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Should sales leaders have their compensation tied to net recurring revenue/renewal rates? 👇 As sales leaders, our primary focus is often on generating new business. But to align with broader company goals—reducing churn, increasing recurring revenue, and boosting profit margins—we must also prioritize the health of our existing customer relationships. Customer-health scoring as a tool for net new business sales leaders? It can bridge the gap between acquiring new business and maintaining strong, profitable relationships. 👉 Take a page from CS to identify best-fit customers & gain actionable insights that directly support your company’s growth objectives. 💸 Here are 4 ways customer-health insights can be applied to new business development: 𝗧𝗮𝗿𝗴𝗲𝘁 𝗛𝗶𝗴𝗵-𝗤𝘂𝗮𝗹𝗶𝘁𝘆 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝘄𝗶𝘁𝗵 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗣𝗿𝗼𝗳𝗶𝗹𝗲𝘀: By analyzing customer health data from existing successful clients, you can develop a success profile to identify new prospects who are most likely to thrive with your product. This targeted approach allows you to focus your outreach on prospects that match the characteristics of your most profitable customers, increasing your chances of closing high-value deals. 𝗥𝗲𝗳𝗶𝗻𝗲 𝗬𝗼𝘂𝗿 𝗩𝗮𝗹𝘂𝗲 𝗣𝗿𝗼𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻 𝗕𝗮𝘀𝗲𝗱 𝗼𝗻 𝗛𝗲𝗮𝗹𝘁𝗵 𝗠𝗲𝘁𝗿𝗶𝗰𝘀: Customer-health scoring can reveal which aspects of your product provide the most value to existing clients. Use these insights to craft a more compelling value proposition for new prospects. Highlight the specific benefits that resonate most with similar companies, making your pitch more relevant and persuasive. 𝗢𝗽𝘁𝗶𝗺𝗶𝘇𝗲 𝗬𝗼𝘂𝗿 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆: Use the behavioral data from successful accounts to inform your outreach strategies. For instance, if you notice that high-engagement clients respond well to specific messaging or channels, replicate those tactics in your prospecting efforts. Tailoring your approach based on proven success patterns can help you connect with new prospects more effectively. 𝗗𝗲𝘃𝗲𝗹𝗼𝗽 𝗣𝗿𝗲𝗱𝗶𝗰𝘁𝗶𝘃𝗲 𝗜𝗻𝗱𝗶𝗰𝗮𝘁𝗼𝗿𝘀 𝗳𝗼𝗿 𝗡𝗲𝘄 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀: Leverage insights from customer health scoring to create predictive indicators for prospect behavior. For example, if certain engagement patterns correlate with successful onboarding, identify these signals early in your prospecting process. This proactive approach can help you prioritize leads that show the highest potential for a successful long-term relationship. What's your favorite CS strategy that you've deployed in net new business? -- Enjoyed this post? Click here 👉lnkd.in/emVkCrf3 to hit follow & ring my 🔔 for more Post inspo credit to HBR #SalesLeadership #B2BSales

Make it easy for your reps to be the CEO of their territory with this simple strategy. I've been using this technique to build lists for 15+ years. It evolved into a strategy as a CRO when I owned marketing for the first time in my career. TBH, I stole the idea of #ValueBasedSegmentation from marketing. Then got clear about how to apply it and teach it to sellers, especially full-cycle AEs. 💸 Want to teach Value-Based Segmentation to your team? VBS involves breaking down an Ideal Customer Profile (ICP) into smaller, more focused segments. Build enough layers of segmentation that you are speaking to a small sub-set of our overall territory. Once you've added account-level segmentation, pick a single title to speak to. ❌ Finance executives ✅ CFOs ❌Sales professionals ✅ VP, Sales Enablement Now you know exactly the type of account and contact you're approaching. That's enough to get started. BONUS TIP: If you want to level up your VBS strategy, add in triggers or signal-based data. Enjoy this topic? Great news - I am spending an entire chapter deep diving how to bring this strategy to life in my 📖 - #EarnTheRight: A Buyer-Centric Guide to B2B Pipeline Generation - scheduled to drop in December 2024. Stay in the know 👇 Subscribe to my brand new Earn The Right LinkedIn Newsletter: https://lnkd.in/gDXepd4P #LinkedInNewsletter #Author #KeynoteSpeaker

Sales reps, this one's for you! ➡️ We love these tips from our friend Leslie Venetz! She's got your formula for running top-tier meetings. Which of these stood out to you the most? Let us know in the comments! ⤵️ Leslie also has some Calendly hacks for you as you boost your meeting game! Try these tips out: ➡️ Book follow-up meetings before ending the current call → using Calendly's browser extension, you can book the next meeting right away at a time that works for everyone. ➡️ Customize meeting reminders → Automate your email and text reminders with Calendly! Thanks, Leslie!

