Wednesday, 21 February
Today's Topic
Renewing an account

Skill + Do

Find out the facts about how your customer feels about your company’s execution and service and use it to improve execution. Your renewal rates will go up when execution is strong.

Just because your client bought once doesn’t mean you’ll skate through the renewal process and they’ll buy again.

In fact, it’s just the opposite.

When your customer is ready to go again, they’ll know much more about how your company services them and how your performance meets their objectives.

Don’t gripe if you don’t like what happens when you hand over your Closed-Wons to other teams in the org…but don’t sit back either. Your reputation and credibility with the customer are at stake, so at the least, help the org understand how your client wants to be onboarded and serviced.

According to the book Marketing Metrics, businesses have a 60 to 70% chance of selling to an existing customer, while the probability of selling to a new prospect is only 5% to 20%. This fact strongly suggests you must help your company get their house in order so that it’s easy for your clients to keep buying.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

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“You can focus on adoption, retention, expansion, or advocacy; or you can focus on the customer’s desired outcome and get all of those things.” Lincoln Murphy

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