What Happened at the End of the Workshop?

Your Sales Management Guru

What Happened at the End of the Sales Leadership Training Workshop? At end of the second day I always ask the participants what was the most interesting or important learning take-a-way from the workshop.

A Hopscotch Client Retention Strategy will not boost Client Success

Babette Ten Haken

If you practice a hopscotch client retention strategy, do not get your hopes up. When your organization embraces a hopscotch client retention strategy, you color within the lines. Acquiring and retaining customers is not a game, although executing strategy often is frustrating.

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.

How to Price Differentiate When Your Price List is Published

Sales Benchmark Index

Article Corporate Strategy Pricing Strategy Sales Strategy b2b sales force pricing pricing strategy pricing workshop published pricing revenue growth sales pricing value based pricing

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Customer Retention Strategy or Customer Churn Strategy?

Babette Ten Haken

Ever think that your organization’s or association’s customer retention strategy may actually function as a customer churn strategy? First, assuming that you have a customer retention strategy in place, when is the last time you did a forensic analysis of strategy effectiveness?

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Sales Tips: Key Components of an Effective Sales Strategy

Customer Centric Selling

Sales Tips: Key Components of an Effective Sales Strategy. By Matt Haag, President/Owner of SimpleData.

What Are Top Negotiation Strategies for Women in Sales?

No More Cold Calling

When clients pull out their negotiation strategies, it’s easy to get sucked into defensive mode and cave on price—even though my clients always agree that building a referral culture takes more than training. It takes commitment to a referral sales strategy.

A Potent Human Capital Strategy needs a Potent Client Retention Strategy

Babette Ten Haken

A potent client retention strategy is driven by an equally potent human capital strategy. A potent client retention strategy flattens the concept of customer acquisition and retention. A potent client retention strategy becomes translational and transformational.

Why Your Business Growth Strategy conflicts with Your Workforce Strategy

Babette Ten Haken

Your business growth strategy says you are “poised to move to the next level.” However, business growth strategy – and expansion – rely on more than just increased revenue. A weak workforce cross-training strategy makes your business growth strategy vulnerable. .

Sales Tips: A Brilliant Sales Management Strategy

Customer Centric Selling

Sales Tips: A Brilliant Sales Management Strategy. It was a brilliant strategy for a number of reasons: Top performers were highly incented to be the person from their group to report directly to the VP.

How Finance Will Improve Your Sales Operations Roadmap

Sales Benchmark Index

Every well-crafted Sales Operations roadmap I’ve seen begins and ends with Sales Financial Metrics. The best roadmaps not only communicate, “How much benefit?” ” but also, “When will this benefit occur?”

Sales Tips: The Critical Component for Your Long-term Strategy

Customer Centric Selling

Sales Tips: 5 Reasons Why Qual and Quant Feedback Is Critical for Your Long-term Strategy. By Carolyn Galvin, Primary Intelligence - CCS® Strategic Partner Can you imagine going into a strategy session not knowing the growth projections for your market, your product or your industry?

A Workforce Profitability Strategy gives Employees Permission to Shine

Babette Ten Haken

A workforce profitability strategy is more than a hiring strategy focused on preventing employee churn. But also, they become co-invested in your customers’ and members’ growth strategies, as well. Book a 45-minute strategy session with me.

Connecting the Dots between Sales Strategy & Execution

Sales Benchmark Index

They are the connective tissue that makes sure the field executes your strategy. Things like: Deal strategy. Follow-on workshops for continued development. The most important link connecting your strategy and field execution is sales management.

CRM Hijacks Customer Experience Strategy

Tony Hughes

Customer Relationship Management needs to be a strategy that’s focused on creating the best possible customer experience, supported by well defined processes that are enabled by technology and with everything being driven by managers and staff committed to a customer-centric culture.

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Competitive Edge Series: Winning It and Losing It

Bernadette McClelland

Advisor Best Australian Speaker Best Sales Speaker Best Speaker Sales Strategies Sales Workshops Top Sales Speaker Competitive Edge Series: Winning It and Losing It Most of us at some stage in our lives have had a wake-up call.

SmartStorming Brainstorm Leadership Workshop Friday, October 28, 2010 – New York CIty

Keith Rosen

SmartStorming Brainstorm Leadership Workshop. To learn more about the workshop, visit their site here. SmartStorming will be presenting its highly successful Brainstorm Leadership Workshop in New York City, on Friday, October 29th, from 9:00am – 5:30pm. This is the first the program has been offered in a public workshop. To learn more about the workshop, visit their site here. Live Event! Friday, October 28, 2010 – New York City.

