Every B2B sales leader preaches a “land and expand” philosophy to their team, but how many actually have actually spent their entire career refining and honing their expertise in this area? Dave Glynn has spent his entire 12+ year career specializing in subscription renewals in the professional services industry. He has led thousands of renewal negotiations and has created tens of millions of dollars in ARR growth through subscription renewal in his career.
In this webinar, Dave Glynn, Head of Business Development at The Expert Institute, will share his playbook for B2B subscription renewals based on his 12+years of experience managing key accounts and leading customer success teams in the US and Asia.
Key Topics:
1. The importance of developing a long-term strategic view with your client and cultivating relationships up and down the org chart
2. Organizing, motivating, and coordinating your internal resources ahead of the renewal
3. How to analyse subscription data and build a compelling renewal case
4. Negotiating tips and best practices
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