, day-to-day-functions -- such as managing customer information and tracking purchase history -- for decades. Go Mobile or Go Home.

CRM 209

CRM Small Business Small Business Analytics 209

Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Sales managers now routinely navigate: Increased managerial expectations and responsibilities.

Hiring 96

Hiring Sales Management Company Ideal Customer Profile 96

Vendor Neutral

APRIL 16, 2021

Read here to learn how to successfully approach data and implement it into your sales strategy. What Is a Data-Driven Sales Strategy? The stakes are often high, and choosing the wrong course of action can have a real and significant effect on customer acquisition, customer retention, and overall bottom line.

Webinar Metrics 80

Webinar Metrics Data Strategy Revenue 80

Miller Heiman Group

JULY 28, 2020

Change is constant in the age of the coronavirus, and it’s having deep effects on sales organizations. LinkedIn and Korn Ferry recently took a deep dive into the impact of the coronavirus on sales organizations. Below, we highlight five of the most critical of these trends affecting sales organizations.

Trends 85

Trends LinkedIn Lead Rank Lead Scoring 85

Allego

JUNE 10, 2020

Before March 2020, at least 70% of sales calls were virtual, according to Forbes. As the country begins to reopen, we’re still far from business as usual—especially for sales teams. In-person meetings, sales kickoffs, and training sessions simply aren’t happening. Practice Customer Presentations. Reinforce Messaging.

Hiring 108

Hiring Sales Methodology Call-back Video 108

DiscoverOrg Sales

APRIL 11, 2019

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. Outbound Sales, No Fluff – by Rex Biberston and Ryan Reisert. The full title of this book is the first baller move of many: Outbound Sales, No Fluff, Written By Two Millenials Who Have Actually Sold Something This Decade.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

SalesLoft

JULY 10, 2023

If you’re being asked to do more with less, you need sales technology that will help you get the most out of your entire revenue motion. Each list below bullets out the features that sales leaders want to check off as they evaluate their sales tech. opportunities created). And there’s more numbers to back that up, too.

Revenue 40

Revenue Hiring Intent Data Forecasting 40

Mereo

NOVEMBER 15, 2023

A leading global financial technology (FinTech) client recently reached out with a big request: They wanted to completely overhaul their go-to-market organizational structure, roles and relationships. There are a number of factors that should tip off sales and go-to-market leaders to rethink their organizational approach.

Lead Rank 41

Lead Rank Marketing Commission Retention 41

SBI

FEBRUARY 5, 2019

Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. Now is the time for three types of sales org transformation to ensure seller readiness. Coach your coaches.

Sales Enablement 93

Sales Enablement ROI Retention Video 93

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

Nutshell

MAY 26, 2023

Every business has a sales pipeline. What’s a sales pipeline? But while every business has a sales pipeline, not every business makes a point of tracking or managing it—something you should definitely do. But you might not be sure how to manage a sales pipeline for a professional services company. What are those stages?

Pipeline 62

Pipeline Lead Rank Lead Scoring Company 62

SalesLoft

MARCH 21, 2022

Most sales orgs already use a CRM like Salesforce or HubSpot but realize that this platform alone doesn’t help sellers powerfully connect with prospects and customers. . This post will show you how sales engagement fills the gaps your CRM leaves and how using the two together accelerates deal velocity. . CRM: Your System of Record.

CRM 52

CRM Scale Hiring Marketing Qualified Lead 52

Sales Hacker

DECEMBER 18, 2019

Sales Technology has EXPLODED over the last few years. And just like the explosion of Martech, if you’re on the cutting edge of the sales tech revolution, you’ll reap the rewards. 6 Sales Tech Trends. 2020 will be the year of acquisitions in sales tech. As a result, you may find your tech stack shrinking in 2020.

Vendor 52

Vendor Trends Top of Funnel Ideal Customer Profile 52

Sales Hacker

OCTOBER 27, 2021

Artificial intelligence (AI) for sales – buzzword or solution? AI-driven sales tech is emerging as a practical answer for many of the challenges facing sales leaders, trainers, managers, coaches, and sales enablement pros. B2B sales is evolving, and the Zoom boom of 2020 has only accelerated those changes.

Scale 102

Scale Remedy Sales Qualified Lead Coaching 102

SBI

MAY 2, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Jared Aho , Sr.

