Posts Under: retention

Proven Renewal Strategies From New Survey Report

I recently went pretty far in the furniture store West Elm's online buying process for a coffee table. At the end, the store closest to me didn't have it in stock so I abandoned ship. I also wasn't sure if I could get it all assembled or had to do it myself.

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Identifying and Retaining Talent Takes Specific Focus

At a SIPA Annual 2018 session on Creating a High-Performance Culture Across Your Company, executives Brian Crotty of OPIS, Heather Farley of Access Intelligence and Christopher Mairs of Leeds Equity Partners spoke about identifying star potential in their employees. “The first thing is you give them a task that gets done and you never hear about it,” said Crotty. “Then you give them more and more. They take feedback well, seek it out and become risk takers. They’re willing to get out there, fail and learn from it. It’s also a person that other employees gravitate around—that’s the one I need to keep an eye on.” Farley recalled a junior reporter who was researching metrics on his articles and setting his own goals. “It’s usually apparent who’s engaging at that level and wants more [responsibility]. It’s hard though. I had  a young marketer who I loved—we gave her pay increases, title changes, bu ...

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How to Find the Best Marketing and Sales Talent

"The top skill is curiosity. You want people who are not just going to stay in one place and [want to] adapt. So people need to be curious about new things, excited about innovation, and ultimately they really need to be open to shifts in the future, and be ready to work together to make a company that can adapt to those shifts."

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Renewal Drivers From CQ Roll Call and Brief Media

"You have to be proactive and anticipate what a client wants even before they know they want it," Kristina Dorsey, client director at CQ Roll Call, told us at a Customer Onboarding and Retention event earlier this year. "It's about making sure that our clients are educated on our value proposition, and know that we're the only one doing this—legislative tracking, advocacy, and news and analysis—as well as keeping up with what's going on with the market."

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Five Keys to Improving Customer Retention and Renewals

Jim Sinkinson of Fired Up! Marketing led a roundtable at the recent SIPA Annual 2017 Conference in Washington, D.C. focusing on Renewal and Retention Strategies. Here are his five major tips: Improve Content Value. The most direct way to improve content value is to make your content specifically about reader needs—problems and opportunities. Make your content not just about things—news, industry analysis or data—but about helping readers solve problems and realize aspirations. Transform your service into a consultancy focused on customer needs. Your renewal rate is a function not of how much your customers learn from your content, but how much they use your content to become more successful. Promote Customer Usage of Content. Even if your content is spot on—of sterling quality and obsessively focused on the right things—many (probably most) of your customers will not read every article or even every issue. What if more than half your customers ...

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Empowerment, Reaching Out and Analytics Keys to Successful Retention

"As much as you can in your business, empower people," said Heather Farley, COO of Access Intelligence, kicking off SIPA's energizing and packed Best Practices Conference on Customer Onboarding and Retention. "People are also happier that way. Their stress level is lower. [It's saying,] 'I trust you, I trust your judgment to make the right decisions and handle situations.'"

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7 Ideas for Increasing Your Renewal Rate

I recently read that in 2014 the Association for Addiction Professionals (NAADAC) began integrating the expiration dates of individual members and subscribers into all the email newsletters they send out, with a link to renew (or to join, for nonmember recipients).

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Experts Discuss Retention Strategies and Importance of Big Picture

“Challenges at a small firm are so different,” said Stephanie Eidelman, CEO, insideARM. But she still makes sure there is a growth path for her employees. “Time after time we have demonstrated that people can change responsibilities here,” she said during a SIPA 2016 session titled Recruitment, Retention and Talent Development: Tips and Tricks to Build a Happy Workforce That Sticks Around. (View the conference recordings and presentations - available to members.) “We often have created roles around good people; it’s nice to have flexibility to create jobs that way. We need people who have the ability to deal with ambiguity and change—and things developing in real time.” Eidelman was joined by Heather Farley, COO of Access Intelligence, who delivered a viewpoint from a larger company, and Jack Farrell, managing director, Jack Farrell & Associates, a search firm that sp ...

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