Mark Osborne explains that 95% of B2B buyers aren't actively shopping at any given time. Instead of chasing cold prospects, build credibility and activate your existing clients to drive faster renewals, bigger upsells, and more referrals.
You know, one of the things that we talk about in the B2B space is, you know, 95% of your market isn't in market at any given time. There, you know, there's really only kind of 5% of your market is actively looking for a solution like yours at any given time. So what do you do for the rest of the, you know, that 95% of folks? You build that credibility and you build that trust with them so that when they are in market for a solution like you offer, you'll be part of that consideration set and hopefully at the top of that consideration set. The other thing that, you know, we do a lot of work with clients helping them to activate their existing clients for faster renewals, larger upsells, more referrals.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
