ENGLISH

The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers

By Erik Peterson; Tim Riesterer

Book information

Publisher
McGraw-Hill Education
Year
2020
ISBN
1260462757, 9781260462753
Language
english
Format
EPUB
Filesize
8 MB (8328040 bytes)
Pages
\0
Time added
2020-05-17 16:41:23

Description

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.

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