I saw a poll with 100s of votes about what holds sellers back from cold calling. Over 1/3 said - Fear or call reluctance. Maybe you were one of the almost 100 people who voiced that challenge? First, know that fear and call reluctance are common challenges. You are not alone. Second, take a look at these four tips to overcoming those fears. 🧠 𝗦𝗵𝗶𝗳𝘁 𝗬𝗼𝘂𝗿 𝗠𝗶𝗻𝗱𝘀𝗲𝘁: One of the most powerful ways to overcome reluctance is to reframe your mindset. You hear me talking about leading with curiosity instead of closing as your goal. Instead of seeing cold calling as a task where you’re intruding on someone’s day, view it as an opportunity to help solve a problem. When you focus on the value you can provide, the conversation becomes less about making a sale and more about offering a solution. This shift can reduce anxiety and make the process feel more natural. 📖 𝗣𝗿𝗲𝗽𝗮𝗿𝗲 𝗮𝗻𝗱 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲: Preparation is key to building confidence. Research your prospects, understand their business challenges, and prepare a script or outline that guides your conversation. Practice your pitch until it feels natural. The more familiar you are with your material, the more confident you’ll be when making the call. Practice also helps you anticipate objections and respond smoothly, which can reduce fear of the unknown. 💸 𝗦𝗲𝘁 𝗦𝗺𝗮𝗹𝗹, 𝗔𝗰𝗵𝗶𝗲𝘃𝗮𝗯𝗹𝗲 𝗚𝗼𝗮𝗹𝘀: Cold calling can feel overwhelming if you think of it as one big task. Instead, break it down into smaller, manageable steps. Start with setting a goal for the number of calls you’ll make in a specific timeframe. Celebrate small wins, like getting through your first call of the day, securing a follow-up, or even just leaving a well-crafted voicemail. These small achievements build momentum and make the overall process less daunting. ✅ 𝗗𝗲𝘃𝗲𝗹𝗼𝗽 𝗮 𝗥𝗲𝘀𝗶𝗹𝗶𝗲𝗻𝘁 𝗔𝘁𝘁𝗶𝘁𝘂𝗱𝗲: Rejection is a natural part of cold calling, but it doesn’t have to be a setback. Instead of taking rejection personally, view it as valuable feedback and a chance to refine your approach. You often hear me talk about my 3C approach to objections that helps you uncover & celebrate WINS even when you don't "overcome" the objection. 👉 Download a free copy of my 50+ page Objection Deck here: https://lnkd.in/ghTryZhb By embracing the learning process, you’ll become less fearful of negative outcomes and more focused on the long-term goal. Join the 1612 sellers who are already using the 3C objection approach and 40+ sample scripts here: https://lnkd.in/ghTryZhb #ColdCalling #ObjectionHandling #B2BSalesTips #SalesTraining .

Without formal training, your sales team is at a significant disadvantage Regular Training = Higher Performance Teams with consistent training perform better and stay longer Don’t Let Your Team Fall Behind If your company isn’t investing in training, it’s time to push for change Share your experiences with sales training in the comments Full Live with Leslie Venetz, link in the comments

OBSESSED. The phrase "good three ways" (三方よし, pronounced sanpō yoshi), originates from the business philosophy of the Omi merchants in Japan. The Omi legacy of ethical conduct, long-term relationships, and social responsibility lives on today. The phrase "𝘨𝘰𝘰𝘥 𝘵𝘩𝘳𝘦𝘦 𝘸𝘢𝘺𝘴" encapsulates a principle that was central to their commercial practices. It emphasizes the importance of ensuring that business transactions are beneficial in three ways: 🍥 Good for the seller (Urite yoshi): The transaction should be profitable and advantageous for the seller or merchant. 🎑 Good for the buyer (Kaite yoshi): The buyer should feel satisfied with the purchase, perceiving value and benefit from the transaction. 🎏 Good for society (Seisai yoshi): The transaction should also contribute positively to the broader community or society. 😍 You often hear me talking about rejecting, or at least evolving, old ways of working to focus on WIN/WIN outcomes. I came across this concept last week while journaling. It's from the Edo period (1603-1868) so OLD, really OLD, but still relevant. P.S. My journal is a Hobonichi Techo. I am also OBSESSED with their products. I've used this journal for the past 3 years and it brings me a lot of joy. I journal every Monday for 2-3 hours and most nights for 2-3 minutes to jot down a bit of gratitude. What's a really old idea that still resonates with you?

