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The Expansion Sale: Four MustWin Conversations to Keep and Grow Your Customers,New
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Proven customer engagement approaches for winning in the most important moments driving profitability and growthcustomer retention and expansionIndustry analysts report that up 7080% 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 onesizefitsall approach to acquisition as you do for expansions?The Expansion Sale provides everything you need to seize the competitive edge in the customersuccess 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, easytoapply messaging frameworks for creating and delivering winning conversations in the four mustwin commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: What is the main focus of 'The Expansion Sale'? A: 'The Expansion Sale' focuses on effective customer engagement strategies aimed at retaining and expanding relationships with existing customers, highlighting four critical conversations that drive profitability.
- Q: Who are the authors of 'The Expansion Sale'? A: The book is authored by Erik Peterson and Tim Riesterer, both of whom are experts in customer engagement and sales strategies.
- Q: What are the four must-win conversations discussed in the book? A: The four must-win conversations include ensuring renewals, communicating price increases, increasing upsells, and effectively apologizing for service failures.
- Q: How does this book help with customer retention? A: 'The Expansion Sale' provides proven approaches and messaging frameworks tailored to existing customers, helping businesses improve their retention strategies and reduce reliance on new customer acquisition.
- Q: Is 'The Expansion Sale' suitable for all types of businesses? A: Yes, the strategies outlined in 'The Expansion Sale' can be applied across various industries, particularly those focused on customer success and relationship management.
- Q: What is the publication date of 'The Expansion Sale'? A: 'The Expansion Sale' was published on February 11, 2020.
- Q: What is the format of 'The Expansion Sale'? A: This book is available in hardcover format, making it durable for repeated use.
- Q: How many pages does 'The Expansion Sale' have? A: 'The Expansion Sale' has a total of 256 pages, providing in-depth insights into customer engagement.
- Q: What is the item condition of 'The Expansion Sale'? A: The item condition of 'The Expansion Sale' is new, ensuring that readers receive an undamaged and fresh copy.
- Q: Does the book provide practical examples or case studies? A: Yes, 'The Expansion Sale' includes practical examples and frameworks to help readers apply the concepts discussed in real-world scenarios.