expand value

Most sales professionals use the same sales strategies and skills whether they’re looking to acquire new customers or renew and expand existing relationships.

But customer acquisition and expansion conversations are not the same. What’s more, research has proven that the techniques that are successful for one activity, say, acquisition, can be harmful when used in renewal or expansion conversations.

Only with Corporate Visions will your salespeople acquire the Expand Value Skills required to tell two key stories: “Why Stay” to retain accounts and convince existing customers to renew their relationships with you; and “Why Evolve” to grow existing relationships by getting customers to upgrade or migrate to higher value solutions.

Throughout this training, your reps will learn science-based techniques that build their confidence and ability to engage in winning customer conversations.