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To Challenge or Not to Challenge - Differences Between Acquisition and Expansion Messaging

Video Summary

Challenging prospects is a proven way to get them to do something different. But what about when it’s time to renew your customers or convince them to expand the relationship? Join Tim Riesterer, co-author of The Three Value Conversations, as he explores science-backed messaging research that reveals when you should deploy a disruptive message and when you should throttle back. These studies help you tell the right story for the right buying situation—and leave behind the one-size-fits-all approaches and sales methodologies that are holding you back. You’ll learn how to: -Disrupt status quo bias when you need to win new business -Reinforce status quo bias when you need to keep and expand with existing customers -Break free from one-size-fits-all approaches to the customer conversation and get more situationally fluent with your sales messaging and skills.
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