Normal view MARC view ISBD view

The expansion sale : Four must-win conversations to keep and grow your customers / Erik Peterson, Tim Riesterer

By: Peterson, Erik [author.]Contributor(s): Riesterer, Tim [author.]Material type: Text

TextPublication details: New York, New York : McGraw-Hill Education., c2020Description: xix, 231 pages ; Illustration, 24 cmISBN: 978-1-260-46275-3Subject(s): | LOC classification: HD 5415.527 P48 2020

Contents:

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 -- . 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 -- .

Summary: "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"

Tags from this library: No tags from this library for this title. Log in to add tags.

Average rating: 0.0 (0 votes)

Holdings ( 1 )
Title notes ( 3 )
Comments ( 0 )

Holdings
Item type	Current library	Home library	Collection	Shelving location	Call number	Status	Date due	Barcode
Books	NU Fairview SHS LRC	NU Fairview SHS LRC	Senior High School	General Circulation	GC HD 5415.527 P48 2020 SHS (Browse shelf(Opens below))	Available		NUFVSHS0000581

Browsing NU Fairview SHS LRC shelves, Shelving location: General Circulation, Collection: Senior High School Close shelf browser (Hides shelf browser)

Previous								Next
Previous	GC HD 62.7 C37 2024 Self made : build a big life from a small business /	GC HD 62.7 T97 2024 SHS Small business for dummies : a Willey brand /	GC HD 5064.3 H83 2019 SHS Sun Tzu's art of war for women : strategies for winning without conflict - revised with a new introduction /	GC HD 5415.527 P48 2020 SHS The expansion sale : Four must-win conversations to keep and grow your customers /	GC HD 62 T97 2024 SHS Small business for dummies : a Willey brand /	GC HD 69 D56 2022 SHS Microsoft for dummies /	GC HD 69 F54 2022 SHS How to manage projects /	Next

Includes notes.

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 -- .
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 -- .

"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"

There are no comments on this title.

to post a comment.