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)

050 The Business of Podcasting by Donna Papacosta

050 The Business of Podcasting by Donna Papacosta

"The Business of Podcasting: How to Take Your Podcasting Passion from the Personal to the Professional" by Steve Lubetkin and Donna Papacosta Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/the-business-of-podcasting-donna-papacosta

25 Dec 201522min

049 The Challenger Customer by Pat Spenner

049 The Challenger Customer by Pat Spenner

"The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results" by  Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/the-challenger-customer-patrick-spenner

18 Dec 201531min

048 Maximize Your Social by Neal Schaffer

048 Maximize Your Social by Neal Schaffer

Maximize Your Social: A One-Stop Guide to Building a Social Media Strategy for Marketing and Business Success by Neal Schaffer https://www.salesartillery.com/marketing-book-podcast/maximize-your-social-neal-schaeffer Recorded 11/3/2015

11 Dec 201549min

047 Manipurated by Daniel Lemin

047 Manipurated by Daniel Lemin

Manipurated: How Business Owners Can Fight Fraudulent Online Ratings and Reviews by Daniel Lemin https://www.salesartillery.com/marketing-book-podcast/manipurated-daniel-lemin Recorded 10/27/2015

4 Dec 201532min

046 Social Wealth by Jason Treu

046 Social Wealth by Jason Treu

"Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network" by Jason Treu https://www.salesartillery.com/marketing-book-podcast/social-wealth-jason-treu

27 Nov 201533min

045 Making Rain with Events by Scott Ingram

045 Making Rain with Events by Scott Ingram

"Making Rain with Events: Engage Your Tribe, Create Raving Fans and Deliver Bottom Line Results with Event Marketing" by Scott Ingram https://www.salesartillery.com/marketing-book-podcast/making-rain-with-events-scott-ingram

20 Nov 201533min

044 Likeable Social Media by Dave Kerpen

044 Likeable Social Media by Dave Kerpen

Likeable Social Media, Revised and Expanded: How to Delight Your Customers, Create an Irresistible Brand, and Be Amazing on Facebook, Twitter, LinkedIn, Instagram, Pinterest, and More by Dave Kerpen https://www.salesartillery.com/marketing-book-podcast/likeable-social-media-dave-kerpen Recorded 10/15/2015

13 Nov 201533min

043 YouthNation by Matt Britton

043 YouthNation by Matt Britton

"YouthNation: Building Remarkable Brands in a Youth-Driven Culture" by Matt Britton https://www.salesartillery.com/marketing-book-podcast/youthnation-matt-britton

6 Nov 201526min

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