The Dangers of One-Size-Fits-All Sales Messaging:
Why Customer Acquisition and Customer Expansion Must Have Distinct Messaging Approaches
To disrupt the status quo or reinforce it? Your answer to that question really depends on whether you’re selling into a new prospect or trying to keep and expand an existing customer. That’s because new research proves that the skills and messaging techniques required for the first scenario will backfire in the latter.
Watch Tim Riesterer, Chief Strategy Officer at Corporate Visions and Co-Author of The Three Value Conversations and the upcoming book The Expansion Sale, as he shares science-backed research designed to help you tell the right story for the right buying situation and finally do away with a one-size-fits-all approach to your customer conversations. Tim covers research that will help you:
- Disrupt Status Quo bias when you need to build new pipeline and win new business
- Reinforce status quo bias when you are trying to renew and expand existing customers
- Break free from one-size-fits-all approaches and get more situationally fluent with your messaging skills
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