The WinBack Marketing Podcast

This week I had the pleasure of welcoming Leon Hughes to the show.

Leon is a partner at Piper Private Equity, the UK's leading investor in consumer brands.

In this episode, Leon shares the story of how he helped scale the valuation of Maximuscle from 10 million to 162 million pounds, and the lessons learned along the way.

One of the most interesting things about the story involved a rule change by Google. It caused a devastating increase in his Adwords budget. It went from 25 grand a month to about 25 grand a day, in literally 24 hours. It killed a lot of businesses, but Leon used it as a springboard to creating a massive sales and marketing win.

Leon also talks about his belief that the consumer is at the heart of every business and the critical importance of direct and immediate customer feedback. He also shares tactics anyone can use to get a deeper understanding of their customers, which I think are brilliant.

This is a very rich episode, I learned a lot from Leon and I think you will too.

This week I welcome John Rankins to the show. John is the CEO of Optimo International Group Inc. and the founder of The Sales Machine, the world's first SRM (Sales Relationship Management) software.

In most businesses, especially SMBs, people wear a lot of hats. In this episode, John talks about the hats that no one wants to wear and how it cripples our ability to win back lost customers. He also walks us through his solution for turning things around so winback gets done and done well.

John also shares two fascinating winback stories and his views on why people don't do winback.

This week I had the pleasure of welcoming Hamish Knox to the show. 

Hamish runs Sandler in Calgary, is an advisor to STS Capital Partners, and hosts the Full Funnel Freedom podcast.

In this episode, Hamish shares insights from his celebrated book, "Accountability the Sandler Way" including a powerful 20-minute weekly accountability routine that creates freedom for the leader and team members.

Hamish also walks us through his “train track” versus “sports car” sales model and teaches us the value of looking at customer winback through the lens of neuroscience.  He highlights the critical importance of the peak-end rule and offers practical steps for conducting exit interviews that maximize the probability that a lost customer will return.

This is a very rich episode and I think you'll get a lot out of it.

This week I have the pleasure of welcoming Mark Stouse, the CEO of ProofAnalytics.ai to the show.

In this episode, Mark shares a fascinating winback story, talks about the devastating effects of attrition and the profound effects of the current high cost of money. 

This is a very rich episode and I know you'll get a lot out of Mark’s insight and POV.

I had a really interesting chat with Adam Turinas for this episode of the show.

Adam is the CEO & Founder of healthlaunchpad. They help healthcare businesses increase sales velocity and grow demand, and it was really interesting to learn about winback from that perspective.
 
Adam shared 3 winback stories, talked about the importance of timing and the big benefits of winning back lost customers.
 
This is a very rich episode and I know you'll get a lot out of Adam's experiences and insights.

This week I have the pleasure of welcoming Ben Wolf to the show. 

Ben is the founder of Wolf's Edge Integrators, the world’s largest fractional COO firm.

In this episode we take a slight detour from our usual discussions on winback strategy to talk about the people side of winback.

The success of a winback campaign hinges on having the right people, in the right seats to execute your strategy. And in this episode, Ben Wolf is going to show us how do just that.

There’s nothing like learning from someone who has deep subject matter expertise and I think you’ll love Ben’s insights.

This week I'm extremely excited to welcome Rob Hartnett to the show.

Rob is a brilliant sales leader with numerous achievements to his credit including being twice-named as the top salesperson worldwide at Miller Heiman.
 
 This is Rob's second appearance on the show and this time he digs into how neuroscience and behavioral marketing plays out in winback and sales in general.
 
Rob has deep subject matter expertise in both sales and neuroscience and that combination made this a fascinating conversation.

This week my guest is Kyle Gray. Kyle is an entrepreneur and the bestselling author of The Story Engine.

In this episode Kyle walked me through the keys to effective storytelling and demonstrated how it can be used in customer winback. 

Storytelling is so important in sales and marketing and Kyle’s a really smart guy who really knows story. If you're interested in the power of story and how to use it in your business, I know you'll get a lot out of Kyle’s talk.

This week I'm thrilled to welcome Andrew Miner to the show. 

Andrew’s an accomplished entrepreneur turned revenue executive and it was fascinating to get his take on winback. 

Andrew worked side-by-side with Neil Patel and grew NP Digital from zero to over $100M in annual revenue and now runs a boutique consultancy called Growth Dial. 
 
During our chat Andrew shared two inspiring stories and we talked about the benefits of winback and creating winback opportunities.

Andrew is an amazing revenue strategist and I think you'll really appreciate his POV and deep, nuanced insights. 

This week I'm excited to welcome Fred Diamond to the show.

Fred is the President and Co-Founder of the Institute for Excellence in Sales, host of the Sales Game Changers podcast and author of Insights for Sales Game Changers: Lessons from the Planets Top Sales Leaders.

This is Fred’s second appearance on the show. The first time he came on to spread the work on Lyme Disease, and this time we talk winback. 

Fred is very purpose driven, and in this episode he shares two really interesting stories that underscore the power of purpose and connection when it comes to winback.  Fred also talks about the keys to winback success and the landmines we need to avoid. 

By the way, things took an unexpected turn at the end of the show as we had a chat about gratitude and perspective. 

There’s a lot of juice in this episode and I think you’ll really like it!