Performance Delivered

Don’t overlook the importance of investing in your expansion sales pipeline. New business is important for any company, but conversion rates are often low and closing timelines can be drawn out. Expanding business with existing clients is key to growth, and it requires its own set of considerations and tactics. In this episode, Chris Willis gives a comprehensive guide to expansion marketing. The CMO at AI content analytics firm Acrolinx, Chris has over 20 years of experience growing tech companies and has focused on optimizing marketing for expansion sales pipelines. His best practices for expanding business with existing customers includes:  A tiered approach to existing client marketing needs  Creating campaigns specific to those top tier customers  Developing “champion enablement” contacts within target orgs  Effectively tracking expansion marketing efforts  And much more If you are looking to boost sales numbers quickly or want to remain relevant to your existing customer base, you need to listen to this