The Expansion Sale
Four Must-Win Conversations to Keep and Grow Your Customers
No se pudo agregar al carrito
Add to Cart failed.
Error al Agregar a Lista de Deseos.
Error al eliminar de la lista de deseos.
Error al añadir a tu biblioteca
Error al seguir el podcast
Error al dejar de seguir el podcast
Obtén 3 meses por US$0.99 al mes
Exclusivo para miembros Prime: ¿Nuevo en Audible? Obtén 2 audiolibros gratis con tu prueba.
The Expansion Sale
Compra ahora por $13.99
-
Narrado por:
-
Susan Marlowe
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 percent 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.
©2020 Corporate Visions, Inc. (P)2020 McGraw Hill-Ascent Audio