Close.io

APRIL 10, 2020

In this post, we've pulled together some of the best sales articles from around the web, featuring some superb content on resume building, churn prevention, onboarding, and much more. COVID-19 churn prevention: Your customers are cutting costs. Don't just let them cancel. CHURN BACK TIME ?. New week, new Sales Brief!

Hiring 95

Hiring Cancellation Churn Policies 95

Hubspot Sales

FEBRUARY 26, 2018

Your prospect will definitely know what you’re talking about. Anything exciting happening in [prospect name] land?”. I hope your spirits are high and your churn rates are low.”. This lighthearted opener works well for prospects selling subscription products. Cancellation rate. Marketing costs. Defects rate.

Churn 112

Churn Cancellation Face-to-face Social Media 112

Openview

MAY 14, 2019

However, in the SaaS world there are absolutely some dos and don’ts around building a successful brand and keeping those dreaded churn rates low. Your prospects and customers literally have 6,800 options to wade through in order to find answers to a select few–often industry-specific–problems. You seem the same as everybody else.

Churn 85

Churn Strategy Cancellation Advertising 85

Close.io

AUGUST 13, 2018

Prospects will sometimes reach out and ask for a discount before they even sign up for a trial. They'll churn a lot more often. Look at the most recent data analyzed by our friends at ProfitWell: To summarize this chart in plain English: Customers given a discount have over double the churn rate of non-discounted customers.

Discount 107

Discount Negotiation How To Churn 107

PandaDoc

AUGUST 26, 2020

Another important point to bear in mind here is that good client service can do a lot to reduce churn. So devoting serious attention to customer service standards is very important to minimizing client churn, in addition to lead nurturing. One that rarely fails is the prospect of offering a reward for sticking around.

Churn 59

Churn Customer Service Loyalty Customer 59

Nutshell

JANUARY 14, 2020

Since a SaaS product is typically more complex to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. “While our prospects are in our cycle for 21 days, they’ve usually been engaging our brand for at least two months prior.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Hubspot Sales

AUGUST 2, 2022

In practice, this means connecting with prospective customers to demonstrate the benefits of your SaaS solution (or a resale SaaS offering), making the sale, and then delivering superior service and support to keep clients happy and keep revenue flowing. Some of the most relevant include: Customer Churn. Get the calculator here.

Revenue 105

Revenue Scale Forecasting Churn 105

Zoominfo

JUNE 25, 2021

Number of emails sent helps companies understand the number of prospects discovered per number of emails sent. It also helps assess prospect interest in messages sent by your team. and appointments made with prospects. Closing the largest deals sometimes isn’t enough; consider costs that influence prospecting and retention.

Sales Qualified Lead 100

Sales Qualified Lead B2B Top of Funnel Lead Rank 100

Sales Hacker

JUNE 19, 2019

Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads. With that setup, you can automate the customer data to your CRM dashboard and make your sales prospecting process a lot less manual. Here’s how it works….

Campaigns 105

Campaigns Top of Funnel Lead Gen Scale 105

The Spiff Blog

JUNE 1, 2023

Most clawbacks require a salesperson to return previously paid commission when a customer churns or cancels their purchase within a designated time period. If a customer cancels their subscription shortly after signing up, the vendor doesn’t earn much from the deal in the long term.

Commission 77

Commission Compensation Cancellation Strategy 77

Hubspot Sales

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. A clawback “takes back” the rep’s commission and kicks in if a customer churns before a specific benchmark. No sales comp plan is perfect. for now.

Compensation 145

Compensation Hiring Salary Commission 145

Sales Hacker

MAY 10, 2021

Reduce churn. Involving the customer support team in the sales process helps reduce churn by setting realistic customer expectations, streamlining the customer funnel, and ensuring consistency in the type and quality of support provided across the customer journey. How does this consistency help reduce churn?

Case Study 79

Case Study Study Top of Funnel Churn 79

Sales Hacker

MAY 7, 2025

So everything from the time something a customer or a prospect moves from [00:05:00] marketing and our marketing acquisition engine whether that’s through digital or events or whether that comes in through our industry experts and my organization has. So retention, churn, like on that campaign itself. And I know every.

