Explore every episode of the podcast The WinBack Marketing Podcast

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 Clients
01:30 Winback Success Stories
04:55 The Importance of Client Feedback
06:34 Strategies for Effective Client Follow-Up
10:54 Common Winback Mistakes
12:09 Final Thoughts and Contact Information

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 Importance of Customer Centricity

02:02 Challenges in Sales Leadership

05:45 Assessing and Empowering Sales Teams

07:19 Effective Recruitment and Team Management

12:12 Winback Strategies

12:20 Case Study: Winning Back Lost Customers

17:57 Identifying and Engaging Disgruntled Customers

24:18 Final Thoughts

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 and the innovative use of AI to enhance customer experience. 

 It’s a very rich episode with many takeaways.

 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: President of Clarity Advisors

01:19 Winning Back a 7-Figure Lost Customer

04:19 Strategies for Staying Engaged with Customers

08:06 The Importance of Asking for Help

12:58 Improving Team Communication and Alignment

21:49 Final Thoughts and Contact Information

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 clients. 

You'll also learn about Christine's book, 'Empower Your Inner Millionaire,' which is aimed at encouraging women to explore financial freedom through real estate investing.

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 about 25 grand a day, in literally 24 hours. It killed a lot of businesses, but Leon used it as a springboard to creating a massive sales and marketing win.

Leon also talks about his belief that the consumer is at the heart of every business and the critical importance of direct and immediate customer feedback. He also shares tactics anyone can use to get a deeper understanding of their customers, which I think are brilliant.

This is a very rich episode, I learned a lot from Leon and I think you will too.

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 also shares two fascinating winback stories and his views on why people don't do winback.

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 value of looking at customer winback through the lens of neuroscience.  He highlights the critical importance of the peak-end rule and offers practical steps for conducting exit interviews that maximize the probability that a lost customer will return.

This is a very rich episode and I think you'll get a lot out of it.

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 and insights.

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 from someone who has deep subject matter expertise and I think you’ll love Ben’s insights.

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 fascinating conversation.

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 an amazing revenue strategist and I think you'll really appreciate his POV and deep, nuanced insights. 

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 stories that underscore the power of purpose and connection when it comes to winback.  Fred also talks about the keys to winback success and the landmines we need to avoid. 

By the way, things took an unexpected turn at the end of the show as we had a chat about gratitude and perspective. 

There’s a lot of juice in this episode and I think you’ll really like it!

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.

Welcome to the Winback Marketing Podcast.

This week my guest is Michael Lowenstein.  Michael's one of the world's preeminent thinkers in the field of winback. It's an honor to have him on the show sharing his insights around the backend of the buyer's journey, brand equity, trust and so much more. 

This is an extremely rich episode and if you're a revenue leader or live in the C-suite, I know you'll love it.

Welcome to the Winback Marketing podcast.

This week my guest is Faheem Moosa.

If you’re a consultant, I know you’ll get a lot out of this episode. 

I have a ton of respect for Faheem's work, so I'm thrilled to have him on the show sharing his winback insights and the winback strategies he uses in the consulting world.

In this episode we don't talk winback, we don't even talk business. We're going to be talking about Lyme Disease.

I heard Fred Diamond on Jeb Blount's Sales Gravy podcast about how there's an epidemic of the disease and that so many people are suffering from it because it's often mis-diagnosed. That means treatment is often ineffective and the pain and suffering continues.

I had no idea just how pervasive and insidious the disease is, so I invited Fred to come on the show to get his expert insights and help him spread the word.

This week I'm extremely excited to welcome behavioral marketing expert Nancy Harhut to the show.

In this episode Nancy explains why winback works from a behavioral science perspective.

She also shares two great winback stories, one of which generated $68 million. You’ll find it fascinating! 

This week I'm excited to welcome customer retention strategist Anita Toth, aka the "Chief Churn Crusher" to the show.

In this episode Anita shares a number of extremely interesting insights into customer retention, winback and acquiring a deep understanding of why our customers churn. 

Anita is a true master of her craft and I think you’ll get a lot of takeaways from this episode.

This week I have the pleasure of welcoming my friend Carl Adamson to the show. Carl is the award-winning director of the Agile Consultancy, Agilistix.

In this episode he shares the fascinating story of being given 6 “dead” accounts, winning the first one back at 6 times the company's average sales volume and getting severely reprimanded for his success.  

It’s a fascinating look at company culture, the “this is how we do things here” syndrome and how it relates to winback and agile. 

Carl is brilliant and I know you'll love this episode!

This week I’m honored to talk with Collin Mitchell, the head of sales for Humantic.AI. 

With 3 exits to his credit, Collin really understands the worlds of sales and business building and I think you'll find his insights uniquely valuable. 

In our talk, Collin shared his ideas and strategies around using buyer personality traits to support and enhance our sales processes, win/loss analyses and even winbacks.

 This is a rich episode and I know you’ll love it.

This week my guest is Deb Curtis, the founder of Curtis Small Business Finance Solutions.

Deb will be sharing winback stories that highlight the critical importance of taking complete responsibility for problems, even if they were created by others. It’s a powerful mindset that helps win back clients and create new business opportunities.

This week my guest is Susan Trivers and if you’re in a knowledge services firm, this episode is for you.  

Susan is going to show you how to win more business from your past clients with her "Top of Mind" framework.  And she tells the story of using the framework with one of her clients to win back 12 out of 20 of their lost clients! 

This week I'm excited to welcome Hans Bunes to the show.

Hans is an acclaimed B2B tech growth strategist and Co-Founder at Bunes & Ferenczi. 

Hans will be sharing a number of compelling insights into the huge opportunity that winback presents in the enterprise world. He'll also be talking about the profound role that incentives play in winback, the value of dormant accounts and so much more.

If you’re responsible for revenue, you’ll find what Hans has to say is fascinating.