Customer Acquisition vs. Customer Expansion: Break Free from a One-Size-Fits-All Approach
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 behavioral 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.
- Disrupt your prospects’ status quo to win new business.
- Defend and grow your relationships with existing customers.
- Use science-backed message frameworks to influence and guide your prospects’ and customers’ buying decisions.
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Total Experience: The Hidden Connection Between Company Culture and World-Class Customer Experiences
Positioning for Success: How Effective Positioning Drives Differentiation and Simplifies Marketing Execution