PreSales Times by PreSkale (Print 71 - 16June23)

? Content Spotlight

WHAT IS CHURN? HOW TO CALCULATE AND REDUCE IT

By Christine Dzou

Churn refers to the percentage of customers who stop using a company's product or service over a specific period. The article explains that a "good" churn rate varies across industries- It distinguishes between voluntary churn, where customers actively cancel subscriptions, and involuntary churn, which occurs due to payment failures or technical issues.

The article identifies common reasons for churn, such as inadequate onboarding processes and poor customer service. It emphasizes the need for effective onboarding and meeting customer expectations to prevent churn.

Read the complete article here

?? Podcast Spotlight

Using Kindness to Build a Business w/ Sam Jacobs

By Colin Campbell

Sam Jacobs shares his journey in the revenue executive industry and how he turned his experiences of being fired into opportunities for growth.?

Sam emphasizes the importance of building a business grounded in kindness and values. He started Revenue Collective as a meetup group but eventually transformed it into a consulting business by charging dues and securing sponsorships.?

With Pavilion, Sam focuses on providing executives with a charter of rights, including severance and the freedom to pursue advisory and consulting roles. He challenges the notion that being direct is incompatible with kindness and highlights the importance of long-term relationships, trust, and self-compassion in business success.?

Tune into the podcast here

?? Webinar Spotlight

Selling with Better Stories w/Erin Baker, Pam Dunn, Sara Jones

By Jorge Soto

Pam emphasizes the value of paying attention to cues from customers and using storytelling techniques to resonate with them. She recommends leveraging resources like gong calls and customer stories to craft personalized narratives. This can be done by way of research, unique storytelling, and tailoring the message to each customer.?

According to Sara, Discovery is the key to prize out important information about the customer- strategy, goals, and challenges. By understanding them, one can frame a story centered on them.

Erin digs deep into the practical steps to leverage storytelling which is by localizing the demo according to the customers' language and using their names and pain points in the stories.?

Tune into the webinar here