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The expansion sale : four must-win conversations to keep and grow your customers /
"Proven customer engagement approaches for winning in the most important moments driving profitability and growth-customer retention and expansion Industry analysts report that up 70- 80% of business growth comes from existing customers. So why are you still investing mainly in attracting new c...
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill Education,
[2020]
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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|---|---|---|---|
| 001 | OR_on1121422417 | ||
| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr ||||||||||| | ||
| 008 | 190919s2020 nyu ob 001 0 eng | ||
| 010 | |a 2019041968 | ||
| 040 | |a DLC |b eng |e rda |c DLC |d OCLCF |d OCLCO |d OCLCQ |d YDX |d DST |d OCLCO |d OCLCQ | ||
| 020 | |a 9781260462760 |q (ebook) | ||
| 020 | |a 1260462765 | ||
| 020 | |z 9781260462753 |q (hardback) | ||
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| 050 | 0 | 0 | |a HF5415.527 |
| 082 | 0 | 0 | |a 658.8/12 |2 23 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Peterson, Erik |c (Economist), |e author. | |
| 245 | 1 | 4 | |a The expansion sale : |b four must-win conversations to keep and grow your customers / |c Erik Peterson & Tim Riesterer in collaboration with Professor Nick Lee with Rob Perrilleon, Joe Collins, Doug Hutton, and Leslie Talbot. |
| 263 | |a 2001 | ||
| 264 | 1 | |a New York : |b McGraw-Hill Education, |c [2020] | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b n |2 rdamedia | ||
| 338 | |a online resource |b nc |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 520 | |a "Proven customer engagement approaches for winning in the most important moments driving profitability and growth-customer retention and expansion Industry analysts report that up 70- 80% of business growth comes from existing customers. So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits all approach to acquisition as you do for expansions? The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures"-- |c Provided by publisher. | ||
| 588 | |a Description based on print version record and CIP data provided by publisher; resource not viewed. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Customer equity. | |
| 650 | 0 | |a Customer loyalty. | |
| 650 | 6 | |a Valeur du client. | |
| 650 | 6 | |a Consommateurs |x Fidélité. | |
| 650 | 7 | |a Customer equity. |2 fast |0 (OCoLC)fst01202007 | |
| 650 | 7 | |a Customer loyalty. |2 fast |0 (OCoLC)fst00885531 | |
| 700 | 1 | |a Riesterer, Tim, |e author. | |
| 776 | 0 | 8 | |i Print version: |a Peterson, Erik (Economist). |t The expansion sale |d New York : McGraw-Hill Education, [2020] |z 9781260462753 |w (DLC) 2019041967 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9781260462760/?ar |z Texto completo (Requiere registro previo con correo institucional) |
| 938 | |a YBP Library Services |b YANK |n 16842875 | ||
| 994 | |a 92 |b IZTAP | ||