what is expand selling and why is it important?
TRANSCRIPT
What is Expand Selling and Why Is It Important?
What Is the Charter of Services?
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Deliver On Deal Commitments
Be the Trusted Advisor
Satisfy Customers
For the Last 50 Years…
Contribute Margins
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“Great Asset, Wrong Mission.”
Complexity Avalanche2009
What Is the Charter of Services?
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Deliver On Deal Commitments
Be the Trusted Advisor
Contribute Margins
Satisfy Customers
NEW!
Grow Customers!
For the Next 50 Years
Is going to take the lead on innovations and best practices on
how to Grow your Customers.
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TSIA LAER Framework [ley-er]
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Effectiveness
Efficiency
Data Quality
Stickiness
Quantity
Who
Data-driven & CGT-driven
Lead Gen
DescriptiveAnalytics
PredictiveAnalytics
OutcomeAnalytics
Consumption Analytics Platform
Land New Customer
X-SellSellers
RenewalSellers
UpsellSellers
Large UpsellSellers
Cost-EffectiveSelling
Channels
Land Adopt Expand Renew
Customer Success Team
Customer Service Teams
Supplier Success
Customer Outcomes
What Adoption Leads to…
OutcomeEngineering
CustomerGrowth Teams
Announcing…
TSIA Expand Selling (ExS) Discipline
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Effectiveness
Efficiency
Data Quality
Stickiness
Quantity
Who
Data-driven & CGT-driven
Lead Gen
DescriptiveAnalytics
PredictiveAnalytics
OutcomeAnalytics
Consumption Analytics Platform
Land New Customer
X-SellSellers
RenewalSellers
UpsellSellers
Large UpsellSellers
Cost-EffectiveSelling
Channels
Land Adopt Expand Renew
Customer Success Team
Customer Service Teams
Supplier Success
Customer Outcomes
What Adoption Leads to…
OutcomeEngineering
CustomerGrowth Teams
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“Helping Will Sell, Selling Won’t Help.”
Complexity Avalanche2009
Is going to take the lead on innovations and best practices on
how to Grow your Customers.
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Scope of Expand Selling (ExS)
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Land Adopt Expand Renew
Key questions TSIA ExS will help members discover:
What motions accelerate customer outcomes, spending and by how much?
Which service touch points can effectively generate revenue in context?
TSIA INTRODUCES
EXPAND SELLING
www.tsia.com/exs
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