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Dear SaaStr: Should We Over-Charge or Under-Charge Our First Customers?

SaaStr

Q: Dear SaaStr: Should We Over-Charge or Under-Charge our First Customers? Overcharge if the customer is big , i.e., >$50k-$100k a year or so in ACV. Undercharge if the customer is small by revenue.

Customers 109
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Modern Customer Discovery Questions

Iannarino

Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions produce new and different outcomes. This post will help you improve your sales results by adding new strategies to your discovery calls. Modern Discovery LL-Vault

Customers 226
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What Is a Good Customer Acquisition Cost?

Iannarino

The answer to the question “What is a good customer acquisition cost?” One company's cost to acquire a customer may be considered good for their business but awful for another company or another industry. will be different across companies.

Customers 214
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Educating Our Customers….

Partners in Excellence

When we educate our customers, whether inbound or outbound, we tend to educate our customers on “Why buy us!” We make a giant leap forward, too often, leaving our customers behind; lost, confused, and fumbling in their change and buying processes.

Education 126
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Retail Reimagined: What It Means To Be An Innovative Retailer

Speaker: DeAnna McIntosh, Retail Growth Strategist

Join DeAnna McIntosh, Retail Growth Strategist, for this idea-sparking session on how to multiply and diversify your revenue (and impact) with zero ad spend, how to create disruption in your industry, and how to reimagine and innovate the retail business model.

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How to Increase Customer Lifetime Value

Iannarino

Lifetime value is what you expect a client to spend with you over the course of your relationship. Let's assume a large client has a lifetime value of $1,000,000. To reach that number, your client could spend $100,000 with you each year for 10 years.

Customers 275
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The Great Customer Resignation

Partners in Excellence

I recently read an article about the coming Great Customer Resignation. We, also, know there is very strong correlation between customer and employee engagement/satisfaction. For years, we’ve had data showing the linkage between employees and customers.

Customers 135
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Want Happy Customers? Implement the 5-Visits-Plus-2-Badges Rule. For Your Customer Success Team — And You. (Updated)

SaaStr

If you are a SaaStr reader, you’ll know how passionate I am about Customer Success, since Day 1. What it all means is that if you do it right, you’ll make 6x or more the revenue from your customers after the sale itself. Tons of your customers still work in the office.

Customers 117
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The 11 Year Customer

SaaStr

It never feels good to lose a customer. But Lesson #2 was that Customers for Life isn’t just a tagline. If that feature gap had been closed, they likely would have been a customer for another 11 years. “No one wanted to cancel”, she said.

Customers 120
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Everyone Has A Customer

Partners in Excellence

We struggle to be “customer focused.” ” Somehow, our priorities and goals have precedence over understanding and helping our customers. But what if everything we do, in every part of our organizations focused on serving the customer. Who is your customer?

Customers 149
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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

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Why Having a Customer Expansion Strategy Matters

TSIA Sales

TSIA’s LAER (Land, Adopt, Expand, Renew) customer engagement model has become an industry standard and helps our members organize and build capabilities around the key motions of the customer lifecycle. ADOPT is clearly the realm of Customer Success.

Customers 345
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Persuade Your Customers by Labeling Them

Cerebral Selling

In a selling context, there are many ways the labeling approach can be used to align your product or service with the behaviors, beliefs, and values of your customers. But the reason customers like you choose us is because they’re big-thinkers.

Customers 248
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Why Having a Customer Expansion Strategy Matters

TSIA Sales

TSIA’s LAER (Land, Adopt, Expand, Renew) customer engagement model has become an industry standard and helps our members organize and build capabilities around the key motions of the customer lifecycle. ADOPT is clearly the realm of Customer Success.

Customers 332
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Why B2B brands must focus on orchestrating meaningful customer engagement

Martech

About 12 years ago, I met with a client and spoke about their approach to customer acquisition. Not far into the meeting, a director said, “If we focused solely on marketing to our customers, we would overachieve on our objectives.” Talk to your customers and ask them.

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2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

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Customers And Sellers, Conflicting Systems

Partners in Excellence

” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals. As a result we and our customers have a huge challenge.

Customers 133
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Is The Customer Always Right?

Partners in Excellence

Fred Copestake posed an interesting survey on LinkedIn, “ Is The Customer Always Right? ” It’s an interesting question, applying not only to customers, but also to each of us. All of us, customers included, will always think we are right.

Customers 132
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3 Keys To Customer Service

Sales Pop!

