For most B2B companies, existing customers comprise 70-90 percent of revenue. According to research by Bain & Company, increasing customer retention rates by just five percent increases profits by 25 to 95 percent.
The takeaway? Customer retention is a key for unlocking revenue expansion. It should be a priority of every sales leader and team. But once you get customers to stay, how do you get them to do more business with you?
Watch this Idea Exchange replay hosted by Doug Hutton, EVP Customer Experience at Corporate Visions. You'll see insights and perspectives from leaders on how to:
- Create a data-driven customer expansion strategy
- Set measurable goals supported by reporting and coaching.
- Execute your customer expansion strategy, including go-to-market plays of proven upsell, cross-sell, retention, and win-back approaches.
- Win over decision-makers and engage key contacts to close more deals.
Hang Black, VP of Global Revenue Enablement, ZoomInfo
This Idea Exchange was made possible by ZoomInfo.
EVP, Customer Experience
VP of Global Revenue Enablement
Amanda Berger Rosen
Chief Customer Officer
SVP, Global Head Scale Engagement Center