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

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

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.

SKU	Nicht verfügbar
ISBN 13	9781260462753
ISBN 10	1260462757
Titel	The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
Autor	Erik Peterson
Buchzustand	Nicht verfügbar
Bindungsart	Hardback
Verlag	McGraw-Hill Education
Erscheinungsjahr	2020-03-19
Seitenanzahl	256
Hinweis auf dem Einband	Die Abbildung des Buches dient nur Illustrationszwecken, die tatsächliche Bindung, das Cover und die Auflage können sich davon unterscheiden.
Hinweis	Nicht verfügbar