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Shifting Focus in 2023 from New Business to Customer Growth & Retention
Manage episode 356165800 series 2948163
محتوای ارائه شده توسط Jake Dunlap. تمام محتوای پادکست شامل قسمت‌ها، گرافیک‌ها و توضیحات پادکست مستقیماً توسط Jake Dunlap یا شریک پلتفرم پادکست آن‌ها آپلود و ارائه می‌شوند. اگر فکر می‌کنید شخصی بدون اجازه شما از اثر دارای حق نسخه‌برداری شما استفاده می‌کند، می‌توانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal
This week on the Jake Dunlap Show, Jake covers a hot topic that’s been on every business and sales leader’s mind: customer growth and retention. As the economy remains uncertain and volatile, protecting our current customer base is a top priority as new business numbers slow down.
Much like COVID accelerated the trend of better engagement and conversations, we’re seeing a trend that ties sales to account growth goals and metrics accelerate. In this episode, Jake will cover the state of new business-focused companies today and what expansion-focused companies could look like tomorrow.
Main points:
- Today: New Business Focused: High churn and attrition
- (1) Bad comp plans
- (2) The three-year hype curve
- (3) Implementations
- Tomorrow: Expansion Focused: Faster growth
- (1) SDRs in Account Management
- (2) CS has value-based conversations
- (3) Comp plans tied to renewal
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