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 expansion
Every post tagged expansion.
Buyers20 postsIndustries38 postsLeadership37 postsMethod50 postsPipeline40 postsProduct6 postsReplies21 postsSignals57 postsWarm intros32 posts
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Intros inside a client's own company
Your best warm intro is often inside a company you already serve. How to ask a happy client to open a door to another division, and what to send.
3 min readInversion 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 readPipeline for a new region
How a services firm builds pipeline in a new region, from choosing the first accounts to borrowing trust through intros and local proof.
3 min readNew market entry as a buying signal
When a company enters a new market, region or segment, it needs capacity it doesn't have. How to spot the move early and who to write to about it.
3 min readWarm intros for a new market
How to find warm intros when you enter a new industry or region where nobody knows your name, using adjacent ties, delivery teams and investors.
3 min readExpansion pipeline from existing clients
Your best new pipeline sits inside accounts you already serve. Here's how to watch current clients for signals and pitch the next engagement early.
3 min read