See how to match your message to the buying moment, and tailor your approach for acquisition vs. expansion conversations.
Imagine a doctor prescribing the same treatment for every patient, regardless of their condition.It sounds absurd, but that’s akin to what most B2B companies do when they apply one-size-fits-all messages to every moment in the customer lifecycle.Research shows that when you use a disruptive message with existing customers, it increases the likelihood that they’ll leave you by at least 10 percent.In B2B sales, it’s not about who disrupts the most—you need to understand your buyer’s situation and apply the right message at the right time.In this e-book, you’ll learn exactly when to shake things up or keep them steady. And you’ll get evidence-backed message frameworks for each approach. You’ll see:
When (and how) to be disruptive to break through the status quo.
Why challenging existing customers can backfire, and what to do instead.
How to tap into expansion opportunities without pushing customers away.
