Expert sales reps know how to adapt their selling approach to each type of opportunity they encounter. While it’s common wisdom that it’s easier to keep an existing customer than find a new one, most sales organizations fail to develop or deploy strategies that differentiate the two. This brief explores sales strategies to consider when selling to existing customers, including factors that impact which approach is best to take.
Download this Research Brief to learn:
- How to choose the right sales approach
- How to understand the factor that influence which approach to take
- How to help your sales reps should understand whether a reactive or provocative approach will work best
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