In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.

Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.

In this informative interview, sales effectiveness expert Michael Perla discusses a number of crucial strategic considerations that are often overlooked by sales operations in their tactical pursuit of growth.

It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.

Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.