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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:

  • develop a system for planning your subscription renewals 

  • evaluate the health of your accounts & their churn risk 

  • create renewal stories that will help you renew customers on your terms 

COURSE CURRICULUM

1.

Renewal Planning

  • The Renewal Timeline  

  • Setting SMART Renewal Objectives 

  • Collecting & Organizing Account Data  

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Stephen Gonzalez

2.

The Renewal Story

  • Analyzing Account Activity & Evaluating Account Health  

  • Assessing The Client’s Value Proposition

  • Preparing Your Business Case & Anticipating Objections  

  • The 3 Types Of Renewal Stories   

  • Activity: Creating Your Renewal Story  

  • How To Discuss Money, Terms, Contracts & Restrictions  

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Kevin Legg

3.

Developing A Communication Strategy

  • Sequencing Your Pre-Renewal Communication  

  • Activity: Planning Your Pre-Renewal Sequence   

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Kevin Legg

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