How to get former B2B clients back into the sales funnel

Past clients already know a business-to-business company's offerings, so marketing content must address new needs before they become current customers, writes Ryan Caligiuri. To reengage, use a case study to show company value, request meetings to go over new offerings and provide examples of accomplishments for other clients. "Since you know their business and past issues, help them uncover any new issues ... that your firm can help with," Caligiuri writes.

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