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.
