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
What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales Rating: 3 out of 5 stars3/5CustomerCentric Selling Rating: 4 out of 5 stars4/5The Referral Engine: Teaching Your Business to Market Itself Rating: 5 out of 5 stars5/5Winning on Purpose: The Unbeatable Strategy of Loving Customers Rating: 4 out of 5 stars4/5Selling Professional Services the Sandler Way Or, Nobody Ever Told Me I'd Have to Sell! Rating: 5 out of 5 stars5/5Listen Up!: How to Tune In to Customers and Turn Down the Noise Rating: 0 out of 5 stars0 ratingsFrom Impressed to Obsessed: 12 Principles for Turning Customers and Employees into Life-Long Fans Rating: 0 out of 5 stars0 ratingsEvergreen: Cultivate the Enduring Customer Loyalty That Keeps Your Business Thriving Rating: 3 out of 5 stars3/5The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success Rating: 0 out of 5 stars0 ratingsHug Your Haters: How to Embrace Complaints and Keep Your Customers 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 ratingsNew Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Rating: 5 out of 5 stars5/5The Small Big: Small Changes That Spark Big Influence Rating: 4 out of 5 stars4/5One Perfect Pitch: How to Sell Your Idea, Your Product, Your Business--or Yourself Rating: 0 out of 5 stars0 ratingsMore Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers Rating: 4 out of 5 stars4/5Magnetic: The Art of Attracting Business Rating: 3 out of 5 stars3/5Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads Rating: 5 out of 5 stars5/5Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation Rating: 5 out of 5 stars5/5Transformational Selling: How to adapt your sales style in the New World Rating: 0 out of 5 stars0 ratingsDo It! MARKETING: 77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competition Rating: 0 out of 5 stars0 ratingsSell Yourself First: The Most Critical Element in Every Sales Effort Rating: 5 out of 5 stars5/5The Customer Success Economy: Why Every Aspect Of Your Business Model Needs A Paradigm Shift Rating: 5 out of 5 stars5/5Duct Tape Selling: Think Like a Marketer - Sell Like a Superstar Rating: 4 out of 5 stars4/5Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers Rating: 4 out of 5 stars4/5Tech-Powered Sales: Achieve Superhuman Sales Skills Rating: 0 out of 5 stars0 ratingsAsking Questions The Sandler Way: Or: Good Question-Why Do you Ask? Rating: 4 out of 5 stars4/5
Business For You
The Charisma Myth: How Anyone Can Master the Art and Science of Personal Magnetism (Intl Ed) Rating: 5 out of 5 stars5/5How To Win Friends And Influence People Rating: 4 out of 5 stars4/5Rich 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 stars5/5Extreme Ownership: How U.S. Navy SEALs Lead and Win Rating: 5 out of 5 stars5/5Getting Things Done: The Art of Stress-Free Productivity Rating: 4 out of 5 stars4/5Think Faster, Talk Smarter: How to Speak Successfully When You're Put on the Spot Rating: 4 out of 5 stars4/5The TenX Rule: The Only Difference Between Success and Failure Rating: 5 out of 5 stars5/5The 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 stars4/5Manage Your Day-to-Day: Build Your Routine, Find Your Focus, and Sharpen Your Creative Mind Rating: 4 out of 5 stars4/5The Artist's Way at Work: Riding the Dragon: Twelve Weeks to Creative Freedom Rating: 4 out of 5 stars4/5Seeing What Others Don't: The Remarkable Ways We Gain Insights Rating: 4 out of 5 stars4/5Your Next Five Moves: Master the Art of Business Strategy Rating: 5 out of 5 stars5/5Getting to Yes: How to Negotiate Agreement Without Giving In 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 Millionaire Next Door: The Surprising Secrets Of Americas Wealthy Rating: 5 out of 5 stars5/5The New One Minute Manager Rating: 5 out of 5 stars5/5The Energy Bus: 10 Rules to Fuel Your Life, Work, and Team with Positive Energy Rating: 5 out of 5 stars5/5The Sociopath Next Door: The Ruthless Versus the Rest of Us Rating: 4 out of 5 stars4/5The Undoing Project: A Friendship that Changed Our Minds Rating: 4 out of 5 stars4/5Elon Musk Rating: 5 out of 5 stars5/5The Art of Happiness: A Handbook for Living Rating: 4 out of 5 stars4/5How to Manage Your Money When You Don't Have Any Rating: 4 out of 5 stars4/5How To Lie With Statistics Rating: 4 out of 5 stars4/5The Anatomy of Peace, Fourth Edition: Resolving the Heart of Conflict Rating: 5 out of 5 stars5/5Company Rules: Or Everything I Know About Business I Learned from the CIA Rating: 4 out of 5 stars4/5Silva Mind Control Method Of Mental Dynamics Rating: 5 out of 5 stars5/5The Catalyst: How to Change Anyone's Mind Rating: 5 out of 5 stars5/5
Reviews for The Expansion Sale
Rating: 5 out of 5 stars
5/5
1 rating0 reviews