Shifting Focus in 2023 from New Business to Customer Growth & Retention

This week on the Jake Dunlap Show, Jake covers a hot topic that’s been on every business and sales leader’s mind: customer growth and retention. As the economy remains uncertain and volatile, protecting our current customer base is a top priority as new business numbers slow down.Much like COVID accelerated the trend of better engagement and conversations, we’re seeing a trend that ties sales to account growth goals and metrics accelerate. In this episode, Jake will cover the state of new business-focused companies today and what expansion-focused companies could look like tomorrow.Main points:Today: New Business Focused: High churn and attrition(1) Bad comp plans(2) The three-year hype curve(3) ImplementationsTomorrow: Expansion Focused: Faster growth(1) SDRs in Account Management(2) CS has value-based conversations(3) Comp plans tied to renewal Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/ Follow Jake: LinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/