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Podcast

Why selling to prospects and clients is different, with Tim Riesterer

By June 4, 2024June 7th, 2024No Comments
Tim Riesterer

If you’re in agency new business or account management and responsible for contract renewals and account expansion, you’re in for a huge treat because Tim Riesterer, author of ‘The Expansion Sale’ (Four Must-Win Conversations to Keep and Grow Your Customers), joins me.

Tim is a powerhouse and working with huge enterprises in this area, but he also has a background working in agencies.

We discussed data backed insight into:

  • the real reason prospects buy and how to change your approach to new business
  • why how you sell to prospects is not the way you should sell to existing clients
  • why overcoming the client’s status quo bias is the key to unlocking client growth
  • why asking your client what problems they have just doesn’t work
  • and so much more.

I highly recommend following Tim on LinkedIn: https://www.linkedin.com/in/tim-riesterer or via the Corporate Visions website: http://www.corporatevisions.com/

and buying the book, ‘The Expansion Sale’

We talk about Tim’s research and what overcoming a client’s status quo bias means for agency account managers in my training. If you’d like to discuss account management training and all the options that we offer, then please book a call.

Or alternatively, you can send me a direct message on LinkedIn.

Jenny

Author Jenny

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