When sales leaders sit down to devise their go-to-market plans, there are nearly always 2 broad categories that they investigate: customer acquisition andcustomer retention. Historically, the relentless pursuit of new logos, or ‘net new’ customers has blinded many vendor sales leaders to the fact that customer retention is now more important in this new ‘customer-led era’. Allow me … Continue reading Retention vs Acquisition. Why sales people MUST start focussing on their existing customers.