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)

026 Marketing Above the Noise by Linda Popky

026 Marketing Above the Noise by Linda Popky

"Marketing Above the Noise: Achieve Strategic Advantage with Marketing that Matters" by Linda Popky https://www.salesartillery.com/marketing-book-podcast/marketing-above-the-noise-linda-popky

10 Juli 201531min

025 Seducing Strangers by Josh Weltman

025 Seducing Strangers by Josh Weltman

"Seducing Strangers: How to Get People to Buy What You're Selling (The Little Black Book of Advertising Secrets)" by Josh Weltman https://www.salesartillery.com/marketing-book-podcast/seducing-strangers-josh-weltman

3 Juli 201531min

024 The Zen of Social Media Marketing by Shama Hyder

024 The Zen of Social Media Marketing by Shama Hyder

"The Zen of Social Media Marketing: An Easier Way to Build Credibility, Generate Buzz, and Increase Revenue" by Shama Hyder https://www.salesartillery.com/marketing-book-podcast/the-zen-of-social-media-marketing-shama-hyder

26 Juni 201526min

023 The Marketer's Guide to SlideShare by Todd Wheatland

023 The Marketer's Guide to SlideShare by Todd Wheatland

"The Marketer's Guide to SlideShare: How to Build Your Brand, Generate Leads & Create Opportunities" by Todd Wheatland https://www.salesartillery.com/marketing-book-podcast/the-marketers-guide-to-slideshare-todd-wheatland

19 Juni 201530min

022 How to Be a Power Connector by Judy Robinett

022 How to Be a Power Connector by Judy Robinett

"How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits" by Judy Robinett https://www.salesartillery.com/marketing-book-podcast/how-to-be-a-power-connector-judy-robinett

12 Juni 201523min

021 The Automatic Customer by John Warrillow

021 The Automatic Customer by John Warrillow

The Automatic Customer: Creating a Subscription Business in Any Industry by John Warrillow https://www.salesartillery.com/marketing-book-podcast/the-automatic-customer-john-warrillow

5 Juni 201525min

020 The Marketing Performance Blueprint by Paul Roetzer

020 The Marketing Performance Blueprint by Paul Roetzer

The Marketing Performance Blueprint: Strategies and Technologies to Build and Measure Business Success by Paul Roetzer https://www.salesartillery.com/marketing-book-podcast/the-marketing-performance-blueprint-paul-roetzer

29 Maj 201528min

019 Audience by Jeffrey K. Rohrs

019 Audience by Jeffrey K. Rohrs

Audience: Marketing in the Age of Subscribers, Fans and Followers by Jeffrey K. Rohrs https://www.salesartillery.com/marketing-book-podcast/audience-jeffrey-rohrs

22 Maj 201538min

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