Title: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
Publisher: McGraw-Hill Companies
Publication Date: 2020
Language: English
ISBN 10: 1260462757
ISBN 13: 9781260462753
Binding: Hardcover
Condition: Good
Dust Jacket Condition: No Jacket
Weight: 1.23 pounds

About this title

Synopsis

Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion

Industry analysts report that up 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.

About the Author

Erik Peterson is CEO of Corporate Visions, a $70 million customer conversation consulting and training company. He has delivered consulting engagements, keynotes, and messaging skills workshops to more than 10,000 marketing and sales executives in over 13 countries, and his teams have executed this work in 56 countries around the world.

Tim Riesterer, Chief Strategy Officer of Corporate Visions conducts original, exclusive research in the area of decision-making science and its use in B2B marketing, sales and customer success. He partners with leading academic researchers in the area of behavioral science, persuasion and negotiations to test and develop the concepts that are then proven with clients in real-world application.

"About this title" may belong to another edition of this title.

Store Description

ThriftBooks is a fully independent seller of used books, having sold more than 160 million used and new books since we started in 2003. Each quality used book is sorted, graded, shelved and shipped by hand by our team of dedicated employees in our seven warehouses across the US. We have the best selection of books, in the right condition and format, at everyday low prices. We also have a dedicated, US-based Customer Service team, ranked in the top three by Newsweek for Best Customer Service in 2018 and 2019, so you can shop with confidence. We support and invest in our employees, appreciate and value our customers, and truly believe in the power of the written word to educate, energize, and engage readers of all ages and interests.

Visit Seller's Storefront

Seller's business information

Thrift Books Global LLC
18300 Cascade Ave S, Seattle, WA, 98188, U.S.A.

Sale & Shipping Terms

Terms of Sale

We guarantee each book that we send you. If you have any problems, please contact
our dedicated customer service department. They will do everything possible to
ensure you are happy with your order.

Shipping Terms

All domestic Standard shipments are distributed from our warehouses by OSM, then handed off to the USPS for final delivery.

2-Day Shipping is delivered by FedEx, which does not deliver to PO boxes.

International shipments are tendered to the local postal service in the destination country for final delivery – We do not use courier services for international deliveries.

Shipping rates within U.S.A.

Shipping rates within U.S.A.
Order quantity	4 to 8 business days	4 to 8 business days
First item	US$ 0.00	US$ 0.00

Delivery times are set by sellers and vary by carrier and location. Orders passing through Customs may face delays and buyers are responsible for any associated duties or fees. Sellers may contact you regarding additional charges to cover any increased costs to ship your items.