VSS2021 (Fall): Keynote Session: Acquisition vs Expansion Selling: New Studies Show You Shouldn’t Ta

Author: Tim Riesterer
Posted: September 17th, 2021
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Overview

Inside selling is often synonymous with new customer acquisition. But the truth is, most company revenue comes from existing customer expansion, including renewals and upsells. How can you maximize the impact of your Inside selling approach for both acquisition and expansion? Recent behavioral science studies prove that the buying psychology in renewal and expansion conversations is 180 degrees different from acquisition conversations, and each motion requires a precise and prescriptive approach.

In this session with Tim Riesterer, researcher, co-author of The Expansion Sale, and Chief Strategy Officer at Corporate Visions, you’ll get science-backed insights and precise frameworks for:

- Disrupting your prospects’ status quo when you need to win new business.
- Reinforcing and expanding your relationships to grow with existing customers.