The expansion sale : (Record no. 5427)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02757nam a22002537a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | NU |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20241211111945.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 241211b ph ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 978-1-260-46275-3 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | NU FAIRVIEW |
| Transcribing agency | NU FAIRVIEW |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HD 5415.527 P48 2020 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Peterson, Erik. |
| Relator term | author. |
| 245 ## - TITLE STATEMENT | |
| Title | The expansion sale : |
| Remainder of title | Four must-win conversations to keep and grow your customers / |
| Statement of responsibility, etc. | Erik Peterson, Tim Riesterer |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York, New York : |
| Name of publisher, distributor, etc. | McGraw-Hill Education., |
| Date of publication, distribution, etc. | c2020. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xix, 231 pages ; |
| Other physical details | Illustration, |
| Dimensions | 24 cm. |
| 365 ## - TRADE PRICE | |
| Price amount | 2624.00 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes notes. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | PART I : DEVELOPING THE EXPANSION MESSAGE -- 1: Acquisition Does Not Equal Expansion -- 2: Expansion Messaging, Mission Critical, but Missing in Action -- 3: Why Stay and the Psychology Behind Renewals -- 4: Cracking the Code on the Price Increase Conversation -- 5: Why Pay More A Framework for Improving Your Price Increase Conversations -- 6: Messaging for the Upsell The Why Evolve Conversation -- 7: The Winning Why Evolve Message Framework -- 8: “Sorry” Shouldn’t Be the Hardest Word Apology Science and the Expansion Sale -- 9: The Winning Why Forgive Message Framework -- .<br/>PART II : DELIVERING THE EXPANSION MESSAGE -- 10: The Right Message at the Right Time Mastering Situational Fluency -- 11: Delivering the Message Essential Skills for the Expansion Seller -- 12: Navigating the Conversation Advanced Skills for the Expansion Seller -- 13: Expansion Messaging as a Commercial Strategy -- 14: Parting Thoughts -- . |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | "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" |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Source of heading or term | CUSTOMER EQUITY. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Source of heading or term | CUSTOMER LOYALTY. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Riesterer, Tim. |
| Relator term | author. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | |
| Koha item type | Books |
| Suppress in OPAC | No |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Senior High School | NU Fairview SHS LRC | NU Fairview SHS LRC | General Circulation | 09/21/2024 | Purchased | 2624.00 | GC HD 5415.527 P48 2020 SHS | NUFVSHS0000581 | 12/11/2024 | 12/11/2024 | Books |
