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

Avsnitt(579)

066 The Agile Marketer by Roland Smart

066 The Agile Marketer by Roland Smart

"The Agile Marketer: Turning Customer Experience Into Your Competitive Advantage" by Roland Smart Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-agile-marketer-roland-smart

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065 Driving Demand by Carlos Hidalgo

065 Driving Demand by Carlos Hidalgo

"Driving Demand: Transforming B2B Marketing to Meet the Needs of the Modern Buyer" by Carlos Hidalgo Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/driving-demand-carlos-hidalgo

8 Apr 201634min

064 New Sales. Simplified. by Mike Weinberg

064 New Sales. Simplified. by Mike Weinberg

"New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/new-sales.-simplified.-mike-weinberg

1 Apr 201639min

063 Hacking Marketing by Scott Brinker

063 Hacking Marketing by Scott Brinker

"Hacking Marketing: Agile Practices to Make Marketing Smarter, Faster, and More Innovative" by Scott Brinker Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/hacking-marketing-scott-brinker

25 Mars 201644min

062 Magnetic by Joe Calloway

062 Magnetic by Joe Calloway

"Magnetic: The Art of Attracting Business" by Joe Calloway Click here to view the Show Notes! https://www.salesartillery.com/marketing-book-podcast/magnetic-joe-calloway

18 Mars 201635min

061 The Conversion Code by Chris Smith

061 The Conversion Code by Chris Smith

"The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales" by Chris Smith Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-conversion-code-chris-smith

11 Mars 201639min

060 Hug Your Haters by Jay Baer

060 Hug Your Haters by Jay Baer

"Hug Your Haters: How to Embrace Complaints and Keep Your Customers" by Jay Baer Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/hug-your-haters-jay-baer

4 Mars 201646min

059 Small Data by Martin Lindstrom

059 Small Data by Martin Lindstrom

"Small Data: The Tiny Clues That Uncover Huge Trends" by Martin Lindstrom and Chip Heath Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/small-data-martin-lindstrom

26 Feb 201635min

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