Ideal Customer Profile 84

Ideal Customer Profile Engineering Customer Scale 84

Sales Hacker

SEPTEMBER 24, 2022

Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. And then there’s the sales funnel.

Paid Content 133

Paid Content Top of Funnel Funnel Ideal Customer Profile 133

Gong.io

JUNE 29, 2022

Beating customer churn is how the best-of-the-best Customer Success orgs shine. Reduces churn rates. Churn, also known as customer attrition, is the percentage of users who cancel a recurring subscription within a given period. The formula to calculate churn is as follows: Churn = (Lost customers / total customers) x 100.

Churn 62

Churn Cancellation Retention Analytics 62

PandaDoc

JULY 1, 2020

Precision prospecting is the first step towards reaching new revenue heights. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Be relentless.

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Social Media Referrals 52

SugarCRM

FEBRUARY 9, 2023

Customer churn happens when organizations fail to meet customer expectations. What Is Churn Rate? Customer churn is a simple concept, a metric that helps you understand the health and coherence of a business. The churn rate is the percentage of customers who abandon your product or service over a given period.

Churn 26

Churn Ideal Customer Profile Customer Cancellation 26

Salesmate

MAY 15, 2020

Source: Genesys 50% of customers will churn every 5 years. And, only 1 out of 26 unhappy customers complain; the rest will simply churn. Prospects have multiple choices when they set out to make a purchase. Source: Kolsky. Tips for improving customer retention. Develop a lasting bond.

Retention 122

Retention Customer Loyalty Social Media 122

Sales Hacker

MAY 7, 2025

So everything from the time something a customer or a prospect moves from [00:05:00] marketing and our marketing acquisition engine whether that’s through digital or events or whether that comes in through our industry experts and my organization has. So retention, churn, like on that campaign itself. And I know every.

Ideal Customer Profile 69

Ideal Customer Profile Engineering Customer Scale 69

Sales Hacker

MAY 9, 2019

This is how the sales compensation plan should work for reps in a prospecting role. AE ($160k) and ½ a CSM ($120k/2) to prospect/win and onboard 20 deals/month at $25k ACV. Clawbacks can also be used against deals that churn within three months of purchase when the commission was already paid.

Face-to-face 110

Face-to-face Compensation Commission Lead Rank 110

LeadFuze

NOVEMBER 30, 2021

Need Help Automating Your Sales Prospecting Process? Reduce churn. A good way of doing this would be by involving your support team in the sales process, as it means that customers are less likely to churn for any reason. Prevent churn and highlight positive customer experiences. Source: Chow Now. Sign in to comment.

Top of Funnel 52

Top of Funnel Churn Customer Marketing 52

Nutshell

MARCH 7, 2023

14 Sales Manager KPIs Customer lifetime value (CLV) Rentenion rate Churn rate Revenue Total Sales / Sales per rep Customer acquisition cost (CAC) Conversion Rate New Leads Average Purchase Value Number of sale activities Upsell and cross-sell rates Sales cycle length Lead response time Employee satisfaction 1.

Sales Management 62

Sales Management Churn Retention Lead Rank 62

Pipeline

SEPTEMBER 20, 2023

Customer demands change rapidly, and businesses that don’t keep up will find it difficult to secure new prospects. Some of the examples are conversion rate, sales cycle length, and churn rate. Conversely, if the rate increases, your sales team is doing a fantastic job in nurturing the prospects. What is a Sales Metric?

Lead Rank 52

Lead Rank Marketing Qualified Lead Sales Qualified Lead Churn 52

Apptivo

NOVEMBER 17, 2021

The end motive of having a customer relationship management system is to increase sales, improve the retention rate, and decrease customer churn. This will make the salespeople focus more on redundant tasks and less on the time spent interacting with the leads, prospects, and customers.

Software 98

Software Software Benefit CRM 98

Gong.io

AUGUST 10, 2020

Focus on staying ahead of churn. Measuring churn rate means you’re too late. The prospecting skills learned with new business carry through to how you find new opportunities for new products and upsells to your existing customers. . I’ve got to be ahead of the churn. Selling Skills and Account Management.

