How to Mobilize Marketing and Sales to Support Retention and ExpansionWatch Now
It’s harder now to win new business. Budgets are tightening, and companies don’t know what to expect next year.
So, rather than chase new prospects, you might naturally be eyeing opportunities with existing customers. After all, your existing customers know you. You’ve proven your value. And you don’t need to work so hard to convince them to do more business with you—at least in theory.
But, sales can’t go it alone. If your marketing messages and content are too demand-focused, they could sabotage your renewal and expansion efforts.
Behavioral science research shows that to win more business with existing customers, you must take an entirely different approach than with new prospects. And you need to mobilize your marketing and sales teams around unified messages, content, and conversations to persuade existing customers to stay with you and buy more.
How do you know which messages to use? What kind of content inspires existing customers to buy?
That’s what you’ll learn in this webinar with Doug Hutton, EVP Customer Experience at Corporate Visions, and Adam Moses, Head of Customer Success at Allego. Sign up to discover how to:
- Tailor your messages using science-backed frameworks to match your existing customers’ buying psychology.
- Support your customer conversations with marketing and enablement content designed to appeal to existing customers.
- Reinforce your approach with situationally specific micro-learning content, coaching, and training reinforcement in the flow of work.
Doug Hutton, SVP Products, Corporate Visions
Doug serves sales, marketing, and customer success teams in their pursuit of winning every commercial conversation. He believes every commercial function should be driven by decision science and what buyers ACTUALLY do, not by what they SAY they will do. From executive simulations to live field testing, B2B organizations can find the winning message, content, and skills to build more pipeline, close more deals, and expand customer relationships.
Adam Moses, Head of Customer Success EMEA, Allego
Adam leads the Customer Success team for Allego Conversation Intelligence working with Sales, Customer Success, Product, Compliance and Marketing teams across various industries. Prior to Allego, Adam has over 12 years experience in a number of customer centric roles, most notably, Customer Support, Business Analyst and Head of Product for the UK’s leading online assessment provider in the Education market. Adam decided to pursue a career in Customer Success and has spent the last three years building the Conversation Intelligence Customer Success organization.