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

  • The Competitor Assessment Scorecard

    Use this scorecard to assess your competitors relative to each other and yourself on the various elements of the Triangulated Competitive Audit.

    View This Tool
  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide
  • Taking Your Sales Operation to the Next Level

    It's common for sales operations to get mired in tactical sales support and administrative activities. This four-part recorded training session reveals the steps leading sales operations teams are taking to transform themselves into a much more proactive and strategic business function.

    View This Webinar
  • Isolating the Impacts of Price, Volume, Cost and Mix

    Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.

    View This Tool