When it comes to winning new business, the playbook often centers on disrupting the status quo—convincing prospects to leave behind their current solutions, whether it’s a competitor or a DIY approach. But what happens once you become the status quo?
Renewals and cross-sells are a completely different game. In these moments, disrupting the status quo works against you. Instead, it’s about leveraging the bias toward stability and continuity. Remind your customers why they chose you in the first place. Reinforce their decision. Build confidence in the partnership you’ve already established.
🛠️ The strategies for acquisition and renewal aren’t just different—they’re opposites. And understanding this shift could be the difference between growth and churn.
🎧 Dive into this topic in this episode of Growth Driver featuring Tim Riesterer.
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Tim Riesterer, Chief Strategy Officer at Corporate Visions, is the sought after expert on evidence-based revenue growth using counterintuitive approaches. Known for his candid thought leadership and engaging keynotes, he’s spent decades testing and refining go-to-market strategies that put buyers squarely at the center. Tim is the author of four insightful books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale.
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