Chances are, over 70 percent of your revenue comes from existing customers. For some organizations, this number may be closer to 90 percent.

However, almost 60 percent of B2B organizations don’t see any need to differentiate their approach between acquiring new customers versus keeping and growing existing customers. They simply use the same approach, regardless of customer relationship.

But research shows that the buying psychology in renewal conversations is 180 degrees different than in acquisition conversations. And if you don’t tailor your sales conversations to meet these unique pressures and demands, you’re putting most of your revenue at risk.

During this interactive Training Tuesday with Doug Hutton, EVP Customer Experience, you'll learn how to keep and grow existing customers to drive long-term value.

Specifically, you'll learn how to:

• Defend your incumbent position from competitors.
• Strengthen your customer relationships.
• Win more renewal conversations.

November's Training Tuesday is made possible by Outreach which unlocks seller productivity so that sales teams can efficiently create and close more pipeline.