Lead Generation
Opportunity Qualification
Presentation
Negotiation & Closing
Account Management
Subscription Renewals
How can we ask our customers for more money when they renew their subscription? How can we save a customer who has decreased their usage?
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New sales don’t mean anything if you can’t retain your existing customers. New sales can mean serious growth if you’re also able to consistently grow revenue from your existing customers.
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As business models have shifted from product-based to subscription-based, account management skill has significantly risen in prominence and value to organizations. Yet many companies don’t have a defined framework for preparing and completing successful subscription renewals. As a result, they allow their hard-won customers to drift from them, losing the value of their input and ideas, losing the chance to deepen their relationships, and exposing them to competitive alternatives.
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In this module, we focus exclusively on the subscription renewal as a sales discipline. Participants will learn why developing a customer-based communication strategy leading up to the renewal date will significantly reduce churn, and how to use their account data to create a customer story and road-map that will help them win massive upgrades with their customers for years to come.
COURSE DETAILS
Live training format
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3 lessons
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4 Hours completion time​
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After completing this course, you will be able to:
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develop a system for planning your subscription renewals
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evaluate the health of your accounts & their churn risk
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create renewal stories that will help you renew customers on your terms
COURSE CURRICULUM
1.
Renewal Planning
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The Renewal Timeline
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Setting SMART Renewal Objectives
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Collecting & Organizing Account Data
Stephen Gonzalez
2.
The Renewal Story
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Analyzing Account Activity & Evaluating Account Health
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Assessing The Client’s Value Proposition
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Preparing Your Business Case & Anticipating Objections
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The 3 Types Of Renewal Stories
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Activity: Creating Your Renewal Story
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How To Discuss Money, Terms, Contracts & Restrictions
Kevin Legg
3.
Developing A Communication Strategy
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Sequencing Your Pre-Renewal Communication
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Activity: Planning Your Pre-Renewal Sequence
Kevin Legg