Most marketers put a ton of effort into generating and nurturing promising leads and then passing them to the sales team when the time is right. While growing new business is obviously a crucial component of any effective and sustainable business plan, it’s easy to lose sight of another prime revenue stream: existing customers.
Understanding how and when to use customer insights to your advantage is essential in today’s competitive landscape. If your clients aren’t happy and willing to preach about the value of your products and services, not only do you run the risk of losing them to your competitors, but you also lose the opportunity to tell your prospective leads an irresistible story.
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