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 Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Maximizing the Effectiveness of Inside Sales
In recent years, inside sales has been changing dramatically and leading teams are now playing a much more strategic role. In this on-demand webinar, you'll learn new strategies and tactics for boosting inside sales' performance and contribution.
View This Webinar -
The Marketing Research Analysis Guide
The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.
View This Tool -
How to Crater a Market with Cost-Plus Pricing
For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.
View This Case Study -
The Price Segmentation Self-Assessment
Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.
View This Tool
