Customer Success has exploded as a new and exciting discipline over the past several years, and the wave of attention continues to grow.Analysts estimate that existing customers represent 70-80% of company revenue and profits.
Yet, very little purposeful effort has been aimed at customer expansion as a growth engine. Most companies simply don’t see the need to differentiate their sales and marketing messaging for key customer expansion opportunities, like:
- Renewing your customers
- Communicating price increases
- Convincing your customers to expand
- Regaining trust after a service failure
Backed by an unprecedented depth of research to decipher what motivates your existing customers to buy, this book reveals rigorously tested and proven messaging frameworks that will fundamentally change how your organization approaches sales and marketing conversations.