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The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
book

The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers

by Erik Peterson, Tim Riesterer
February 2020
Intermediate to advanced content levelIntermediate to advanced
256 pages
4h 4m
English
McGraw-Hill
Content preview from The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers

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Parting Thoughts

Over the course of this book, you’ve learned the frameworks, situational fluency, and tactical skills your organization needs to message effectively to existing customers in the four acute commercial moments—renewals, price increases, upsells, and apologies.

And yet underneath it all, there’s a broader story to tell. It’s the story of the difference between assertions made from “best-practices” capture and assertions made through applying scientific rigor to your understanding how your customers frame value and make choices. ...

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Publisher Resources

ISBN: 9781260462760