The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
“No matter the industry, we see a widespread need for sales strategies and tools that will initiate, manage and continue customer conversations that lead to results.” -Erik Peterson, CEO of Corporate Visions
Reno, NV (PRWEB) March 09, 2020
In their new book, “The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers” (McGraw-Hill Education, February 11, 2020), leading experts in strategic customer engagement Erik Peterson and Tim Riesterer share the insights needed to seize a competitive edge in securing and retaining customers in today’s competitive marketplace. Using data-driven principles developed by their company, Corporate Visions, Peterson and Riesterer explain how the psychology and approach with existing customers differs from those of new customers, and how to adapt engagement strategies accordingly. When The Expansion Sale recently launched, it was an immediate bestseller, hitting #1 in three separate categories on Amazon.com.
“‘The Expansion Sale’ builds upon the proven research we provide our clients that we’ve shared in our two previous books, diving deeper into strategic customer engagement guides for acquisitions and renewals,” said Erik Peterson, CEO of Corporate Visions. “No matter the industry, we see a widespread need for sales strategies and tools that will initiate, manage and continue customer conversations that lead to results.”
“The Expansion Sale” explores the results of multiple worldwide studies by the top scientists studying human decision-making. Readers will discover concrete strategies for what the book calls the “acute commercial moments” to bring up the discussion of a renewal or a price increase, apologize for a service problem and, at some point, upsell new services to a customer.
Through proven customer scenarios and examples, readers will discover how to successfully master the conversation in every customer relationship. The authors focus on the four must-win “WHY” moments in every customer relationship:
1. WHY STAY: Getting your customers to renew with you
2. WHY PAY MORE: Getting your customers to accept a price increase
3. WHY EVOLVE: Getting your customers to upgrade or buy more from you
4. WHY FORGIVE: Getting your customers to accept your apology for a service problem
“According to our research, analysts estimate that existing customers represent 70% to 80% of company revenue and profits, yet most companies don’t differentiate their marketing plans to existing and new customers,” said Corporate Visions’ Chief Strategy and Research Officer Tim Riesterer. “It’s critical for companies to excel at both retaining and renewing to maintain relevancy. The rigorously tested and proven messaging frameworks shared in “The Expansion Sale” will change ongoing sales and marketing conversations, and ultimately lead to higher rates of retention.”
“The Expansion Sale” gives step-by-step directions for successful new customer onboarding and building great and lasting relationships, as well as how-to guides on encouraging customers to buy more, leading to greater profitability.
About the Authors
Erik Peterson
Erik Peterson, CEO at Corporate Visions, helps companies and salespeople win at the 3-foot level when they’re sitting across the table from their most important prospects. A recognized author and keynote speaker, Peterson has trained thousands of sales teams in some of the most prestigious companies around the world. He is co-author of two books, including “Conversations That Win the Complex Sale” and “The Three Value Conversations.”
Tim Riesterer
Corporate Visions’ Chief Strategy and Research Officer Tim Riesterer is dedicated to improving the messages marketing creates for the field and the conversations salespeople have with prospects and customers. A visionary thought leader, keynote speaker and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of three books, including “Customer Message Management,” “Conversations That Win the Complex Sale,” and “The Three Value Conversations.”
About Corporate Visions, Inc.
Corporate Visions is a leading marketing, sales and customer success company specializing in messaging, content and skills training. Global B2B companies come to Corporate Visions when they want to improve marketing, sales and customer success performance in the following areas:
- Creating Value — Increasing the pipeline by breaking the status quo, differentiating your solutions and creating more qualified opportunities
- Elevating Value — Closing more deals by building an effective business case that increases urgency and justifies executive decisions
- Capturing Value — Maximizing the profitability of each deal by protecting pricing premiums and avoiding unnecessary discounting
- Expanding Value — Keeping and growing revenue by improving customer retention rates, increasing prices and convincing customers to buy more
