The Expansion Sale: Four Must-Win Conversations to Keep and Grow EXISTING Customers
IES - Institute for Excellence in Sales presents:
"The Expansion Sale: Four Must-Win Conversations to Keep and Grow EXISTING Customers"
Key Thing You Need to Know about This Program: Recent research and a new book are disrupting the status quo around Customer Expansion conversations. And, it all has to do with the psychology of acquiring new prospects vs. expanding existing customers. Turns out you can’t use the same approach to retaining and growing customers as you used to acquire them in the first place. It will backfire and result in lower renewals and fewer upsells.
Given that existing accounts are responsible for 70-80% of your company’s revenue and growth, it’s important to know the difference and execute your marketing and sales approaches with tested and proven approaches.
Complexity Level: Medium
Immediate Implementation Opportunity: High. Leave with practical messaging frameworks for each of the four must-win commercial moments for keeping and growing existing customers. Also, it will be your chance to be the first to get your hands on a copy of the brand new book on the same topic. And, hear and meet the co-author, Tim Riesterer!
About the Program
In February, McGraw Hill will be releasing what it believes to be this new year’s hottest Marketing, Sales and Customer Success performance book: “The Expansion Sale: Four Must-Win Conversations to Keep and Grow YOUR Customers.”
And, the Institute for Excellence in Sales is thrilled to be hosting the East Coast book launch with one of our most popular speakers and co-author of the book, Tim Riesterer.
You won’t want to miss this educational event, topped off with an opportunity to get a free book!
You’ll get to hear about the research and practical frameworks for the four must-win conversations that keep and grow existing customers.
You will learn how to apply the following:
• Retention – Learn what you must say and do to keep customers. There is a proven approach to telling the “why stay” story.
• Price Increases – Discover the best way pass along a price increase. There is science to delivering the “why pay more” story.
• Apologies – Get a tested, proven approach for responding to service problems. There is a better way to tell a “why forgive” story.
• Expansion – Find out what it takes to get your customers expand with you. There is a specific approach to telling the “why evolve and buy more” story.
About Tim Riesterer
Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers.
He’s a sought after researcher, speaker and consultant in marketing, sales and customer success. He’s written four books —“Customer Message Management,” “Conversations that Win the Complex Sale,” “The Three Value Conversations” and most recently “The Expansion Sale.
All of which are based on actual decision-making science research. Tim and his company, Corporate Visions, works with some of the best brands in the world to help them acquire more customers and expand their business.
Doors open at 7:15am for breakfast and networking. Note the location for this program: Marriott Fairview Park
7:15am-8:05: Continental Breakfast and Networking
8:15am-10:00am: Tim hits the stage
10:00am-10:15am: Raffle and Photos with Tim
Speed Networking will take place from 7:30am-8am for no additional charge.
Join Tim and over 125+ sales leaders as he shares with you and your team smart, effective and powerful strategies to find new customers using storytelling and other progressive prospecting techniques.