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Webinar replay

Video: The Expansion Sale

New research proves that buying psychology in renewal and expansion conversations is 180 degrees different than in acquisition conversations. And if you don’t tailor your sales and marketing approach to meet these unique pressures and demands, you’re putting most of your revenue at risk.

Published: Mar 11th, 2020 1:04:58
Webinar replay

Video: Are You Up for the Upsell?

What’s the most effective message in the upsell situation, when you need to convince existing customers to migrate to higher-value solutions or services? Watch this on-demand webinar to see the research that addresses how to tell a persuasive story when upsell opportunities are on the line.

Published: Apr 13th, 2018 1:00:04
Research Report

Report: Determining the Most Effective Upsell Message

How do you sell more to an existing customer, when you need to convince them to migrate or upgrade to higher-value solutions and services—either in the event of a significant upsell opportunity or due to a material change in a base product?

Published: Apr 10th, 2018
Research Brief

Brief: Why Evolve? The Best Approach for Upselling Customers to New Solutions

How do you sell more to an existing customer? What kind of message works best for the traditional upsell or solution upgrade conversation, when you need to convince customers to migrate to higher-value solutions and services? See the optimal message framework for succeeding in this critical conversation.

Published: Apr 1st, 2018
Research Report

Report: Do Marketing and Sales Have a Blind Spot?

This research report looks at how marketing and sales emphasize and invest in the various stages of the customer lifecycle, and what those choices mean when it comes to messaging effectively throughout the life of your accounts.

Published: Aug 10th, 2017
Research Brief

Brief: Does Provocative Messaging Work in a Renewal Context?

Aggressive messaging approaches are all the rage right now, especially when you’re the “outsider” looking to disrupt your prospect’s status quo. But what about when you are the status quo? What’s the most effective messaging approach for that situation—when your story isn’t “Why Change,” but “Why Stay?"

Published: Oct 12th, 2016
Research Brief

Brief: Which Visual Storytelling Presentation Maximizes Picture Superiority Effect?

The Picture Superiority Effect says that stories accompanied by visuals get remembered significantly better than stories told with words or text alone—that’s been established. What hasn’t been established until now is which type of presentation allows marketers and sellers to maximize the impact of this phenomenon.

Published: Jul 3rd, 2016
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