Inversion Selling in renewals and expansion
Renewals go stale when sellers assume they know the client. How to use research and a Hypothesis Opening to renew and expand existing work.
3 min read
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Tagged account management
Every post tagged account management.
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Inversion Selling for account managers
Account managers can use Inversion Selling to find expansion work inside existing clients. How research and hypotheses work with a logo.
3 min readYour champion just left. Now what?
When your champion leaves, you get two buying signals at once. How to hold the account they left and open the company they just joined.
3 min read