February 2020
Intermediate to advanced
256 pages
4h 4m
English
Nick Mehta, Chief Executive Officer, Gainsight
DEVELOPING THE EXPANSION MESSAGE
1 Acquisition Does Not Equal Expansion
2 Expansion Messaging—Mission Critical, but Missing in Action
3 Why Stay and the Psychology Behind Renewals
4 Cracking the Code on the Price Increase Conversation
5 Why Pay More—A Framework for Improving Your Price Increase Conversations
6 Messaging for the Upsell—The Why Evolve Conversation
7 The Winning Why Evolve Message Framework
8 “Sorry” Shouldn’t Be the Hardest Word— Apology Science and the Expansion Sale
9 The Winning Why Forgive Message Framework