Do you know when your team last spoke to your Customers?
Do you want to improve client retention by at least 30%?
I bet the answer to the first question is “maybe” at best. This is a common problem in most businesses that rely on repeat business to survive and thrive. This Harvard Business Review article says that it costs 5-25 times more to acquire new customers than it does to retain existing ones. Continue reading
What is Lead Scoring?
Lead scoring is the process of auto assigning values based on interactions that you have with a lead or prospect. The lead score is an assessment of the quality of a lead and provides an indication of the likelihood of the lead becoming new business.
How many sales managers have asked the question? What leads are going to close this month? And then have the sales rep spout off about all of the leads that they’ve nearly got over the line and are going to close in the imminent future. This is called “The rose tinted glasses phenomenon” (RTGP). Continue reading