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

Peterson, Erik; Riesterer, Tim

 
9781260462753: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
Couverture rigide
ISBN 10 : 1260462757 ISBN 13 : 9781260462753
Editeur : McGraw-Hill Education, 2020

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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
McGraw-Hill Education
Date d'édition
2020
Langue
anglais
ISBN 10 
1260462757
ISBN 13 
9781260462753
Reliure
Relié
Nombre de pages
256
Coordonnées du fabricant
non disponible
Personne responsable
non disponible