Posts by Category: Better Sales Management

10 Data-Driven Customer Retention Strategies


The hard work doesn’t stop when a customer has made a purchase. In fact, the real challenge may be just beginning: getting your customers to stick around.

Customer retention is a long-term, continuous investment that companies must make in order to keep customers as long as possible. However, reducing customer churn is not easy.


Fill Your 2016 Sales Pipeline Before 2015 Comes to an End!


Have you ever heard the advice that your day starts the night before? It means doing what preparation you can the night before to make your morning—and therefore your whole day—go smoother. When you know what you’re going to wear, pack your lunch, and make sure your laptop is by the front door before you ever head to bed, you’re already a step ahead on the next day.…


Tips for Improving Lead Gen to End the Year Strong—and Start 2016 Even Stronger

Sales enablement

What is it about October that gets us thinking about the end of the year already? The kids have only recently returned to school. Summer just officially ended the month before. And the leaves—or most of them, at least—are still on the trees. So what’s with the end-of-the-year mindset?

Oh, right: It’s the pressure to meet annual goals!…


The Sales Funnel Approach to Managing Tradeshows and Delivering ROI


The fall tradeshow season is upon us! But before you start packing up that booth and that suitcase, let’s talk about some tradeshow sales strategies that are going to make your time and investment pay off.

Although tradeshows present a great opportunity to generate leads, many sales teams are focused on the event itself, and fail to pay enough attention on preparing for the show and following up afterwards.…


How Loud Can You Be? Finding the Right Number of Prospects to Nurture


Just how loud—or quiet—are you? What’s the “volume” you’re selling at, and is that volume effective for your target audience? Finding the right volume, and by that we mean determining how frequently to reach out to prospects at all stages of the buyer’s journey, is critical for effective sales.

But how do you determine that volume?…