{"product_id":"the-expansion-sale-erik-peterson-9781260462753","title":"The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers","description":"\u003cp\u003e\u003cstrong\u003eProven customer engagement approaches for winning in the most important moments driving profitability and growth--customer retention and expansion\u003c\/strong\u003e \u003c\/p\u003e\u003cp\u003eIndustry analysts report that up 70-80% of business growth comes from existing customers. \u003c\/p\u003e\u003cp\u003eSo 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?\u003c\/p\u003e\u003cp\u003e\u003cem\u003eThe Expansion Sale\u003c\/em\u003e 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.\u003cbr\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Erik Peterson, Tim Riesterer\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1260462757\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781260462753\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e McGraw-Hill Companies\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 02\/11\/2020\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 256\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.00lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.20h x 6.30w x 0.90d","brand":"Erik Peterson","offers":[{"title":"Hardcover","offer_id":44227855810815,"sku":"9781260462753","price":32.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_9e96aa05-2c39-4c57-b362-580bd9ddaa71.jpg?v=1692810975","url":"https:\/\/www.whiterainbookhouse.com\/products\/the-expansion-sale-erik-peterson-9781260462753","provider":"WR Book House","version":"1.0","type":"link"}