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
How to Fight a Price War
In this on-demand webinar, learn strategies and tactics for preventing a price war, handling "dumb" competitors, de-escalating and avoiding provocative situations, and winning without actually fighting.View This Webinar
Fixing the Root-Causes Behind Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real root-causes.View This Interview
Seven Signs Your Sales Strategy Stinks
How can you tell if your sales strategy is really going to be effective? This diagnostic provides a straightforward self-assessment to help you evaluate the quality of your sales strategy.View This Diagnostic
How to Price New Products
In this on-demand training seminar, learn about three common types of new products that pricing teams are likely to encounter, and explore the core strategies and processes for dealing with the realities associated with them. Hint: "Best practice" is not always realistic.View This Webinar
When you join your peers and become a Marketing Ops Journal subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial Marketing Ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in Marketing Ops who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific Marketing Ops challenges