Steven Dew's Posts

While it’s crucial that all B2B entities understand the importance of customer retention, not every one of them does.  I remember seeing a recent office exchange between a newly graduated salesperson and his veteran sales manager. The sales manager, let’s say his name was Michael, had asked the new salesperson, let’s say his name was Ryan, to share if business school had taught him any useful sales tips.  Ryan: Is it cheaper to sign a new customer? Or to keep an existing customer?  Michael: Uh… it’s equal.  Ryan: It is TEN TIMES more expensive to sign a new customer.  Michael:…

Imagine this: You’re tracking a good-sized account that’s been in the pipeline for months. You and your team have had multiple meetings with multiple decision-makers, your product is a great solution, and the demo seemed to have gone smoothly. But then, just as the finish line is in sight, you see it marked as “closed lost” in your CRM dashboard. Why are sales dropping?  It’s a familiar and frustrating experience for most seasoned sales teams. And while every sales rep faces some losses, high-performing teams don’t just shrug it off - they dig in to analyze why the sale didn’t…