Babette Ten Haken

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You are here: Home / Archives for sales strategy

Customer Retention Sales Strategy is more than making Your Numbers

October 17, 2016 by Babette Ten Haken Leave a Comment

Develop a solid customer retention sales strategy. Create a compelling case for clients to do business with you the first time and in the future. This strategy is especially critical for companies whose products and services have longer lifecycles. Consider capital equipment manufacturers selling into today’s smart manufacturing plants. Product lifecycles can run anywhere from… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: customer retention, customer retention sales strategy, customer retention strategy, customers, sales, sales strategy, selling, strategy

Got an Industrial IoT Sales Strategy for Today?

July 8, 2016 by Babette Ten Haken Leave a Comment

You need an Industrial IOT sales strategy, no matter what your sales teams are selling in today’s B2B (business-to-business) ecosystem. Why? While winter may not be coming, the Industrial Internet of Things (IIoT) is already here. Your sales folks are continuously colliding with current and prospective customers who are wrestling with the unforgiving pace of… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce Tagged With: cross-selling, customer retention, customer success, IIoT, IIoT sales strategy, industrial internet of things, sales, sales strategy, upselling

Leverage SMB Customer Success Stories to Grow Business – Part 3

May 20, 2016 by Babette Ten Haken Leave a Comment

Create, tell and leverage SMB customer success stories to grow your IT channel sales team’s business. Start by gaining clarity regarding the difference between selling to the enterprise decision maker and selling to SMB (small to midsize business) decision makers. Choose your market entry strategy and niche wisely. Then learn how to tell your story… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: IT channel sales team, sales, sales strategy, SMB, SMB customer success, SMB customer success stories

Customer Loyalty and Your Renewal Scenario

October 17, 2013 by Babette Ten Haken Leave a Comment

Where does customer loyalty enter your sales strategy? Most sales cultures focus on higher compensation for new customer acquisition.  That often leaves your existing customers as somewhat of an afterthought as you race to meet Q4, year-end sales quotas. If your renewal scenario is based on shoving last year’s contract under your customers’ noses, with… [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce Tagged With: customer loyalty, renewal accounts, renewal scenario, sales strategy, selling, value creation

The Fine Art of Selling Technology

June 19, 2012 by Babette Ten Haken Leave a Comment

Recall the last time you attended a concert, whether classical, country, rock, blues, jazz. You anticipate the event. You enter the concert hall, take your seat, hear all the buzz of excited concert-goers around you. The atmosphere is charged and the concert has yet to begin! The artist walks onto the stage. Everyone jumps to… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: career development, communication, professional artistry, sales strategy, selling technology, Summer Sales School 2012

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