There’s gold buried in your lost customers. 

In this episode, you’ll learn how Amy Franko, one LinkedIn’s Top Sales Voices, mines that gold.

Amy will be sharing the story of how she won back a huge client for IBM. 

She’ll also be telling us the mindset it took to score that big win – and it’s an amazing mindset!

There really is gold buried in your lost clients, and Amy’s insights will help you mine that gold.

We’re kicking off 2022 with a bang. 

Josh Wagner is our first guest of the year and he’ll be sharing something I think is really special. 

Josh has a super-effective process for winning back lost clients with minimal time an effort.  

It’s 80/20 winback – where you get you 80% of the results with 20% of the effort.  

It’s a fantastic process that deploys high-impact winback strategies in a way that even the most time-starved of us can implement.If you want to do winback but have a lot on your plate you'll love this episode.

There’s gold buried in your lost customers and in this episode you’ll learn how Joe Apfelbaum mines that gold using winback marketing.

Joe will share a great story about winning back a lost client and how nurturing the client after they were lost enabled the winback.

He’ll also show us why lost customers are great pre-qualified and pre-vetted leads, and why they’re the lowest hanging fruit in a business.

There really is gold buried in your lost clients and Joe’s insights will help you mine that gold.

There’s gold buried in your lost customers and in this episode, you’ll learn how Greg Brisco mines that gold using winback marketing.

Greg will be sharing a fantastic story about winning back a huge client while he was the National Sales Manager at Dove Print Solutions.

He’ll also show us how incentivizing reps and having deep connections into customer accounts really greases the wheels of customer winback.

In this episode Alice Heiman shares a fantastic story about how she won back a lost enterprise client. 

We also learn her strategy and how she beefed up retention protocols to make sure the client stayed after they were won back.

Alice is an expert in complex sales and was just named as one of the Leading Sales Consultants of 2022 by Selling Power.

How did Tom Williams slash churn from 15% all the way down to 3%?

And how did he winback 90% of his company's lost clients?

The process Tom and his EVP of Sales used to create these stellar results is the subject of this week’s podcast.

Tom’s winback stories are amazing and teach us so much about customer winback and the mindset we need to succeed.

They also show us how a strategic approach to winning back past customers delvers four big results ...

1) Serious revenue is generated without acquisition costs

2) At-risk customers are saved

3) Churn gets slashed

4) Market share grows

There really is gold buried in your lost customers and Tom knows how to mine it.

A little about Tom Williams ... 

He's a bonified sales thought leader. He and Thomas Saine wrote Buyer Centered Selling and The Seller’s Challenge (which is my absolute favorite book on the complex sale).  

He's also the Chairman and founder of Strategic Dynamics (strategicdynamicsfirm.com) which is a sales productivity improvement company.

How does one of America’s sales icons win back lost customers?

In this episode, Sales Hall of Fame inductee Deb Calvert delivers two great winback stories.

Deb also shares the strategies she used to win those lost clients back despite huge obstacles.

One of these is my favorite winback story.

Deb had lost a client because of a change in HR leadership.

She loved this client and was crushed when they let her go.

What’s amazing about this story is that many people in the company loved Deb just as much as she loved them and wouldn’t let her go.

They actually went behind leadership’s back and hired her on the "down low".

How did this happen and why did leadership eventually decide to take her back?

That’s just some of what we’ll be discussing in this episode.

#winback #winbackmarketing

Rob Hartnett knows how to grow sales. 

He’s blown away sales records by over 400% and in this episode, Rob shares his winback strategy.

He also shares the story of how he won back a huge enterprise client [Rio Tinto] and generated many millions from a brilliantly executed customer winback program.

This week I’m thrilled that Jill Konrath is joining us.

I’ve known Jill for over a decade and she’s a veritable sales legend.

Jill was twice named as LinkedIn’s #1 B2B Sales Expert, she’s a multiple best-selling author and her Fresh Sales Strategies Newsletter is read by over 140,000 salespeople.In this episode Jill shares the story of a reverse winback. 

In a normal winback, the client fires us, and we try to win them back. 

But Jill did the exact opposite, she fired the client and the client had to win her back. 

This is a fascinating and instructive story on the value of setting boundaries and staying true to yourself, even in the face of losing a large client and serious revenue.

In this episode Scott MacGregor shares the process he used as National Sales Manager to winback six-figure clients at a high growth company serving the world's largest legal firms.

With attrition hovering in the 15-20% range Scott's team was able to winback around 30% of the company's lost clients. And the sales cycle for winning back these lost clients was conservatively 5X faster than the cycle for acquiring new logos.

Scott also talks about the ROI of winback and it's value relative to other revenue generation strategies. One point he makes that'll be interesting to anyone who's responsible for revenue is "nothing is as cost effective as [customer] reactivation."

Scott is founder of SomethingNew LLC (they've won 5 consecutive business awards for innovation), the founder of Talent Champions Council and the author of the Standing O! Series of books.