Posted under Sales
from 1155 days ago

Churn Is the Enemy is a post from: The Sales Blog | S. Anthony Iannarino

In order for your company to grow the top line you have to win new accounts, sell more to your existing accounts, or raise your prices (a combination of the three is a really powerful recipe for growth).

You also have to outrun your churn. You have to increase revenue faster than you are losing it. New revenue that is won at a slower pace than your churn means that your revenue declines. New revenue that comes in at the same pace you churn accounts means you are running to stand still.

It’s not enough to win new accounts. It’s not enough to sell more to your existing clients. Raising prices can help grow your revenue and your profitability. But if you don’t retain the clients you’ve already acquired, then you are ...


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