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Brief: Focusing on Existing Customers as Buyer Uncertainty Rises

Inbound sales

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14 March 2024Brief

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What’s Inside

Uncertainty has started to exhaust the buying team. Many are at their peak tolerance for risk.

As a result, sellers are seeing more hesitation among stakeholders who are in “wait-and-see” mode.

Sellers, however, can’t wait. They need a path forward. In our brief, Focusing on Existing Customers as Buyer Uncertainty Rises, we show how focusing on existing customers helps sellers:

  • Get to the customer’s core needs faster
  • Access power more efficiently
  • Build consensus faster

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