Revenue 139

Revenue How To ROI Case Study 139

Chorus.ai

OCTOBER 7, 2021

Henry shared his take on the major challenges faced by today’s sales teams, and how the acquisition of Chorus was a critical component to making ZoomInfo the go-to GTM platform. One moment that stuck out from their conversation was Jim sharing why customer relationships are the key to succeeding in sales. But that wasn’t all.

Conversion 118

Conversion Video Face-to-face Call-back 118

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

SalesLoft

OCTOBER 5, 2022

Every sales team has that legendary sales rep. Don’t worry, there is plenty of truth behind the need for a sales engagement platform. What is a Sales Engagement Platform? What is a Sales Engagement Platform? How is Sales Engagement Software Different from Sales Enablement? Learn more.

Lead Rank 52

Lead Rank Lead Scoring Buying Cycle Forecasting 52

Babette Ten Haken

JANUARY 3, 2019

Because if you do not make customer retention a simultaneous part of your customer acquisition process, then you will be worrying about retaining customers down the road. Because a customer’s retention experience starts long before that customer is acquired. Make customer retention worries a thing of the past.

Ideal Customer Profile 71

Ideal Customer Profile Customer Retention SME 71

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Sales Enablement 88

Sales Enablement Research Hiring Face-to-face 88

Babette Ten Haken

NOVEMBER 1, 2018

Consider that each employee touches some aspect of the customer acquisition and retention process. I offer you 16 collaboration exercises to jump-start collaborative customer retention in your own career trajectory. Hint: success is contingent on Customer Retention via Collaborative Revenue Generation. Click on this link.

Revenue 85

Revenue Retention SME Ideal Customer Profile 85

SalesLoft

JANUARY 17, 2019

We’ve rolled up our sleeves on 60 different SDR outbound overhauls and hundreds of deployments of sales engagement software. I’m going to distill all of that data down to the two sales engagement trends that I think everyone needs to pay the most attention to in 2019. As sales leaders, we review email copy call scripts.

Trends 77

Trends LinkedIn Ideal Customer Profile Retention 77

InsideSales.com

MARCH 18, 2020

Creating genuinely practical B2B sales approaches can be challenging for any sales professional, but hopefully, these tips can make it easier. RELATED: Experiencing Artificial Intelligence in B2B Sales. In this article: Always Research Before Creating B2B Sales Strategies. Stay Updated on the Latest Sales Technology.

B2B 58

B2B Strategy Face-to-face Social Media 58

Babette Ten Haken

NOVEMBER 12, 2018

Consider the impact of our not having time to capture these stories on productivity, profitability and customer retention? Often, as sellers, doers, designers, servers and coders, we become so obsessively focused on client acquisition, implementation and retention that we fail to “hear” our client stories. is available on Amazon.com.

Ideal Customer Profile 89

Ideal Customer Profile Retention SME Compensation 89

Sales Hacker

DECEMBER 18, 2019

Time for Sales Hacker’s annual Top 10 Sales Trends and Predictions for the Future of Sales in 2020. So, without further ado, here are my top 10 sales trends and predictions for the future of sales in 2020. 10 Trends and The Rise of Sales Tech. 10 Trends and The Rise of Sales Tech. Wow, time flies.

Trends 58

Trends Hiring Top of Funnel Ideal Customer Profile 58

SBI

AUGUST 13, 2019

In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? What Areas Organizations Could Benefit from Taking a Transformative Approach.

Benefit 96

Benefit Hiring Sales Enablement Quota 96

Mindtickle

SEPTEMBER 14, 2021

“Sales is both an art and a science.”. Sales rep performance is a complex challenge we’ve tried to address through traditional training and enablement programs, and for many, it’s not working the way we hoped. of stakeholders feel sales enablement initiatives meet or exceed their expectations. It’s more about the attitude.”. “We

Ideal Customer Profile 102

Ideal Customer Profile Hiring Collateral Analytics 102

Hubspot Sales

NOVEMBER 9, 2021

There's always something you could be doing better — some hitch or hiccup in your sales or marketing efforts that could use some smoothing over. Your organization's revenue performance sheds light on the effectiveness of your sales strategy, your marketing strategy, and the interplay between the two.

Revenue 96

Revenue Lead Rank Marketing Qualified Lead Banking 96

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Hiring 164

Hiring Face-to-face Video Distribution 164