Increase new and repeat sales. Cold calling, follow ups and the benefits of regular sales contacts
It would be nice to believe that your customers are loyal; that their relationship with you is valued, and they will give you a chance to respond to any claims or promises made by your competitors. Yes, it would be nice to believe that but not too bright. Even though you can assume that a …
Want Renewals? Step 2- Customer Nurturing – Think Negative Churn Read More »
Everybody knows that the squeaky wheel gets the grease, and your customer service or account management staff are brutally well aware of that simple axiom. They deal with squeaky wheels every day, slathering on the grease until problems are solved, questions are answered, information is provided and clients are purring with satisfaction. Once the intensity …
Want Renewals? Step 1- Reach Out from Customer Service Read More »
As more companies take advantage of new online business opportunities and models, the importance of a segmented communications program to support contract renewals is more critical than ever. With some companies, maintenance agreement and support contract renewals are almost treated as an afterthought, but that is changing. There is simply too much money at stake. …
Renewal Revenue Goals Need a Communications Plan Read More »
According to Morgan Stanley, 30-40% of the revenue and over 50% of technology company profits come from recurring revenue- and that number is even higher for SaaS/XaaS organizations. From 2012-2014 “cloud billing” will grow by about 35% Given it’s importance, one would expect that companies depending on recurring revenue would have that re-sell process firmly …
Are you frustrated that you don’t ever seem to hear your sales reps on the phone? You are not alone. Get on the Phone by John Barrows
Looking for a round up of short, compelling summaries on what’s what in B2B? Check out this list: Five B2B Digital marketing Mistakes You Don’t Know You’re Making Five B2B MarCom Strategies to Increase Sales Now 5 B2B Lead Generation Techniques that Actually Work 5 Reasons to Use Voicemail to Reach the B2B Buyer 5 …
I feel like a Traitor. After 20+ years in sales, believing that a rep who couldn’t do their own teleprospecting was a useless as tits on a bull, I’ve recently been forced to concede that for B2B, in this day and age, teleprospecting might be better managed by marketing. This blog recently ran a post …
10 More Reasons to Change the Way Sales Tele-Prospects Read More »
Sales will be much better off when they get teleprospecting help from Marketing. Marketing needs to drive higher quality leads and nothing improves lead quality like a telephone conversation. Sales needs to use outbound calling more effectively and nothing warms up that first live connection like a contact who knows who you are and already …
Unless Your sales team meets all or most of these conditions Is very junior Has nothing better to do Is only paid by salary Is not held to quotas Is actually a customer service group in disguise Your sales team is about as likely to spend their time conscientiously making your event recruitment or other …
I was just looking over an earlier post that included a link to 12 Prospecting Rules and one idea stood out – confusing prospecting research with actual prospecting. It resonated with me because in my experience, the “need” for precall research, is one of the most frequently cited reasons for not picking up the phone …
