Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

Lowering the Cost of Customer Churn in B2B

Javier Aldrete Discusses the High Cost of Customer Defection in B2B and What Leading Companies Are Doing to Reduce It

At any point in time, it's not uncommon for 30-50% of a company's current customer base to be in some stage of defection or churn. And when customer churn is left unchecked, sales teams are forced to acquire much more new business just to compensate for the existing business they're losing. In this educational interview with Javier Aldrete, the Senior Director of Sales Optimization at Zilliant, you will learn about:

  • How customer defection or churn typically occurs in B2B and why it can be so difficult to spot...until it's too late.
  • The financial implications of the problem and how much sales revenue companies are losing to customer churn.
  • How statistics can be leveraged to automatically analyze every customer and detect the early signs of defection.
  • The sales process improvements that result from a more proactive and data-driven approach to retention.

This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Keeping Your Customers After You've Acquired Them

    In this informative interview, Rick Reynolds of AskForensics discusses the primary reasons customers defect, how to identify vulnerable or damaged accounts, and the steps you can take to turn things around.

    View This Interview

  • 5 Ways Sales Can Stop Losing the Pricing Game

    Discounts can seem like a small price to pay to capture revenue. But for many, giving in to pricing pressure is having disastrous impacts on profitability. In this on-demand webinar, learn five strategies leading teams are using to win more revenue...without crushing their margins.

    View This Webinar

  • Why Sales Ops Initiatives Fail

    Some sales ops initiatives just don’t work out as planned—they either struggle to produce worthwhile results or they fail outright. So, how do we avoid making the same mistakes that have derailed other initiatives?

    View This Webinar

  • Crucial Sales Operations Concepts

    What sets a great Sales Ops team apart often comes down the core concepts and principles they embrace. In this on-demand webinar, you'll learn about 15 fundamental concepts that every Sales Ops leader and practitioner needs to understand inside and out.

    View This Webinar