313 Tim Riesterer When selling 'defeat' the status quo, when renewing 'defend' it

I heard about this book, The Expansion Sale: Four Must Win Conversations to Keep and Grow Your Customers, from Nick Mehta the CEO of Gainsight. Nick had tweeted about it when it came out in early 2020. It piqued my interested and when I read the description, I knew I had to read it.

And there it sat. On my wish list for 18 months before I read it. When I finished, I knew that Helping Sells Radio nation needed to learn more about this book.

On this episode, I talked to Tim Riesterer, chief strategy officer at Corporate Visions and co-author of The Expansion Sale. We all live in a world in which 70-80% of our revenue comes from existing customers. We should learn to spend more time and energy retaining and growing this revenue and The Expansion Sale is the way to learn that skill.

More about Tim:

* His company, Corporate Visions: https://corporatevisions.com

* The book: https://www.amazon.com/Expansion-Sale-Must-Win-Conversations-Customers-ebook/dp/B083FBFQ6M/ref=sr_1_1?keywords=the+expansion+sale&qid=1637363620&sr=8-1

* On Linkedin: https://www.linkedin.com/in/tim-riesterer/

More about ServiceRocket:

* Visit ServiceRocket.com: https://www.servicerocket.com/

* On Linkedin: https://www.linkedin.com/company/servicerocket/

* On Twitter: https://twitter.com/servicerocket

* On Facebook: https://www.facebook.com/ServiceRocket/

* On Instagram: https://www.instagram.com/servicerocket/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit helpingsells.substack.com