How to Mobilize Marketing and Sales to Support Retention and Expansion

Presented by

Doug Hutton, EVP Customer Experience, Corporate Visions, & Adam Moses, Head of Customer Success, Allego

About this talk

It’s harder now to win new business. Budgets are tightening, and companies don’t know what to expect next year. So, rather than chase new prospects, you might naturally be eyeing opportunities with existing customers. After all, your existing customers know you. You’ve proven your value. And you don’t need to work so hard to convince them to do more business with you—at least in theory. But, sales can’t go it alone. If your marketing messages and content are too demand-focused, they could sabotage your renewal and expansion efforts. Behavioral science research shows that to win more business with existing customers, you must take an entirely different approach than with new prospects. And you need to mobilize your marketing and sales teams around unified messages, content, and conversations to persuade existing customers to stay with you and buy more. How do you know which messages to use? What kind of content inspires existing customers to buy? That’s what you’ll learn in this webinar with Doug Hutton, EVP Customer Experience at Corporate Visions, and Adam Moses, Head of Customer Success at Allego. Sign up to discover how to: - Tailor your messages using science-backed frameworks to match your existing customers’ buying psychology. - Support your customer conversations with marketing and enablement content designed to appeal to existing customers. - Reinforce your approach with situationally specific micro-learning content, coaching, and training reinforcement in the flow of work.

Related topics:

More from this channel

Upcoming talks (0)
On-demand talks (23)
Subscribers (2566)
Corporate Visions, Inc. is the leading provider of science-backed sales, marketing, and customer success training and consulting services. Global B2B companies work with Corporate Visions to articulate value in their customer conversations in three ways: - Make Value Situational by distinguishing between customer acquisition and customer expansion - Make Value Specific by aligning conversations with the Customer Deciding Journey - Make Value Systematic by unifying marketing, sales, and customer success to speak in one voice