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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018 The Membership Economy by Robbie Kellman Baxter

018 The Membership Economy by Robbie Kellman Baxter

The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue by Robbie Kellman Baxter https://www.salesartillery.com/marketing-book-podcast/the-membership-economy-robbie-kellman-baxter

15 Maj 201525min

017 The Content Code by Mark Schaefer

017 The Content Code by Mark Schaefer

The Content Code: Six Essential Strategies To Ignite Your Content, Your Marketing, and Your Business by Mark Schaefer https://www.salesartillery.com/marketing-book-podcast/content-code-mark-schaefer

8 Maj 201533min

016 Hooked by Nir Eyal

016 Hooked by Nir Eyal

Hooked: How to Build Habit-Forming Products by Nir Eyal https://www.salesartillery.com/marketing-book-podcast/hooked-nir-eyal

1 Maj 201526min

015 Stand Out by Dorie Clark

015 Stand Out by Dorie Clark

Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It by Dorie Clark https://www.salesartillery.com/marketing-book-podcast/stand-out-dorie-clark

24 Apr 201524min

014 The Professional Marketer by Tim Matthews

014 The Professional Marketer by Tim Matthews

The Professional Marketer: Everything You Need To Know But Were Never Taught by Tim Matthews https://www.salesartillery.com/marketing-book-podcast/the-professional-marketer-tim-matthews

17 Apr 201527min

013 Digital Relevance by Ardath Albee

013 Digital Relevance by Ardath Albee

Digital Relevance: Developing Marketing Content and Strategies that Drive Results by Ardith Albee https://www.salesartillery.com/marketing-book-podcast/digital-relevance-ardath-albee

10 Apr 201530min

012 Experiences: The 7th Era of Marketing by Robert Rose & Carla Johnson

012 Experiences: The 7th Era of Marketing by Robert Rose & Carla Johnson

Experiences: The 7th Era of Marketing by Robert Rose and Carla Johnson https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-experiences-7th-era-marketing-robert-rose

3 Apr 201529min

011 The Mobile Commerce Revolution by Tom Webster

011 The Mobile Commerce Revolution by Tom Webster

The Mobile Commerce Revolution: Business Success in a Wireless World by Tom Webster & Tim Hayden https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-mobile-commerce-revolution-tom-webster

27 Mars 201524min

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