Alex Raymond on Why Your Existing Customers are Your Biggest Growth Engine скачать в хорошем качестве

Alex Raymond on Why Your Existing Customers are Your Biggest Growth Engine

I've been saying for years that B2B selling is broken. Alex Raymond — founder of AMplify, author of The Growth Department, and host of Account Manager Secrets — thinks account management is broken too. So naturally we had a lot to talk about. Alex has spent the last decade figuring out how companies can grow faster and more profitably through the customers they already have. And the data he brings to this conversation is staggering. 73% of revenue comes from existing customers. 52% of net new revenue comes from existing customers. And nearly all profit — sometimes more than 100% — is generated post-sale. Yet most companies treat their post-sales teams like the JV squad. An inexperienced coach, ratty uniforms, smelly locker rooms. Then they wonder why things aren't working. We get into why "recurring revenue" is a dangerous myth that gives executives a false sense of security, and why the handoff from sales to account management is where customer relationships go to die. Alex shares his Keep, Grow, No Surprises framework and makes a compelling case that the real job of account management isn't running QBRs or chasing NPS scores — it's helping your company win. One of my favorite parts is Alex's concept of "relentless curiosity" — meeting your customer as a human being, asking great questions without fishing for a specific answer, and staying in the question long enough to find what's really going on. We also get into Greg Daines's research showing that even $1 of measurable improvement is enough to get a customer excited about renewing — and that reporting negative results retains customers twice as long as not reporting at all. If you're in sales, account management, customer success, or revenue leadership, this one will make you rethink where you invest. KEY TAKEAWAYS The math is wildly lopsided. 73% of revenue and nearly all profit come from existing customers, but most companies pour their investment into new business sales. Every point of NRR increase drives 13-16% in valuation growth over five years. The path to durable growth runs through the customers you already have.Recurring revenue is a myth. Subscription doesn't mean automatic. That assumption leads companies to underinvest in the people doing the hardest work — hiring less experienced people, giving them fewer tools, then wondering why retention suffers. In the early days of SaaS, we knew we had to earn it every month. That mindset needs to come back.Keep, Grow, No Surprises. Alex's framework: keep the customers sales brings in, grow the ones with the most potential, no surprises. NPS and CSAT are trailing indicators. The real job of account management is helping your company win. Relentless curiosity changes everything. Customers are inured to our discovery — they know the checklist is coming and give us the minimum to get off the phone. Instead, figure out what the world looks like through their eyes. What's on their boss's mind? Their board's mind? Ask without fishing. That's where expansion and real risks surface.Show even $1 of improvement. Greg Daines's data shows the threshold for renewal excitement isn't a massive ROI number — it's basically a dollar. Once customers see measurable progress, they imagine the path forward. Be precise about value. Don't let yourself or the customer off the hook with vague statements. BOOKS MENTIONED The Growth Department — Alex Raymond The JOLT Effect — Matthew Dixon & Ted McKenna The Meaning Revolution — Fred Kofman Think Better — Tim Hurson The Four Agreements — Don Miguel Ruiz The Fifth Agreement — Don Miguel Ruiz & Don Jose Ruiz Together We Win — Lee Levitt (forthcoming) FIND ALEX LinkedIn: linkedin.com/in/afraymond Website: amplifyam.com Share this episode with a coworker. Reach out at podcast.thoughtsonselling.com or book time at meet.aceleragroup.com