The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers

Riesterer, Tim,Peterson, Erik

ISBN 10: 1260462757 / ISBN 13: 9781260462753

Published by McGraw Hill, 2020

About this Item

Good: A book that has been read but is in good condition. Very minimal damage to the cover including scuff marks, but no holes or tears. The dust jacket for hard covers may not be included. Binding has minimal wear. The majority of pages are undamaged with minimal creasing or tearing, minimal pencil underlining of text, highlighting of text, writing in margins. No missing pages.

Seller Inventory # mon0000003242

Bibliographic Details

• Title: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
• Publisher: McGraw Hill
• Publication Date: 2020
• Language: English
• ISBN 10: 1260462757
• ISBN 13: 9781260462753
• Binding: hardcover
• Condition: Good
• Dust Jacket Condition: Dust Jacket Included

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.