309 The Expansion Sale by Tim Riesterer

309 The Expansion Sale by Tim Riesterer

The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers by Erik Peterson and Tim Riesterer

Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion

Industry analysts report that up to 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.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/expansion-sale-tim-riesterer

Jaksot(579)

010 Buyer Personas by Adele Revella

010 Buyer Personas by Adele Revella

Buyer Personas: How to Gain Insight into Your Customer's Expectations, Align Your Marketing Strategies, and Win More Business by Adele Revella https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-buyer-personas-adele-revella

20 Maalis 201524min

009 Ctrl Alt Delete by Mitch Joel

009 Ctrl Alt Delete by Mitch Joel

Ctrl Alt Delete: Reboot Your Business. Reboot Your Life. Your Future Depends on It. By Mitch Joel https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-cntl-alt-delete-mitch-joel

13 Maalis 201527min

008 Evergreen by Noah Fleming

008 Evergreen by Noah Fleming

Evergreen: Cultivate the Enduring Customer Loyalty that Keeps Your Business Thriving by Noah Fleming https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-evergreen-noah-fleming

6 Maalis 201532min

007 Reinventing You by Dorie Clark

007 Reinventing You by Dorie Clark

Reinventing You: Define Your Brand, Imagine Your Future by Dorie Clark https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-reinventing-you-dorie-clark

27 Helmi 201524min

006 The Art of Social Media by Guy Kawasaki

006 The Art of Social Media by Guy Kawasaki

The Art of Social Media: Power Tips for Power Users by Guy Kawasaki and Peg Fitzpatrick https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-art-of-social-media-guy-kawasaki

20 Helmi 201531min

005 Everybody Writes by Ann Handley

005 Everybody Writes by Ann Handley

Everybody Writes: Your Go-To Guide to Creating Ridiculously Good Content by Ann Handley https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-everybody-writes-ann-handley

13 Helmi 201525min

004 Social Media Explained by Mark Schaefer

004 Social Media Explained by Mark Schaefer

Social Media Explained: Untangling the World's Most Misunderstood Business Trend by Mark Schaefer https://www.salesartillery.com/marketing-book-podcast/marketing-book-podcast-social-media-explained-mark-schaefer

6 Helmi 201527min

003 Epic Content Marketing by Joe Pulizzi

003 Epic Content Marketing by Joe Pulizzi

Epic Content Marketing: How to Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less by Joe Pulizzi https://www.salesartillery.com/marketing-book-podcast/003-epic-content-marketing-joe-pulizzi

30 Tammi 201536min

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