Erik Peterson Knihy

Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention and expansion Industry analysts report that up 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.

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Win more deals with the perfect sales story! "Power Messaging is foundational in our global marketing campaigns and sales training programs. The concepts are core to engaging in customer conversations focused on their outcomes." --Karen Quintos, CMO, Dell Inc. "The concepts outlined are critical skills for building a world-class presales organization." --Ken Hamel, SAP. "Our new messaging, using these approaches, is widely accepted by our sales team, leading to unprecedented enthusiasm at our year-end sales meeting." --Jerry D. Cline, AmerisourceBergen. "The best salespeople create a succinct story that makes change easy for their customers, driving incremental sales productivity and customer success!" --Ken Powell, ADP. "The Power Messaging techniques are the foundation of our marketing team's sales messages and how our field teams deliver them compellingly. Our results reflect the power of this tool." --Aron Ain, Kronos. In today's competitive sales landscape, differentiating your brand is crucial. The key lies in customer engagement. Instead of promoting your corporate story, focus on telling customers their story, where they are the heroes. Erik Peterson and Tim Riesterer have refined their Power Messaging sales technique over 20 years and share their insights in this book. Learn to differentiate yourself, create compelling messages, spike customer attention, and prove your claims without boring facts. Your competito