The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
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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.
The book, The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers [Bulk, Wholesale, Quantity] ISBN# 9781260462753 in Hardcover by Erik Peterson;Tim Riesterer may be ordered in bulk quantities. Minimum starts at 25 copies. Availability based on publisher status and quantity being ordered.
|Product Dimensions||0.9 H x 9.2 L x 6.3 W|
|Publication Date||Feb 10, 2020|
|Category||Business & Economics|