Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
…
continue reading
Content provided by Jenny Plant and Jenny Plant - Account Management Skills Ltd. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jenny Plant and Jenny Plant - Account Management Skills Ltd or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.
Player FM - Podcast App
Go offline with the Player FM app!
Go offline with the Player FM app!
Why selling to prospects and clients is different, with Tim Riesterer
MP3•Episode home
Manage episode 421892997 series 3009195
Content provided by Jenny Plant and Jenny Plant - Account Management Skills Ltd. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jenny Plant and Jenny Plant - Account Management Skills Ltd or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.
Welcome to episode 115. If you're in agency new business or account management and responsible for contract renewals and account expansion, you're in for a huge treat because Tim Riesterer, author of ‘The Expansion Sale’ (Four Must-Win Conversations to Keep and Grow Your Customers), joins me.
Tim is a powerhouse and working with huge enterprises in this area, but he also has a background working in agencies.
We discussed data backed insight into:
· the real reason prospects buy and how to change your approach to new business
· why how you sell to prospects is not the way you should sell to existing clients
· why overcoming the client's status quo bias is the key to unlocking client growth
· why asking your client what problems they have just doesn't work
· and so much more.
I highly recommend following Tim on LinkedIn: https://www.linkedin.com/in/tim-riesterer or via the Corporate Visions website: http://www.corporatevisions.com/
and buying the book, ‘The Expansion Sale’: https://win.corporatevisions.com/The-Expansion-Sale.html
We talk about Tim's research and what overcoming a client's status quo bias means for agency account managers in my training. If you’d like to discuss account management training and all the options that we offer, then please go to my website and book a call. https://www.accountmanagementskills.com
Or alternatively, you can send me a direct message on LinkedIn: https://www.linkedin.com/in/jennyplant
137 episodes
MP3•Episode home
Manage episode 421892997 series 3009195
Content provided by Jenny Plant and Jenny Plant - Account Management Skills Ltd. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jenny Plant and Jenny Plant - Account Management Skills Ltd or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.
Welcome to episode 115. If you're in agency new business or account management and responsible for contract renewals and account expansion, you're in for a huge treat because Tim Riesterer, author of ‘The Expansion Sale’ (Four Must-Win Conversations to Keep and Grow Your Customers), joins me.
Tim is a powerhouse and working with huge enterprises in this area, but he also has a background working in agencies.
We discussed data backed insight into:
· the real reason prospects buy and how to change your approach to new business
· why how you sell to prospects is not the way you should sell to existing clients
· why overcoming the client's status quo bias is the key to unlocking client growth
· why asking your client what problems they have just doesn't work
· and so much more.
I highly recommend following Tim on LinkedIn: https://www.linkedin.com/in/tim-riesterer or via the Corporate Visions website: http://www.corporatevisions.com/
and buying the book, ‘The Expansion Sale’: https://win.corporatevisions.com/The-Expansion-Sale.html
We talk about Tim's research and what overcoming a client's status quo bias means for agency account managers in my training. If you’d like to discuss account management training and all the options that we offer, then please go to my website and book a call. https://www.accountmanagementskills.com
Or alternatively, you can send me a direct message on LinkedIn: https://www.linkedin.com/in/jennyplant
137 episodes
All episodes
×Welcome to Player FM!
Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.