This week I'm excited to welcome Tamrath DEEN GUEDOU to the show. Tamrath is the Growth Manager at TapTap Send and we talked about all things winback in the world of B2C fintech. We talked about the cost of customer reacquisition, lifetime value and she shared a really inspiring winback story that I know you'll love.Fun Fact: Just a few days after our chat, Tamrath had a beautiful baby girl named Duna which comes from the word Dunamis which means capacity/power of God ..read more

This week I welcome Matt McDarby to the show. Matt's the founder and President of United Sales Resources and a best-selling author of three books on sales leadership. In this episode Matt shares a couple winback stories, his strategies for engaging and winning back clients and his customer-centric focus. Matt's a real sales pro who's been mentored by some of the top sales minds on the planet and I think you'll really enjoy his depth of sales knnowledge, especially as it relates to winback ..read more

This week my guest is Kim Willis.  Winback customers are usually slightly more valuable than new customers but since we know so much about our past customers, we have the opportunity to really pile on new value. And that’s exactly what Kim does. In this episode Kim shares a story of how adding new value tripled customer value and another story where customer value was 10X'd.  There really is gold buried in your lost customers and Kim really knows how to mine that gold. I think you’ll really enjoy this one ..read more

This week we welcome Darrell Amy. Darrell's the author of “Revenue Growth Engine” which is my absolute favorite book on growing revenue and in this episode we’ll be talking about his brilliant revenue framework.We also spend some time looking at his BHAG (big hairy audacous goal) of helping 10,000 businesses, which is really exciting! If your responsible for revenue I think you’ll love this episode ..read more

We’re kicking off Season 2 of the podcast with a bang!  Amy Volas is first up and I couldn’t be happier.  Amy has a tremendous depth of sales experience and she really knows her way around a winback, or as she calls it, digging in the graveyard. One of the things I admire most about Amy is her focus on the human connection. In this episode you'll see how that focus manifests itself with her approach to winback and sales in general. You'll see it in the fascinating winback story she recounts. You'll also see it in her approach to re-engaging lost customers where she showcases the crit ..read more

Sales cycles are 70% shorter with customer winback.That means you can close 3 deals with past customers in the time that it takes to close 1 new customer.In this episode we’ll be digging deep into all the reasons why selling to past customers is so much faster.By the way, short sales cycles don't mean smaller deal sizes - winback customers actually spend at least 120% of what a new customer spends ..read more

Why is winback ROI so high? It’s because you’ve got this amazing situation where an extremely low investment generates really high returns. In this episode we’ll be talking about why winback is so incredibly cheap to execute and how that sets the table for a stellar ROI. Then we'll go through the reasons why winback generates so much revenue that customer lifetime value more than doubles. And we’ll show proof of the ROI and revenue from our own Customer WinBack Benchmark Study and a study of 40,000 lost customers featured in the Harvard Business Review ..read more

There's gold buried in your lost customers.   In this episode, our first solo episode, we'll be talking about why lost customers are so valuable. First we'll walk through the sales opportunity and explain why winback generates so much revenue. Then we’ll look at the reasons why past customers are low hanging fruit and why it’s so fast and cheap to win them back. Lastly we’ll go through the ways that winback can dramatically increase retention, including how it spots the holes in our leaky sales bucket and the ways it plugs those holes. If you'd like an overview of how winback scales ..read more

There’s gold buried in your lost customers and this week Brittany Anderson will be sharing her strategies for mining that gold. One of the most interesting parts of our talk revolved around everything she does to create a 99%+ customer retention rate.  Brittany is a power house. She’s the Co-Founder of Dare to Dream Enterprises, the co-host of ‘The Ultimate Advisor’ podcast, the President and Partner at Sweet Financial and co-creator of the Ultimate Advisor Coaching and Ultimate Advisor Mastermind Platforms. Brittany’s also a keynote speaker and has been featured in the Huffington Post, W ..read more

There's gold buried in your lost customers and in this episode Bryan Hatfield shares his strategies for mining that gold. Bryan talks about the enormous value past clients deliver when we care for them and continue to deliver value.  He underscores the point with the story of winning back a client whom he'd nurtured from the time they left.  Because Bryan continued to grow the relationship and deliver value, the past client referred business to Bryan while he was gone and ended up coming back to Bryan's organization to fund five more companies.  It was a huge win and it all star ..read more