Keeping Your Customers After You’ve Acquired Them
Rick Reynolds of AskForensics Discusses His Research Into Why Customers Defect to the Competition
In many highly-concentrated B2B markets, it's the ability to actually retain the customers you've acquired that will determine your long-term success. In this informative interview with Rick Reynolds of AskForensics, you'll learn:
- Why relying solely on your front-line account teams for account intelligence can miss a lot.
- The best time to think about account retention and the mindset that can make a difference.
- How "no news" is not always "good news" and why customers may hide their true intentions.
- How to identify vulnerable and damaged accounts, turning them around before it's too late.
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
-
From Gathering Research to Generating Leads
What happens when a content marketing firm decides to actually practice what it preaches? They develop a repeatable marketing program that generates a whopping 250% more qualified leads! In this interview, Paul Salvaggio opens the kimono on this successful campaign.
View This Interview -
Strategies and Tactics for Boosting Your Close Rates
Most B2B companies would like to improve their close rates. On nearly every sales and marketing research study ever conducted, something to the effect of "improve our win rates" shows up as a top priority or objective. But what are they really doing to make it happen?
View This Guide -
Stop Guessing About What Your Prospects Value
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
View This Tutorial -
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