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Create a Toxic Customer Exit Strategy and save Your Sanity

Babette Ten Haken

I recommend creating a toxic customer exit strategy. Over time, having this strategy in your back pocket saves your sanity, as well as professional integrity. In this scenario, my toxic customer exit strategy involves offering viable options which are feasible and realistic. .

Houston, We Have The Solution!

The Pipeline

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. Sales Technique sell better Selling to Executives Texas Tibor Shanto Time Allocation Workshop

Sales Tips: Know More, Win More

Customer Centric Selling

Sales Tips: When You Know More, You Win More. By Primary Intelligence , a CustomerCentric Selling® Partner.

Sales Tips: Stop Measuring Customer Satisfaction

Customer Centric Selling

Sales Tips: Stop Measuring Customer Satisfaction. By Connie Schlosberg, Primary Intelligence.

18 Ways to create a more effective Customer Retention Strategy

Babette Ten Haken

These 18 ways create a more effective customer retention strategy. The best way to create and implement a more effective customer retention strategy is to expand and then divide the customer lifecycle into an 18 month time period.

5 Questions to create a Collaborative Customer Experience Strategy

Babette Ten Haken

A collaborative customer experience strategy requires more than having clients to survey. This strategy encompasses understanding the non-surveyed factors impacting the customer, pre-sale, during the sale and the entire post-sale continuum.

Sales Tips: What Is Sales Intelligence?

Customer Centric Selling

Sales Tips: What Is Sales Intelligence? By Connie Schlosberg, Primary Intelligence.

Sales Tips: How to Calculate Your Win Rate

Customer Centric Selling

Sales Tips: How to Analyze Your Win Rate. By Primary Intelligence , a CustomerCentric Selling® Partner.

These 2 Skills make Executing Business Strategy less Difficult

Babette Ten Haken

Let’s face it, executing business strategy is a real pain to sustain. For starters, executing strategy takes a solid process and a lot of professional discipline. Then, strategy is dependent on commitment to that strategy: yours, your team’s and your workforce’s.

Is Customer Bombardment Your Customer Experience Strategy?

Babette Ten Haken

Customer bombardment should be a no-brainer non-strategy. Then, notifications about pricing strategy. Looking for a speaker or workshop on customer experience and customer retention for your next association or organizational meeting or event?

Sales Tips: The Death Knell for Traditional Selling

Customer Centric Selling

Sales Training sales tips selling tips sales strategy sales training workshop sales training workshops sales management sales process sales methodology sales training companySales Tips: The Death Knell for Traditional Selling.

Sales Tips: Sharing B2B CX Insights with Employees

Customer Centric Selling

Sales Tips: 6 Best Practices for Sharing B2B CX Insights with Employees. By Connie Schlosberg, Primary Intelligence.

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Sales Tips: How to Think Like Your Customer

Customer Centric Selling

Sales Tips: How to Think Like Your Customer. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: "Quote and Hope" Proposals Don't Sell

Customer Centric Selling

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Scripted versus Tailored Sales Presentations

Customer Centric Selling

Sales Tips: Scripted vs. Tailored Sales Presentations. By Connie Schlosberg, Primary Intelligence.

Sales Tips: 4 Benefits of CX Programs

Customer Centric Selling

Sales Tips: 4 Unexpected Benefits of Customer Experience Programs. By Primary Intelligence , a CustomerCentric Selling® Partner.

Sales Tips: 2 Costly Mistakes Sellers Make with Pricing

Customer Centric Selling

Sales Tips: 2 Costly Mistakes Sellers Make with Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: How B2B Companies Are Increasing Revenue

Customer Centric Selling

Sales Tips: How B2B Companies Are Increasing Revenue. By Connie Schlosberg, Primary Intelligence.

Sales Tips: 4 Successful Best Practices for Win Loss Programs

Customer Centric Selling

Sales Tips: 4 Successful Tactical Recommendations for Win Loss Programs. By Connie Schlosberg, Primary Intelligence.

Sales Tips: Quarter-end Health Check

Customer Centric Selling

Sales Tips: Quarter-end Health Check. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Do Flight Risk Employees gamble with Customer Experience Strategy?

Babette Ten Haken

While multiple factors contribute to employee flight risk , ultimately, maintaining “flighty” employees impacts the quality of delivering on your customer experience strategy. Flight risk employees, regardless of performance level, influence delivery of your customer experience strategy.

Sales Tips: Collecting Customer Feedback through Phone Interviews

Customer Centric Selling

Sales Tips: A Better Way to Gather CX Feedback. By Connie Schlosberg, Primary Intelligence.

Sales Tips: Don't Go the Distance and Lose

Customer Centric Selling

Sales Training sales tips sales strategy sales training workshop sales training workshops sales process sales training company improve sales performance sales approach sales training approach sales qualification sales tip sales cycles sales losses