Skill + Do
Find out the facts about how your customer feels about your company’s execution and service and use it to improve execution. Your renewal rates will go up when execution is strong.
Just because your client bought once doesn’t mean you’ll skate through the renewal process and they’ll buy again.
In fact, it’s just the opposite.
When your customer is ready to go again, they’ll know much more about how your company services them and how your performance meets their objectives.
Don’t gripe if you don’t like what happens when you hand over your Closed-Wons to other teams in the org…but don’t sit back either. Your reputation and credibility with the customer are at stake, so at the least, help the org understand how your client wants to be onboarded and serviced.
According to the book Marketing Metrics, businesses have a 60 to 70% chance of selling to an existing customer, while the probability of selling to a new prospect is only 5% to 20%. This fact strongly suggests you must help your company get their house in order so that it’s easy for your clients to keep buying.
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Monday - April 21
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"I can't WAIT to prospect today."
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Today - April 19 - 20
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Read More
Do something pointless
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April 18
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"Sign me up for a strategic initiative."
Read MoreWorking on strategic initiatives will make you a better seller. What you learn and how you see a part of your business will reward you down the line for the challenges you face on the street.
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April 17
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Where do you index on motivation?
Read MoreEven the most motivated salespeople will face challenges and setbacks. The key is to develop resilience and find ways to stay motivated, especially during tough times.
“You can focus on adoption, retention, expansion, or advocacy; or you can focus on the customer’s desired outcome and get all of those things.” Lincoln Murphy
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