309 The Expansion Sale by Tim Riesterer
The Marketing Book Podcast
Douglas Burdett
4.9 • 868 Ratings
🗓️ 11 December 2020
⏱️ 60 minutes
🧾️ Download transcript
Summary
The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers by Erik Peterson and Tim Riesterer
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.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/expansion-sale-tim-riesterer
Transcript
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| 0:00.0 | This is Tim Reister, co-author of the Expansion Sale, Four Must Win Conversations to Keep and Grow |
| 0:06.8 | Your Customers, and you are listening to the Marketing Book Podcast. |
| 0:11.0 | Welcome to the Marketing Book Podcast, helping you keep up with the smartest thinking in the quickly |
| 0:18.6 | changing field of modern marketing. |
| 0:21.3 | And now here's your host, Douglas Burdett. |
| 0:25.0 | Hello, thanks for joining me on the Marketing Book Podcast, |
| 0:28.0 | or each week I published an interview with the author of a new marketing or sales book, and which was named by Forbes is one of 11 |
| 0:35.4 | smart podcasts that will keep you in the know and named by LinkedIn as one of |
| 0:40.0 | 10 podcasts that will make you a better marketer. |
| 0:43.8 | Don't worry about taking notes so you can find links |
| 0:45.8 | to everything linkable in this episode's website page |
| 0:48.5 | at marketingbook podcast.com. |
| 0:51.2 | And since you're a listener to the marketing book podcast and I read every book featured on the show |
| 0:56.4 | if I can recommend a specific marketing or sales book or any other resource I know of for |
| 1:02.0 | whatever situation you're in. |
| 1:03.5 | Send me a connection invite on LinkedIn where we can chat and I'll do my best to get you pointed in the right direction. |
| 1:09.0 | Speaking of LinkedIn, this episode is sponsored by LinkedIn marketing solutions. |
| 1:14.6 | Every marketing campaign starts with one simple question. |
| 1:18.2 | How do I ensure the people I want to target will be in the mindset to receive my message. And the answer is |
| 1:26.0 | LinkedIn where business gets done. To get a $100 advertising credit toward your |
| 1:31.9 | first LinkedIn campaign |
| 1:33.4 | visit LinkedIn.com slash marketing book, LinkedIn dot com |
... |
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