Babette Ten Haken

JULY 31, 2019

Do you know the story of what happens to clients, after that new contract lands in-house, for post-sale execution? If you plan to renew that contract at a later date, perhaps it makes sense to become invested in that post-sale story. Like the capital equipment and software found within Internet of Things environments.

Retention 96

Retention Ideal Customer Profile Customer SME 96

Babette Ten Haken

SEPTEMBER 16, 2019

Especially when these omitted details surface, often inconveniently, both pre- and post-sale. Most of the time, these professionals are involved in the post-sale care and feeding of customers, once a sale is consummated. At “that” final meeting, when the sale is assumed, but not yet closed. is available on Amazon.com.

Ideal Customer Profile 83

Ideal Customer Profile Decision Maker Engineering SME 83

HeavyHitter Sales

AUGUST 6, 2008

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

SME 87

SME Penetration Competition Sales 87

Mindtickle

MARCH 1, 2024

Focusing on enterprise sales can be a great way to grow your revenue. After all, enterprise sales drive a lot of value. Adding those big logos to your customer roster is a great way to build credibility and grow sales. Sales reps going after enterprise deals must be ready to navigate complex selling scenarios.

Enterprise 52

Enterprise Enterprise Software Software 52

Babette Ten Haken

MARCH 27, 2019

Traditionally, storytelling is a marketing, sales or PR function. And, traditionally, marketing, sales and PR focus on justifying, to customers, their investment in your products and services in anticipation of a benefit received from said products and services. Do you know who they are? As a result, they become skeptical.

Ideal Customer Profile 18

Ideal Customer Profile SME Education Margin 18

Babette Ten Haken

OCTOBER 31, 2018

Machinery, software interfaces, processes and people are involved. And, in my experience serving clients, the software and machinery often collaborate far more effectively than do their human counterparts. The equipment and software are programmed for collaborative processes, error detection and customized productivity.

Ideal Customer Profile 79

Ideal Customer Profile SME Software Software 79

Babette Ten Haken

JANUARY 18, 2018

When customer retention processes become a sanctioned sales spectator sport, everyone suffers. What could go wrong, post-sale? Besides, the post-sale care and feeding of those valuable clients is SEJ: Someone Else’s Job. After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right?

Sports 74

Sports Retention Customer Compensation 74

Product Management University

JULY 23, 2020

Agile is a software development methodology. It’s not how you do product marketing or sales. Agile development is a methodology for building software, and it’s a good one! Smaller teams cranking out measurable units of software every 2-4 weeks and iterating toward usable features has done wonders for software development.

SME 66

SME Software Software Consumer 66

Allego

JULY 17, 2023

For years, we’ve talked about sales enablement and how enablement can help sales teams sell more. What sales content do teams need? It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. Change has come to enablement.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

Babette Ten Haken

OCTOBER 11, 2018

Also, when it comes to systems and rules, are we talking about the mix of workplace machines, software and people? Is our organization paying lip-service to thinking outside of the box, while ignoring untapped machinery, software and people potential within the existing box? Did these spontaneously arise out of the mist, one morning?

Strategy 78

Strategy Journal SME Ideal Customer Profile 78

Allego

JUNE 16, 2020

At the same time, few can afford to interrupt their busy schedules to attend sales training classes or read stacks of books, manuals and articles. Sales meetings were cancelled and entire workforces began working from home. One of the best ways to do this is to integrate all content into your CRM software.

Training 77

Training Hiring Face-to-face SalesForce 77

Babette Ten Haken

SEPTEMBER 13, 2018

or #Industry40) business environment includes processes, software interfaces, equipment and machinery and people. In my work with clients who are wrestling with digital transformation for business growth, the machinery and software collaborate far better than their human co-workers. Seamlessly. Interoperably.

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face SME Hiring 73

Babette Ten Haken

MARCH 8, 2018

When I speak to sales audiences about customer retention, their expectations are that I will provide them with clever tools and tips on renewing customers, so they can meet quota. Meeting their numbers looks a whole lot different than meeting sales quota. Not just sales, not just operations or the supply chain.

Strategy 74

Strategy Customer Retention SME 74

Babette Ten Haken

SEPTEMBER 24, 2018

When your sales CRM tells you what the next step to close the customer should be, do you ever ask yourself whether this step makes sense? When you implement out-of-the-box software solutions to serve specific needs, are you limiting your focus? She is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 221

Ideal Customer Profile Retention Strategy SME 221

Babette Ten Haken

DECEMBER 3, 2018

Because asking “that” one little question just may derail the sale or change project scope. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Second, management discourages us from asking more questions than we need to. For some reason, the value of questions is de-valued. Considered risky.

Ideal Customer Profile 85

Ideal Customer Profile SME Hiring Customer Service 85

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. Research by the Sales Executive Council.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Babette Ten Haken

NOVEMBER 29, 2018

The Age of Customization and Personalization represents non-linear inter-connections between machines, software, processes. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Except that, Today, Tomorrow and in the Future, customers do business in The Fourth Industrial Revolution environments.

Retention 66

Retention Ideal Customer Profile Hiring Customer 66

Babette Ten Haken

NOVEMBER 15, 2018

When we tell clients that we are sales rockstars, they become skeptical about whether our focus is about them or the next contest. She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette’s Playbook of collaboration hacks, Do YOU Mean Business? is available on Amazon.com.

Ideal Customer Profile 77

Ideal Customer Profile SME Hiring Retention 77

Product Management University

JULY 23, 2020

Agile is a software development methodology. It’s not how you do product marketing or sales. Agile development is a methodology for building software, and it’s a good one! Smaller teams cranking out measurable units of software every 2-4 weeks and iterating toward usable features has done wonders for software development.