Customers are at the heart of every small business. So, for your small business to succeed, you must emphasize customer service. When you get it right, you’ll be rewarded by a growing company and feel pride in building relationships with your customers. Customer Experience

Service 95
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Using AI to improve customer experience and customer journey orchestration

Martech

Customer-centric messaging and experiences require smart responses managed by AI. If customers aren’t receiving relevant emails or other communications, they’ll simply opt out. Predetermined messages are then sent to this fixed group of customers. “At

Customers 114
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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

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How Allied Beverage is transforming customer experience

Martech

At the beginning of the pandemic, with restaurants and entertainment venues shut down, New Jersey liquor distributor Allied Beverage saw an opportunity to transform its customer experience, service and e-commerce. Plus, customer demands were changing. Customer experience rollout.

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The Customer Focused Sales Process

Partners in Excellence

Once we have those identified, we propose, presenting our solution then, ideally, move the customer into closing and getting the purchase order. Sometimes, we create try to align the sales process with the customer buying journey. How do we show up where the customer is showing up?

Process 158
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Our Customers’ Stories

Partners in Excellence

A key element is content from our customers. Usually we see them sprinkled through web sites, a picture of a customer or a company logo, with a pithy comment about how wonderful our company is, or how great our solutions are. Often, we have webinars, carefully crafted, inviting our showcase customers to participate. Sales people love these, somehow they increase our credibility with prospects and other customers. But we rarely get the customer’s stories.

Customers 112
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Taking Your Customer Experience Strategy To The Next Level

Heinz Marketing

Last month I wrote a post about the importance of creating good customer experience within your company. It covered what customer experience is, what separates a good customer experience from a bad one, why it is so important, and why it matters in the first place.

Customers 133
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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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The Importance of Good Customer Experience

Heinz Marketing

Think about all the times you had a really great experience as a customer- the way you felt after those experiences. Now think of those other times when your experience as a customer wasn’t the greatest, in fact you couldn’t believe everything that just happened.

Customers 128
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12 Customer Lifecycle Metrics For Your SaaS Business

Heinz Marketing

During an economic downturn, it’s more important than ever to remember that loyal customers are an important source of cash flow and organic growth. The reduced marketing budget is essential to bringing in revenues from key customers. What are customer lifecycle metrics?

Customers 118
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Managing B2B Customer Life Cycle Stages: From Acquisition to Expansion

Heinz Marketing

A B2B customer’s journey extends beyond the dated marketing funnels for learning about a brand, item, or service. Customer retention was historically not given much weight by B2B marketers, but it is now a crucial component of B2B marketing strategies today.

B2B 116
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Being Helpful To Customers

Partners in Excellence

The customer was looking at an IT solution. It was a very complex tool, the customer had some understanding of the area–but not nearly the depth of knowledge the sales team from my client. As one point, the customer stopped. Helping the customer simplify.

Customers 143
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Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

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Understanding the Customer Buying Motives

Anthony Cole Training

advanced sales techniques buying motives customer buying habitsKnowing and understanding your prospect's buying motives allows you to make better decisions on whether to engage and pursue a potential sales opportunity.

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How to Use Customer Pain Points in the Sales Conversation

Iannarino

One of the worst things you might ask your prospective client in a first meeting is " What is your problem ?" or "What are your pain points?” Without realizing it, you have lowered your status in your client's eyes.

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Are Your Customers Doing Their Homework?

Partners in Excellence

” This is a key issue, if your customer isn’t committed to doing the work, if they are taking shortcuts through their buying process; are these really high quality deals. We may have won the opportunity, but created the customer from hell!

Customers 133
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Customer “Systems”

Partners in Excellence

As a refresher, that post is “The foot bone connected to the leg bone… ” Our customers face the same challenges! This represents a huge opportunity for sellers to help their customers. Great sellers, help their customers connect the dots between the different parts of the organization. They help their customers understand how what they are doing contributes to the overall corporate strategies, goals, purpose.

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The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

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Customer Engagement Shift | Sales Strategies

Engage Selling

recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More.

Customers 116
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Navigate Customer Churn: Strategies for Surviving a Recession

G2

With the recession looming, most companies are looking for ways to stay afloat. Guest Post Sales

Customers 130
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How to Turn Happy Customers Into Advocates

Predictable Revenue

When a customer leaves a great review or emails to tell you how much they love the product, it’s a great morale boost for the entire team–but does that happiness actually translate into more sales? The post How to Turn Happy Customers Into Advocates appeared first on Predictable Revenue.

Customers 114
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The Customer Success

Sales Pop!

The Customer Success Bow Tie. Customer success is a vital, yet often overlooked part of keeping and growing a business. All too often, companies struggle with onboarding and engaging their clients in a way that gives the customer maximum value. Customer Experience

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The B2B Sales Leader's Guide for Any Economic Environment

When economic headwinds pick up, sales leaders are the first to sound the alarm — and chart a new course. Longer sales cycles, larger buying committees, increased price pressure, and smaller teams can quickly combine to reduce your margin for error and increase the urgency to find a solution.