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

  • Combating Competitive Pricing Pressure

    Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.

    View This Guide
  • The Big Deal About "Modern" Sales Playbooks

    A lot of sales operations have been trying to determine whether playbooks are something they should be leveraging. And if so, how should they be going about it? In this expert interview, Christopher Faust helps cut through the confusion and provides guidance on topic.

    View This Interview
  • Developing Better Forecasts

    In this on-demand webinar, learn about the seven major ways in which leading teams are approaching sales forecasting very differently to boost speed, accuracy, and overall performance and results.

    View This Webinar
  • The Reality of an "Intelligent" Sales Technology

    Every once in a while, a sales technology comes along that purports to do things that just seem to good to be true. But does the reality actually line-up to the claims? We wanted to know. So we did our homework and talked to actual users. And what we discovered may surprise you.

    View This Research