Customer 62

Customer Churn Retention How To 62

Close.io

OCTOBER 30, 2019

High churn rates. They'll cancel their subscription. That's why qualifying your prospects properly early on in your sales process is so crucial. They won't want to pay full price for your product, because they don't see the value in it—especially if they fail in using your product or struggle with the process.

Ideal Customer Profile 57

Ideal Customer Profile Customer Social Media Scale 57

ExecVision

OCTOBER 22, 2019

So if you’re a salesperson, complimenting a prospect on their business, or their home, or their car is a great way to build a relationship and eventually close a sale. After so many compliments, the prospect starts to think, “Hey, I’m pretty great. Here’s a list of six techniques that are dated at best, and flat out dangerous at worst.

Strategy 40

Strategy Cold Calling Sales Qualified Lead Call-back 40

Partners in Excellence

APRIL 12, 2016

When the investments we’re making are pretty small, the risk of implementation is small, and the ability to cancel is great–the process of buying and selling becomes much less complicated. For a discussion on this, look at Is Your Prospecting Call Relevant and Do your Sales People Understand The Objective Of Your Content?).

Top of Funnel 48

Top of Funnel Enterprise Enterprise Lead Rank 48

Mindtickle

JUNE 21, 2023

Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals. BANT BANT is an acronym commonly used in sales to qualify and assess potential leads or prospects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Pipeliner

MAY 28, 2021

It focuses on using relevant content with actionable insights to attract prospects, educate leads about your products or services, address your leads’ pain points, and convince them that you have a solution for those problems. They help show your prospects that other people have used your product and loved it. Wrapping up.

Inbound 52

Inbound Webinar Metrics Company Lead Rank 52

Factor 8

AUGUST 8, 2019

The outbound BDR team may call on lead lists, prospect for new customers or even work internal lists like re-activating old customers. Typically, AE’s aren’t great at juggling prospecting and working passed leads. Primary SDR responsibilities include accepting inquiries (e.g.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

The Pipeline

MARCH 18, 2011

We’ve become a craft of neurotic protagonists all running around spouting the latest “closing lines” and hoping again hope that we have the luck to churn out a respectable quota this quarter. Now how but sharing a strategy for overcoming the fear of cold calling, prospecting, etc.? Click here to cancel reply. Prospecting.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Close.io

MAY 20, 2019

In this guide, we’ll run you through everything you need to know about sales KPIs (Key Performance Indicators) and metrics and then highlight the 18 essential sales KPIs used by top sales teams around the world to court better prospects, close more leads, and boost their bottom line. Retention and churn rates. Customer lifetime value.

Lead Rank 88

Lead Rank Top of Funnel Lead Scoring Churn 88

Sales Hacker

OCTOBER 30, 2017

Jobs to Be Done (JTBD) is a process that’ll help you find the exact messages you need to make your communications with leads and prospects relevant. All you need to do is talk to 5-10 people in two different camps: customers who signed up in the last 60 days, and customers who canceled in the last 60 days. So, What Is Jobs to Be Done?

Skype 86

Skype Cancellation Call-back Follow-up 86

A Sales Guy

MARCH 14, 2017

It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. S**t, there are even apps that tell you when to call a prospect and what to talk about. Rule 1: Give a s**t about your customers and prospects. Put your customers and prospects first. New Rules of Selling.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

Janek Performance Group

OCTOBER 18, 2023

High Churn Rates: When clients feel pressured into a purchase, they may later regret their decision and cancel or return the product or service, leading to high churn rates. Prospective clients recognized that the higher price point was justified by the exceptional value they would receive in return.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

The Digital Sales Institute

SEPTEMBER 2, 2019

Prospecting and marketing emails are not dead it seems. Prospecting email marketing has 2 times higher return than cold calling BUT B2B customers are turned off by words such as “reports”, “forecasts”, and “intelligence”. Prospecting emails are likely to get the best response rate when they have between 50 and 125 words.

Paid Content 51

Paid Content Lead Rank Social Media Cold Calling 51