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.