Why it's worth it - the Trusted Advisor relationship

    Author: Tom Cates On: November 16 Categories: B2B, reduce churn, customer experience No Comments

    If you were to sit down to evaluate your customer relationships, what would you learn? Would you find yourself undervaluing them and missing opportunities to up-sell and cross-sell? Or, would you...

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    Client Acquisition: How to Grow When Acquisition is Costly

    Author: Tom Cates On: November 02 Categories: B2B, reduce churn, customer experience No Comments

    In almost all scenarios, acquiring clients and the costs associated with acquisition is exponentially more expensive than retaining exiting clients. (Some have measured client acquisition costs to...

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    Are You A Trusted Advisor? If Not, You Should Be And Here's Why.

    salesEQUITY once saved a client from losing a $6 million customer relationship. How did we do this? By helping the account manager realize their relationship with this client was Transactional. A...

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    Customer Retention: A Little Goes A Long Way

    I was reminded recently of the Sebastian Junger book, The Perfect Storm. If you’ve not read the book, I highly recommend it. (The movie? Not so much). The book recounts what has since been called,...

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