If you want your outbound sales activity to be effective, you should combine acquisition and retention sales activities.

Many of the research and insight agencies I work with have limited resources. As such, when it comes to their priorities for outbound sales there is often a discussion about which to do. And there is an assumption that there needs to be an either/ or decision.

I get asked:

“Should we focus on retaining our current clients and getting growth from them?”


“Should be try and get some new clients?”

My advice:  To separate the two is not the best way to generate successful levels of outbound sales and growth.

In this video I explain why it’s more effective to combine acquition and retention sales activities. I give some practical ideas about how you can do this, if you are a leader, decision maker or influencer in a research and insight agency.

If you have questions about anything in the video, you can contact me at [email protected] or fill out the contact form and I’ll get back to you as soon as I can!

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