The Expansion Sale
Four Must-Win Conversations to Keep and Grow Your Customers
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Recommendation
Salespeople often pattern their techniques on the best practices of experts in the field. Erik Peterson and Tim Riesterer, who base their recommendations on behavioral research, suggest that instead, salespeople should rely on “scientific rigor,” by applying the lessons their firm learned from studying thousands of salespeople’s techniques and their ensuing success. They focus on the practical application of the cause-and-effect results of their studies and tell you how to put their data to work.
Take-Aways
About the Authors
Erik Peterson is the CEO of Corporate Visions, where Tim Riesterer is chief strategy officer. Collaborators include Rob Perrilleon, senior vice president in charge of delivery services; Doug Hutton, VP in charge of training; and Leslie Talbot, VP of customer and commercial excellence activities. Joe Collins is a consultant, and Nick Lee, PhD, is a professor of marketing at the Warwick Business School.
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