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.