PRAISE FOR THE EXPANSION SALE

Tim and Erik and their company, Corporate Visions, have devoted the last several years to conducting some of the most rigorous studies ever done on B2B selling, and they’ve uncovered some compelling insights into precisely what’s different about the selling motion for an existing customer versus an acquisition prospect. In this book, they turn those insights into tactics that every company should build into their customer engagement and expansion plans.

—NICK MEHTA, CEO of Gainsight and author of Customer Success

When looking to accelerate growth, companies tend to focus on net new acquisitions, ignoring the unmined gold they already have in their current customer base. This book provides sales, marketing, and customer service leaders a tested, proven, and practical approach for tapping into this deep vein of potential revenue.

—TIFFANI BOVA, Customer Growth and Innovation Evangelist at Salesforce and bestselling author of Growth IQ

This book is critical for anyone in a B2B organization who interacts with existing customers. The research shows there is a distinct difference in the way marketing and sales must communicate with existing customers in critical buying conversations.

—DR. NICK LEE, Professor of Marketing, Warwick Business School, and Corporate Visions Research Partner

The Expansion Sale by Corporate Visions will be a must-read for strategic and key account managers. Expanding the business relationship is their most significant role . . . across all client levels and departments! These four conversations are a fundamental part of an account manager’s everyday responsibilities.

—DENISE FREIER, President and CEO, Strategic Account Management Association (SAMA)

This groundbreaking book details original research around how to optimize existing customer messaging in a variety of familiar situations that have received surprisingly little attention in the past. Importantly, the book translates these studies into practical guidance for executives seeking to drive more growth from existing customers.

—NICK DE CENT, Editor in Chief, The International Journal of Sales Transformation