Account Expansion: Unlock Revenue You Already Earned

Why expand existing accounts when you can chase new logos forever? 😵‍💫

On this episode, John and Mark break down the concept of 'account expansion' — growing revenue from existing client accounts:

• The difference between upsell and cross-sell
• 3 common mistakes firms make in account expansion
• Identifying key decision-makers and organizational triggers
• The importance of curiosity in building trust in relationships
• How to frame your services in the context of what the client values

CHAPTERS:
00:00 Introduction
02:37 Benefits of Upsell and Cross-Sell
05:30 Cross-Sell vs Upsell: What's the Difference?
10:39 Common Mistakes in Upsell and Cross-Sell
20:10 Effective Strategies for Upsell and Cross-Sell
26:39 Building Client Relationships
30:52 Embedding Yourself in Client Organizations
36:35 The Role of Trust in Client Success
38:54 Conclusion and Final Thoughts

#businessdevelopment #salesdevelopment #sales #professionalservices #marketing #podcast

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