×

Fill out this quick form for instant access!

First Name
Last Name
Phone Number
Company
Enjoy!
Error - something went wrong!

The Three Types of Customer Defection

April 29, 2014

It’s uncommon to abruptly lose all of one customer’s business. Most of the time, customer defection happens slowly, in stages over time, but often goes unnoticed until it’s too late to salvage the relationship.


This presents both a challenge and an opportunity for B2B companies. In this six-minute, on-demand webcast from SellingBrew, Editor-in-Chief Rafe VanDenBerg discusses how companies can spot three types of costly customer defections while there is still time to correct course and talk to the customer about it.


Why should you pay attention? According to the 2002 book Leading on the Edge of Chaos by Emmet Murphy and Mark Murphy, a two percent increase in customer retention has the same effect as decreasing costs by 10 percent.

Previous Video
Why Price Elasticity is Critical for Price Improvement
Why Price Elasticity is Critical for Price Improvement

This video from Pricing Analytic Group Managing Director Dick Sobel discusses how price elasticity works in...

Next Video
Get the Outcome You’re Seeking: Price Optimization Buyer’s Guide
Get the Outcome You’re Seeking: Price Optimization Buyer’s Guide

Watch this price optimization buyer's guide to clarify your objectives, ask the right questions and downloa...

×

Have questions or need more information? Contact us!

First Name
Last Name
Phone Number
Company
Thank you!
Error - something went wrong!