This week, I welcome Adi Klevit, the founder of Business Success Consulting Group, to the show. In this episode, Adi shares her expertise in creating, documenting, optimizing, and implementing business processes. She also discusses the untapped revenue potential of past clients and shares compelling stories of successful winbacks. Adi also highlights the importance of seeking customer feedback, and embracing and learning from negative feedback.00:51 The Gold Mine in Existing Clients01:30...

This week's guest on the Winback Marketing Podcast is Janice B. Gordon, the founder of 'Scale Your Sales.' In this episode, Janice shares extensive insights on B2B sales, the importance of a customer-centric approach, and the value of having the right people in the right seats. Janice also shares an amazing case study of a winback she did in South Africa with minimal customer data.Janice is a brilliant strategist and I know you'll get a lot out of this episode. 01:02 The ...

This week I have the pleasure of welcoming Zack Oates, the founder and CEO of Ovation, to the show. In this episode, Zack talks about his journey in the restaurant industry and the importance of the guest experience. He shares remarkable insights on winning back guests and highlights the value of a well-executed winback program. And the stats he drops are astounding!Zack also shares two compelling stories of real-time issue resolution that showcase the power of leveraging feedback a...

In this episode, I welcome Ken Trupke, president of Clarity Advisors, to the show.Ken shares insights on winning back lost business, including his remarkable story of recovering a seven-figure deal. He also discusses how to align and engage teams while improving communication—and the profound effects these strategies have on both company culture and the bottom line. Tune in to hear Ken's insights for turning business setbacks into successes. 00:23 Meet Ken Trupke: Preside...

One of the most important aspects of winback is nurturing customers after they’ve left. Not only does proper nurturing give you a good shot at getting the business the second time around, it also makes you extremely referable. Christine McCarron is an elite real estate broker and investor who does a tremendous job of nurturing her clients.Tune in to this episode for interesting insights on building trust, providing ongoing value, and the benefits of being a resource for your client...

This week I had the pleasure of welcoming Leon Hughes to the show.Leon is a partner at Piper Private Equity, the UK's leading investor in consumer brands.In this episode, Leon shares the story of how he helped scale the valuation of Maximuscle from 10 million to 162 million pounds, and the lessons learned along the way.One of the most interesting things about the story involved a rule change by Google. It caused a devastating increase in his Adwords budget. It went from 25 grand a month to ab...

This week I welcome John Rankins to the show. John is the CEO of Optimo International Group Inc. and the founder of The Sales Machine, the world's first SRM (Sales Relationship Management) software.In most businesses, especially SMBs, people wear a lot of hats. In this episode, John talks about the hats that no one wants to wear and how it cripples our ability to win back lost customers. He also walks us through his solution for turning things around so winback gets done and done well.John al...

This week I had the pleasure of welcoming Hamish Knox to the show. Hamish runs Sandler in Calgary, is an advisor to STS Capital Partners, and hosts the Full Funnel Freedom podcast.In this episode, Hamish shares insights from his celebrated book, "Accountability the Sandler Way" including a powerful 20-minute weekly accountability routine that creates freedom for the leader and team members.Hamish also walks us through his “train track” versus “sports car” sales model and teaches us the v...

This week I have the pleasure of welcoming Mark Stouse, the CEO of ProofAnalytics.ai to the show.In this episode, Mark shares a fascinating winback story, talks about the devastating effects of attrition and the profound effects of the current high cost of money. This is a very rich episode and I know you'll get a lot out of Mark’s insight and POV.

I had a really interesting chat with Adam Turinas for this episode of the show. Adam is the CEO & Founder of healthlaunchpad. They help healthcare businesses increase sales velocity and grow demand, and it was really interesting to learn about winback from that perspective. Adam shared 3 winback stories, talked about the importance of timing and the big benefits of winning back lost customers. This is a very rich episode and I know you'll get a lot out of Adam's experiences...

This week I have the pleasure of welcoming Ben Wolf to the show. Ben is the founder of Wolf's Edge Integrators, the world’s largest fractional COO firm.In this episode we take a slight detour from our usual discussions on winback strategy to talk about the people side of winback.The success of a winback campaign hinges on having the right people, in the right seats to execute your strategy. And in this episode, Ben Wolf is going to show us how do just that.There’s nothing like learning f...

This week I'm extremely excited to welcome Rob Hartnett to the show.Rob is a brilliant sales leader with numerous achievements to his credit including being twice-named as the top salesperson worldwide at Miller Heiman. This is Rob's second appearance on the show and this time he digs into how neuroscience and behavioral marketing plays out in winback and sales in general. Rob has deep subject matter expertise in both sales and neuroscience and that combination made this a fas...

This week my guest is Kyle Gray. Kyle is an entrepreneur and the bestselling author of The Story Engine.In this episode Kyle walked me through the keys to effective storytelling and demonstrated how it can be used in customer winback. Storytelling is so important in sales and marketing and Kyle’s a really smart guy who really knows story. If you're interested in the power of story and how to use it in your business, I know you'll get a lot out of Kyle’s talk.

This week I'm thrilled to welcome Andrew Miner to the show. Andrew’s an accomplished entrepreneur turned revenue executive and it was fascinating to get his take on winback. Andrew worked side-by-side with Neil Patel and grew NP Digital from zero to over $100M in annual revenue and now runs a boutique consultancy called Growth Dial. During our chat Andrew shared two inspiring stories and we talked about the benefits of winback and creating winback opportunities.Andrew is ...

This week I'm excited to welcome Fred Diamond to the show.Fred is the President and Co-Founder of the Institute for Excellence in Sales, host of the Sales Game Changers podcast and author of Insights for Sales Game Changers: Lessons from the Planets Top Sales Leaders.This is Fred’s second appearance on the show. The first time he came on to spread the work on Lyme Disease, and this time we talk winback. Fred is very purpose driven, and in this episode he shares two really interesting sto...

This week my guest is Steve Hall, Australia's Leading 'C' Level Sales Authority. In this episode Steve shares a number of really interesting insights into winback from a c-suite perspective. He also shares a fascinating story and gives us an overview of selling into the c-suite. Steve is a true master of his craft with insights for everyone, but if you sell a higher priced product, I think you’ll really love what Steve has to share.

This week I had an enlightening talk with Ruth Stevens.Ruth is a true sales and marketing expert and was named as one of the 100 Most Influential People in Business Marketing by Crain’s BtoB magazine.During our talk she walked me through her framework for reactivating dormant customers. It's an amazing framework consisting of 10 tools and techniques and I think it's brilliant.If your CRM is loaded with dormant accounts, you're going to love this episode!

This week my guest is growth strategist Stu Heinecke.You probably know Stu as the author of "How to Get a Meeting with Anyone" and in our chat we talked about his latest bestseller "How to Grow Your Business Like a Weed".Stu laid out his "Weed" philosophy, described how it applies to customer winback, and showed us the "weed-like" advantages winback offers.

This week I welcome Stephane Sequin to the show. Stephane is an enterprise sales leader and advisor to companies like Microsoft and VMWare.He'll be sharing the biggest mistakes companies make around winback. He also has a great story about turning around a huge deal immediately after being blindsided.

This week my guest is cold out reach expert Nicole Attias.We talked about a number of practical strategies anyone can use to rebuild relationships with customers who are at risk of leaving, and those who have already left.Nicole really understands how to connect and re-connect with customers and I think you'll really appreciate her perspective on winback.