AI messaging and positioning can differentiate you in the sales cycle. At the same time, economic contraction and capital preservation are predominant. Selling has become more complex, and the risk of deals ending in a “no decision” has increased. Much of your revenue is still extracted from your existing customer base, and increasing your up-and-cross-sell activities is important.
A disruptive value-based narrative is helpful when used in a customer acquisition storyline; however, penetrating and upselling an existing customer requires an entirely different narrative and skill set. In this program you will learn how to grow your sensitive account base by mastering the “Status Quo Bias” and other account management best practices and strategies so you can sustain your growth momentum.