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

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042 Spin Sucks by Gini Dietrich

042 Spin Sucks by Gini Dietrich

Spin Sucks: Communication and Reputation Management in the Digital Age by Gini Dietrich https://www.salesartillery.com/marketing-book-podcast/spin-sucks-gini-dietrich Recorded 9/15/2015

30 Okt 201528min

041 The Invisible Sale by Tom Martin

041 The Invisible Sale by Tom Martin

"The Invisible Sale: How To Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads" by Tom Martin https://www.salesartillery.com/marketing-book-podcast/the-invisible-sale-tom-martin

23 Okt 201535min

040 The Content Revolution by Mark Masters

040 The Content Revolution by Mark Masters

"The Content Revolution: Telling a Better Story to Differentiate from the Competition" by Mark Masters https://www.salesartillery.com/marketing-book-podcast/the-content-revolution-mark-masters

16 Okt 201528min

039 Shareology by Bryan Kramer

039 Shareology by Bryan Kramer

Shareology: How Sharing is Powering the Human Economy by Bryan Kramer https://www.salesartillery.com/marketing-book-podcast/shareology-bryan-kramer Recorded 8/12/2015

9 Okt 201532min

038 Speaking Up without Freaking Out by Matt Abrahams

038 Speaking Up without Freaking Out by Matt Abrahams

"Speaking Up without Freaking Out: 50 Techniques for Confident, Calm, and Competent Presenting" by Matt Abrahams https://www.salesartillery.com/marketing-book-podcast/speaking-up-without-freaking-out-matt-abrahams

2 Okt 201529min

037 Optimize by Lee Odden

037 Optimize by Lee Odden

"Optimize: How to Attract and Engage More Customers by Integrating SEO, Social Media, and Content Marketing" by Lee Odden https://www.salesartillery.com/marketing-book-podcast/optimize-lee-odden

25 Sep 201527min

036 The Passion Conversation by Geno Church

036 The Passion Conversation by Geno Church

The Passion Conversation: Understanding, Sparking, and Sustaining Word of Mouth Marketing by Robbin Phillips, Greg Cordell, Geno Church, and John Moore https://www.salesartillery.com/marketing-book-podcast/the-passion-conversation-robbin-phillips-greg-cordell-geno-church-john-moore Recorded 6/30/2015

18 Sep 201537min

035 Content Inc. by Joe Pulizzi

035 Content Inc. by Joe Pulizzi

Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create Radically Successful Businesses by Joe Pulizzi https://www.salesartillery.com/marketing-book-podcast/content-inc-joe-pulizzi Recorded 8/26/2015

11 Sep 201544min

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