Relationship Management
The Ultimate Guide to Customer Retention: Strategies for B2B Success
![The Ultimate Guide to Customer Retention: Strategies for B2B Success]()
While it’s crucial that all B2B entities understand the importance of customer retention, not every one of them does. I remember seeing a recent office exchange between a newly graduated salesperson and his veteran sales manager. The sales manager, let’s say his name was Michael, had asked the new salesperson, let’s say his name was Ryan, to share if business school had taught him any useful sales tips. Ryan: Is it cheaper to sign a new customer? Or to keep an existing customer? Michael: Uh… it’s equal. Ryan: It is TEN TIMES more expensive to sign a new customer. Michael....
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By Steven Dew
By Steven Dew
While it’s crucial that all B2B entities understand the importance of customer retention, not every one of them does. I remember seeing a recent office exchange between a newly graduated salesperson and his veteran sales manager. The sales manager, let’s say his name was Michael, had asked the new salesperson, let’s say his name was Ryan, to share if business school had taught him any useful sales tips. Ryan: Is it cheaper to sign a new customer? Or to keep an existing customer? Michael: Uh… it’s equal. Ryan: It is TEN TIMES more expensive to sign a new customer. Michael....
31 Sales Manager Skills You Need To Lead Your Team to Success
![31 Sales Manager Skills You Need To Lead Your Team to Success]()
Sales managers are the driving force behind the success of all sales organizations, making it an exceedingly in-demand and rewarding career. However, it’s important to understand that the role can be very demanding and stressful. According to a survey conducted by HubSpot, 68% of sales account managers describe their lifestyle as “challenging”. Well what does a sales manager do that is so challenging? As a sales manager, you’ll be responsible for meeting quotas, keeping your team accountable, and inspiring and coaching your team. There’s rarely a slow day in this role. To succeed as a sales manager, you need the....
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By Badger Maps
By Badger Maps
Sales managers are the driving force behind the success of all sales organizations, making it an exceedingly in-demand and rewarding career. However, it’s important to understand that the role can be very demanding and stressful. According to a survey conducted by HubSpot, 68% of sales account managers describe their lifestyle as “challenging”. Well what does a sales manager do that is so challenging? As a sales manager, you’ll be responsible for meeting quotas, keeping your team accountable, and inspiring and coaching your team. There’s rarely a slow day in this role. To succeed as a sales manager, you need the....
The Power of Questions in Sales
![The Power of Questions in Sales]()
Want to better influence the sales process from beginning to end? The secret lies in asking the right sales questions, not just talking about your product or service. Many salespeople believe that spending most of their time discussing and displaying their offerings is the best approach, but the truth is that telling is not selling. Selling is about helping the other person understand why they need to pay you to achieve their goals or objectives. The most effective way to reach that point is to ask questions. Salespeople close more deals when they ask intuitive, probing questions based on customer....
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By Magda Voigt
By Magda Voigt
Want to better influence the sales process from beginning to end? The secret lies in asking the right sales questions, not just talking about your product or service. Many salespeople believe that spending most of their time discussing and displaying their offerings is the best approach, but the truth is that telling is not selling. Selling is about helping the other person understand why they need to pay you to achieve their goals or objectives. The most effective way to reach that point is to ask questions. Salespeople close more deals when they ask intuitive, probing questions based on customer....
10 Customer Experience Lessons B2Bs Can Learn From Disney
![10 Customer Experience Lessons B2Bs Can Learn From Disney]()
“Whatever you do, do it well. Do it so well that when people see you do it, they will want to come back and see you do it again, and they will want to bring others and show them how well you do what you do.” - Walt Disney Disney is known across the world for its exceptional customer experience (CX). Boasting numbers such as a 70% customer return rate to its parks and the top retention rate across all streaming platforms at 78%, Disney stands out. With an emphasis on the creation of “magical moments” for their customers, the....
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By Badger Maps
By Badger Maps
“Whatever you do, do it well. Do it so well that when people see you do it, they will want to come back and see you do it again, and they will want to bring others and show them how well you do what you do.” - Walt Disney Disney is known across the world for its exceptional customer experience (CX). Boasting numbers such as a 70% customer return rate to its parks and the top retention rate across all streaming platforms at 78%, Disney stands out. With an emphasis on the creation of “magical moments” for their customers, the....
The Field Sales Management Playbook
![The Field Sales Management Playbook]()
Managing a field sales team comes with its challenges. Sales reps are out in the field for the majority of the day which means that for you as a field sales manager, you need to exhibit strong leadership and management skills that your reps will respond to even when you are not in constant contact. 96% of those who responded to the 2021 Second Nature Sales Coaching Survey said that effective sales coaching makes a massive difference in the performance of sales reps in the field. Field sales managers know that having a detailed playbook to guide them through their....
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By Eamonn Faherty
Managing a field sales team comes with its challenges. Sales reps are out in the field for the majority of the day which means that for you as a field sales manager, you need to exhibit strong leadership and management skills that your reps will respond to even when you are not in constant contact. 96% of those who responded to the 2021 Second Nature Sales Coaching Survey said that effective sales coaching makes a massive difference in the performance of sales reps in the field. Field sales managers know that having a detailed playbook to guide them through their....
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