The Expansion Sale
Tim outlines the five-step ‘why evolve’ model from his book ‘The Expansion Sale’ and the role of Customer Success as ‘Value Communicators.’
“Two roads diverged in a yellow wood, And sorry I could not travel both.” The choice that faces companies today is a similar one faced by Robert Frost in ‘The Road Not Taken.’ Do they take the road most traveled and chase new customers, or should they take the less-traveled route and expand in existing accounts? 80% of companies surveyed by my guest Tim Reisterer from Corporate Visions, spend 70% of their sales & marketing budget on demand gen, content & sales enablement. That leaves only 30% for retention and expansion activities. In a remote-only world, new customer acquisition is challenging, so organizations need to focus on how they can expand in existing accounts. Tim outlines the five-step ‘why evolve’ model from his book ‘The Expansion Sale’ and the role of Customer Success as ‘Value Communicators.’ He is also giving away a free copy of ‘The Expansion Sale’ to one of our listeners. Listen in to find out how to win.
About Tim Riesterer:
Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, 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.

More resources

Keeping Your Knowledge Compliant for Ever-Changing Systems and Regulations With Rosemary Kirk
Maintaining compliance in healthcare’s constantly changing systems and evolving regulations can be a lot for any organization. In this podcast, our own Rosemary Kirk discusses the challenges that come up for healthcare organizations as they navigate the world of staying inside the official parameters. She also goes into what’s needed to provide quality care and for the healthcare industry to run smoothly.

Trends, Tools, and Human-Centered AI at KMWorld with Stin Mattu
Following this year’s KMWorld, we took a dive into what everybody on the show floor was talking about and more with our own Stin Mattu. In this podcast episode, he breaks down the big topic on everyone’s mind at the event—artificial intelligence (AI). Now while AI can do so many things, Stin assures us there will likely always be a human in the loop and highlights how that comes to light with well-organized knowledge and a great search tool.

Frost & Sullivan’s 2023 Customer Contact West: Highlights and Trends for Contact Centers with Shelly Lindstrom
In its 19th annual Customer Contact West event for its Executive MindXchange, Frost & Sullivan seeks to have meaningful conversations about the contact center tools and insights for success. This year, Upland Software not only secured a speaker slot with a customer, it also had a booth where insightful conversations were had. To give us a peek into the event, Shelly Lindstrom sat down with our Connected Knowledge podcast.