Almost two-thirds of companies see no need to differentiate their sales message between customer acquisition versus customer expansion. But new research proves that the buying psychology in these two situations is 180 degrees different. To win more deals from both new and existing customers, you need to enable your team with science-backed sales messages and data-driven insights. In this webinar with HG Insights’ Justin Kitagawa and Corporate Visions’ Tim Riesterer, you’ll go beyond so-called “best practices” and learn how to:…
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Want an inside look at the science behind our new book, The Expansion Sale: Four Must-Win Conversations to Keep and Grow Customers? Join us on March 6th for an exclusive book launch event, hosted by the Institute for Excellence in Sales. You’ll get to dive into the original research behind The Expansion Sale with co-authors Tim Riesterer and Erik Peterson, where they’ll share proven strategies for: Renewing your customers Communicating price increases Convincing your customers to expand Regaining their trust after a service failure Meet…
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Analysts estimate that existing customers now account for 70-80 percent of company revenue and profits. Yet, very little purposeful effort has been aimed at customer expansion as a growth engine. In fact, nearly two-thirds of B2B organizations don’t see any need to differentiate their customer expansion messaging from customer acquisition messaging. They simply use the same approach, regardless of customer relationship. But new research proves that the buying psychology in renewal and expansion conversations is 180 degrees different than in…
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Join us for a very special book launch event in London, where you’ll get an exclusive look at the research behind our new book, The Expansion Sale: Four Must-Win Conversations to Keep and Grow Customers. Tim Riesterer, Co-author and CSO at Corporate Visions, will be joined by Dr. Nick Lee, Professor of Marketing at Warwick Business School, to dig into the science that drives The Expansion Sale. You’ll learn research-backed strategies for: Renewing your customers Communicating price increases Convincing your…
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Your sales and marketing presentations are vital tools for moving buyers to change their status quo, choose you, and stay with you instead of switching to a competitor. But there’s one huge obstacle in your way: Research suggests that your prospects and customers forget up to 90% of what you communicate within 48 hours. Worse yet, the little they do remember is completely random! If you want your audience to act in your favor, your presentation needs to control their…
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