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Customer Acquisition vs. Customer Expansion: Break Free from a One-Size-Fits-All Approach

  • Sales Engagement Summit
  • Catherine Alexander, VP, Training Services, Corporate Visions

Nearly 60 percent of companies believe they can use a one-size-fits-all approach for every marketing and sales conversation. Instead of tailoring their approach to their buyer’s situation, they try to apply the same messages to win new customers as they do to keep and grow existing customers. 

But behavioural research shows a 180-degree difference between what motivates new prospects, versus existing customers, to buy. 

In fact, using a one-size-fits-all approach can put most of your revenue and growth opportunity at risk! 

In this session, you’ll learn new, science-backed messaging strategies to skillfully differentiate your acquisition and expansion approaches. 

You’ll learn how to:

•        Disrupt your prospects’ status quo to win new business.
•        Defend and grow your relationships with existing customers
•        Use science-backed messages and skills to influence and guide your prospects' and customers' buying decisions.

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