Audiobook4 hours
The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
Written by Erik Peterson and Tim Riesterer
Narrated by Susan Marlowe
Rating: 5 out of 5 stars
5/5
()
About this audiobook
Proven customer engagement approaches for winning in the most important moments driving profitability and growth-customer retention and expansion
Industry analysts report that up 70-80% of business growth comes from existing customers.
So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions?
The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
Industry analysts report that up 70-80% of business growth comes from existing customers.
So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions?
The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
More audiobooks from Erik Peterson
The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale Rating: 0 out of 5 stars0 ratings
Related to The Expansion Sale
Related audiobooks
Transformational Selling: How to adapt your sales style in the New World Rating: 0 out of 5 stars0 ratingsPredictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Rating: 5 out of 5 stars5/5What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales Rating: 3 out of 5 stars3/5The Referral Engine: Teaching Your Business to Market Itself Rating: 5 out of 5 stars5/5CustomerCentric Selling Rating: 4 out of 5 stars4/5How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services Rating: 4 out of 5 stars4/5Category Creation: How to Build a Brand that Customers, Employees, and Investors Will Love Rating: 3 out of 5 stars3/5Hug Your Haters: How to Embrace Complaints and Keep Your Customers Rating: 4 out of 5 stars4/5Selling: The Fundamentals: A Basics Guide to Enterprise Sales For The Beginner Rating: 0 out of 5 stars0 ratingsNo Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing Rating: 5 out of 5 stars5/5Do It! MARKETING: 77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competition Rating: 0 out of 5 stars0 ratingsCapture the Mindshare and the Market Share Will Follow: The Art and Science of Building Brands Rating: 0 out of 5 stars0 ratingsSelling Professional Services the Sandler Way Or, Nobody Ever Told Me I'd Have to Sell! Rating: 5 out of 5 stars5/5The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results Rating: 4 out of 5 stars4/5The Small Big: Small Changes That Spark Big Influence Rating: 4 out of 5 stars4/5High-Velocity Digital Marketing: Silicon Valley Secrets to Create Breakthrough Revenue in Record Time Rating: 0 out of 5 stars0 ratingsThe Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth Rating: 4 out of 5 stars4/5Endless Referrals, Third Edition Rating: 5 out of 5 stars5/5More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers Rating: 4 out of 5 stars4/5The Sales MBA: How to Influence Corporate Buyers Rating: 0 out of 5 stars0 ratingsWaiting for Your Cat to Bark?: Persuading Customers When They Ignore Marketing Rating: 4 out of 5 stars4/5Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Rating: 3 out of 5 stars3/5The Art of Woo: Using Strategic Persuasion to Sell Your Ideas Rating: 4 out of 5 stars4/5Get the Meeting!: An Illustrative Contact Marketing Playbook Rating: 5 out of 5 stars5/5
Business For You
The Warmth of Other Suns: The Epic Story of America's Great Migration Rating: 5 out of 5 stars5/5Think Faster, Talk Smarter: How to Speak Successfully When You're Put on the Spot Rating: 4 out of 5 stars4/5Elon Musk Rating: 5 out of 5 stars5/5How To Win Friends And Influence People Rating: 4 out of 5 stars4/5Company Rules: Or Everything I Know About Business I Learned from the CIA Rating: 4 out of 5 stars4/5Getting Things Done: The Art of Stress-Free Productivity Rating: 4 out of 5 stars4/5Win Every Argument: The Art of Debating, Persuading, and Public Speaking Rating: 5 out of 5 stars5/5The End of the World is Just the Beginning: Mapping the Collapse of Globalization Rating: 5 out of 5 stars5/5Extreme Ownership: How U.S. Navy SEALs Lead and Win Rating: 5 out of 5 stars5/5Rich Dad Poor Dad: What The Rich Teach Their Kids About Money - That the Poor and Middle Class Do Not! Rating: 5 out of 5 stars5/5Becoming Bulletproof: Protect Yourself, Read People, Influence Situations, and Live Fearlessly Rating: 5 out of 5 stars5/5The Artist's Way at Work: Riding the Dragon: Twelve Weeks to Creative Freedom Rating: 4 out of 5 stars4/5You Will Own Nothing: Your War with a New Financial World Order and How to Fight Back Rating: 4 out of 5 stars4/5The Art of Happiness: A Handbook for Living Rating: 4 out of 5 stars4/5The Energy Bus: 10 Rules to Fuel Your Life, Work, and Team with Positive Energy Rating: 5 out of 5 stars5/5Your Next Five Moves: Master the Art of Business Strategy Rating: 5 out of 5 stars5/5Seeing What Others Don't: The Remarkable Ways We Gain Insights Rating: 4 out of 5 stars4/5The Millionaire Next Door: The Surprising Secrets Of Americas Wealthy Rating: 5 out of 5 stars5/5Astor: The Rise and Fall of an American Fortune Rating: 4 out of 5 stars4/5Getting to Yes: How to Negotiate Agreement Without Giving In Rating: 4 out of 5 stars4/5How to Manage Your Money When You Don't Have Any Rating: 4 out of 5 stars4/5The Charisma Myth: How Anyone Can Master the Art and Science of Personal Magnetism (Intl Ed) Rating: 5 out of 5 stars5/5Essentialism by Greg McKeown - Book Summary: The Disciplined Pursuit of Less Rating: 5 out of 5 stars5/5The Sociopath Next Door: The Ruthless Versus the Rest of Us Rating: 4 out of 5 stars4/5The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers Rating: 5 out of 5 stars5/5Algorithms to Live By: The Computer Science of Human Decisions Rating: 4 out of 5 stars4/5The Catalyst: How to Change Anyone's Mind Rating: 5 out of 5 stars5/5Silva Mind Control Method Of Mental Dynamics Rating: 5 out of 5 stars5/5The TenX Rule: The Only Difference Between Success and Failure Rating: 5 out of 5 stars5/5
Reviews for The Expansion Sale
Rating: 5 out of 5 stars
5/5
1 rating0 reviews