SME 52

SME Software Software Consumer 52

Artesian Solutions

JUNE 1, 2020

With over 35 years leadership experience, Stephen led Sage to become the fastest-growing Top 10 cloud software provider with shareholder return of over twice that of the FTSE100. Our recent whitepaper, The 2030 Sales Revolution , was co-authored by Stephen and covers many of the topics from his speech. Download it below.

Chordiant 52

Chordiant Sage SME Scale 52

Babette Ten Haken

JANUARY 10, 2018

Anywhere from one-quarter to one half of the sales force can turn over every 12 months , if that long, because they aren’t making their numbers. A software engineer has a fleeting professional expiration date, lasting 2 years, if that long. Babette’s playbook of industrial IoT team collaboration hacks, Do YOU Mean Business?

Engineering 62

Engineering SME Proposal Retention 62

Babette Ten Haken

AUGUST 30, 2018

There is more to service delivery experience than just the post-sale evaluation. Even though a field service call typically involves one professional, how many other post-sale service professionals create the experience within that single appointment? She is a member of SME, ASQ, SHRM and the National Speakers Association.

SME 53

SME Call-back Software Software 53

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. Research by the Sales Executive Council.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

InsideSales.com

MARCH 15, 2020

Good sales leaders are those who can successfully manage a sales team and escalate them to great heights. Here are some sales team management tips to set your team up for success. RELATED: 3 Questions Data-Driven Sales Managers Must Answer. In this article: Build a Sales Team Based on Your Needs. Specialize Early.

Hiring 58

Hiring Top of Funnel SME Distribution 58

Babette Ten Haken

AUGUST 1, 2018

Considering how connected everything and everyone is to each other and software and machine interfaces, that’s a lot of stickiness to stick close to. These stories are about people, software and machines making a small difference with a big impact. She is a member of SME, ASQ, SHRM and the National Speakers Association.

Customer 51

Customer Demand Generation Agencies Hiring Demand Generation 51

Babette Ten Haken

AUGUST 16, 2018

Who hasn’t met a sleezy and cheesy sales person? Aren’t all sales people the “same”? How many functional roles exist within sales? And besides, does everyone in sales sell used cars (apologies to the folks in automotive sales )? Software engineers? And then, an engineer? Are we kidding?

Engineering 55

Engineering Automotive SME Retention 55

Babette Ten Haken

NOVEMBER 14, 2018

Ultimately, each customer’s decision to continue doing business with us firmly is in the hands of all of those “someones” responsible for post-sale customer care, in one form or another. She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette’s Playbook of collaboration hacks, Do YOU Mean Business?

Ideal Customer Profile 64

Ideal Customer Profile Customer SME Retention 64

Babette Ten Haken

MAY 23, 2018

And while customer experience survey results are used to drive marketing and sales campaigns, how often do you dig deep to identify the people behind the numbers? Yes, you are in the midst of decision-making overwhelm, with digital transformation, retrofitting old equipment and choosing software interfaces. is available on Amazon.

Retention 55

Retention Customer SME B2C 55

Babette Ten Haken

OCTOBER 22, 2018

Also, decisions about systems, software, quality, and the loyalty Apps each customer uses when doing business with that organization. Or will they ask those front-line individuals about the real root causes of decreased sales revenue? She is a member of SME, ASQ, SHRM and the National Speakers Association. Image source: Fotolia.

Ideal Customer Profile 66

Ideal Customer Profile Loyalty Customer SME 66

Babette Ten Haken

OCTOBER 24, 2018

She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette Ten Haken’s One Millimeter Mindset speaking programs showcase how profitable collaboration catalyzes purposeful, innovative personal development, leadership communication and business growth. is available on Amazon.com. Image source: iStock.

Ideal Customer Profile 74

Ideal Customer Profile SME Hiring Call-back 74

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. 9 sales enablement best practices.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

The Center for Sales Strategy

JANUARY 2, 2018

Which software is used for trend management? The results show that both large corporations and also small and medium-sized enterprises (SME) are fully aware of the relevance of trend management for business operations. Which software is used for trend management? How do companies assess and document trends?

Trends 48

Trends SME Software Software 48

Costello

JANUARY 9, 2019

When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. In total, we gathered sales qualification questions from 26 experts, as well as the answers they expect to hear from their prospects.

Prospecting 111

Prospecting Ideal Customer Profile Marketing Sales Qualified Lead 111

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Helps you track sales reps’ learning progress. Lets you evaluate your training program’s impact on sales KPIs.

Training 71

Training Hiring How To Course 71

Babette Ten Haken

OCTOBER 25, 2018

She is a member of SME, ASQ, SHRM and the National Speakers Association. Babette Ten Haken’s One Millimeter Mindset speaking programs showcase how profitable collaboration catalyzes purposeful, innovative personal development, leadership communication and business growth. is available on Amazon.com. Image source: Fotolia.

Quota 56

Quota Ideal Customer Profile SME Hiring 56

Mindtickle

MAY 14, 2016

While their reasoning may differ, this didn’t detract from the importance of these relationships to their sales efforts and bottom line. Common threads also appeared in terms of their sales model and their enablement strategy, so much so, that I identified three broad channel partner strategies. Exclusive channel partnership strategy.

Channels 52

Channels Strategy Lead Rank Retail 52

Mindtickle

MAY 14, 2016

While their reasoning may differ, this didn’t detract from the importance of these relationships to their sales efforts and bottom line. Common threads also appeared in terms of their sales model and their enablement strategy, so much so, that I identified three broad channel partner strategies. Exclusive channel partnership strategy.

Channels 52

Channels Strategy Lead Rank Retail 52