Communications led sales enablement - ep 3 - Growing and keeping existing customers

How sales, marketing and corporate communications can work together: A conversation between Richard Higham and Emily Luscombe

Key takeaways:

• The focus is on how businesses engage with customers and potential customers.
• The importance of managing churn is highlighted, not just for gaining new customers but also for growing and  retaining existing ones.
• Salespeople are not getting the time they would like to have with the buying group, with 83% of buying time spent on non-traditional activities.
• The need to manage this fragmented process is highlighted.