Make it easy for your reps to be the CEO of their territory with this simple strategy. I've been using this technique to build lists for 15+ years. It evolved into a strategy as a CRO when I owned marketing for the first time in my career. TBH, I stole the idea of #ValueBasedSegmentation from marketing. Then got clear about how to apply it and teach it to sellers, especially full-cycle AEs. 💸 Want to teach Value-Based Segmentation to your team? VBS involves breaking down an Ideal Customer Profile (ICP) into smaller, more focused segments. Build enough layers of segmentation that you are speaking to a small sub-set of our overall territory. Once you've added account-level segmentation, pick a single title to speak to. ❌ Finance executives ✅ CFOs ❌Sales professionals ✅ VP, Sales Enablement Now you know exactly the type of account and contact you're approaching. That's enough to get started. BONUS TIP: If you want to level up your VBS strategy, add in triggers or signal-based data. Enjoy this topic? Great news - I am spending an entire chapter deep diving how to bring this strategy to life in my 📖 - #EarnTheRight: A Buyer-Centric Guide to B2B Pipeline Generation - scheduled to drop in December 2024. Stay in the know 👇 Subscribe to my brand new Earn The Right LinkedIn Newsletter: https://lnkd.in/gDXepd4P #LinkedInNewsletter #Author #KeynoteSpeaker

IMAGINE what it's like to feel heard. It's amazing, isn't it? Can you believe that is a gift we can give to others? ✅ Active listening is one of the most powerful tools in sales. Tell me - when was the last time you listened to a podcast or read a book about listening? When was the last time you carved out dedicated time off the sales floor to practice listening? Listening may be a soft skill but your hard skills won't matter as much without it. 💸 As a top-performing seller & sales leader, I know that active listening is the most foundational sales skill. When we genuinely listen, we’re not just hearing words—we’re understanding the needs, challenges, and goals of our prospects. This kind of engagement builds trust and opens the door to more meaningful, productive conversations. Active listening is a skill, and like any skill, it requires deliberate practice. 👉 EVERY seller and sales leader can become a better listener. But it requires work. I created 4R active listening framework to get you started. You can download it for free here: https://lnkd.in/gDmejJkx HOT TIP: Focus on the RESIST step. It's way deeper than just resisting the temptation to interrupt. I promise. How do you give the gift of helping people feel fully listened to? -- Enjoyed this post? Click here 👉lnkd.in/emVkCrf3 to hit follow & ring my 🔔 for more #ActiveListening #SalesTraining Video credit: KallMeKris on TikTok (and pretty much every platform - she is so funny)

Congrats to the Top 50 Global Thought Leaders and Influencers on Sales 2024! https://lnkd.in/endkaqMC https://lnkd.in/e3hc9D8M To see the full list or to participate by sharing your own content, sign-up on Thinkers360.com today! Featuring Daniel Stecher, Leslie Venetz, Simon Haigh, Julie Atherton, Michael Fauscette, Vladimer Botsvadze, Galit Ventura-Rozen, M.A., Tom Laine, Brian Solis, Nitin Kumar, Chad Burmeister, Cindy R. Mount, Rufus Lidman, Karen Mangia, Joybert Javnyuy, Barnaby Wynter, Expert Brand Practitioner, Author, Keynote Speaker, Richard Halter, • Milo Shapiro •, John Livesay, Vidusha Nathavitharana, Lou Diamond, Glen Williamson FISM, Per Sjofors, Danilo Zatta, PhD,, Tiffanee Neighbors, MBA, Gabor Pinter #Sales #Marketing #Business #Innovation #Technology #ThoughtLeadership #ThoughtLeaders #InfluencerMarketing #ContentMarketing #B2BMarketing #B2BInfluencers #Analysts #Advisors #Authors #Consultants #Influencers #Speakers

Your reps write emails for the computer. They need to write emails for the phone. Let me explain. Mobile devices dominate with as much as 81% of all email opens happening via mobile depending on the specific audience and industry That means your beautifully crafted, lengthy emails might be doing more harm than good. 🧠 Here’s why: Shorter emails reduce cognitive load. Cognitive load refers to the amount of mental effort required to process information. When your email is long or packed with dense information, it increases cognitive load, making it harder for the brain to process and retain what you’re saying. This can lead to skimming or even ignoring your message altogether. 👉 REALITY CHECK: Your prospects are not reading your sales emails. They scan them before deciding to delete, save for later, or action. When your email is concise, you’re making it easier for the brain to take in the information. Shorter emails require less mental effort to understand, which means your prospect can quickly grasp your message and make a decision. This simplicity is key to earning the right to their attention and encouraging action. 💸 The brain loves clarity and hates clutter. I aim to keep my emails below 100 words inclusive of the subject line & CTA. What word count do you watch for? -- Enjoyed this post? Click here 👉lnkd.in/emVkCrf3 to hit follow & ring my 🔔 for more #EmailTips #SalesCopywriting #SalesTraining #OutboundSales