38 min listen
#92: B2B Growth in the Self-Serve Era
#92: B2B Growth in the Self-Serve Era
ratings:
Length:
23 minutes
Released:
Oct 10, 2023
Format:
Podcast episode
Description
80% of your revenue comes from 20% of your customer base, and retaining those customers comes at a fraction of the price of acquiring new ones. Yet, many sales and marketing efforts are still locked on closing new leads with metric-centric objectives.While new customers will always be essential for growth, retention is the only way to achieve the status of a profitable, valuable, growth-oriented company.Therese Parkes, industry director for technology B2B at Google joins the show to share how to build a thoughtful retention strategy that allows you to get a deeper, wider concentration of customers across your organization to delight, retain, and pursue upselling opportunities.Join us as we discuss:Shifting your ABM strategy to move beyond leads to signals to meet the needs of the modern digital customerProven strategies for customer retention and holistic account health monitoringThe importance of understanding and retaining high-value customers with segmenting, listening, and iteration
Released:
Oct 10, 2023
Format:
Podcast episode
Titles in the series (100)
#10 The Negotiation Curveball: In this episode, hosts Mike Randazzo and Jen Allen talk all about late-stage negotiations. You're wrapping up late-stage deals that you've been working on for months, you're in the final mile, and then... procurement throws you a curveball. An unexpected request, demand, or ultimatum that you weren't anticipating and you're rushing to come up with a response at the moment. But, what if the perfect response is actually no response at all? Or a delayed response? Listen to hear Mike and Jen unpack what high-performing sellers do differently than their average or core performers peers when it comes to handling curveballs that are thrown their way in late-stage negotiations. by Winning the Challenger Sale