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The Marketing Book Podcast: "The Expansion Sale" by Tim Riesterer

The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers by Erik Peterson and Tim Riesterer

tim riesterer expansion sale combo

 

About the Author

Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, has dedicated his career to improving the conversations companies have with prospects and customers.

He's previously co-written three books on the subject...

...all based on actual decision-making science research.

Tim is a highly sought-after researcher, author, speaker, and consultant in the area of creating and delivering winning customer conversations.

And, interesting fact: he has performed vocal quartets and community musical theater!

About the Book

Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion

Industry analysts report that up to 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. 

 

Listen to the Interview...

 

Links...

This episode is sponsored by LinkedIn Marketing Solutions. For a $100 advertising credit toward your first LinkedIn campaign,  CLICK HERE!


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Douglas Burdett
Douglas Burdett
The Principal and Founder of Artillery, Douglas Burdett is a former artillery officer and Madison Avenue ad man. He also hosts The Marketing Book Podcast, where he interviews authors every week about the latest in modern marketing and sales.

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