It is more expensive to acquire customers than it is to retain them. However, many sales teams focus more effort on winning new business rather than nurturing their existing customers. But this is starting to change. While every business still wants new customers, many are now paying more attention to maintaining and developing the ones they already have – these businesses are reaping the benefits of lifecycle marketing.
This whitepaper by Marketscan highlights the importance of nurturing existing customers, and provides six tips for practicing successful lifecycle marketing.
