Account-Based Expansions
Expansion revenue costs one-quarter as expensive as net new revenue.
Price Intelligently has shown that on average new revenue costs $1.13 vs. $.27 for customer expansion. And, according to the Sales Funnel Strategist, 91% of customers are interested in repurchasing from brands that remember them. The challenge with customer expansion is the alignment of playbooks and processes across your sales, account management, and customer success teams.
Schedule a Meeting
Account-Based Expansion
Diagnostic
Gauge your readiness for account-based expansion with our diagnostic checklist covering your most important indicators for success:
- Expansion Value Props and Buyers
- Expansion Discovery
- Expansion Roles & Process
- Continuous Learning
Our Services
How We Can Help
Core Processes and Skills Developed
- Developing key expansion values props, discovery frameworks and personalized storytelling
- Link ICP buyers and buying committed to expansion value props
- Creatinga shared sales to success knowledge based on expansion activities
- Using expansion discovery to surface expansion opportunities
- Building expansion opportunity velocity with social proof and expansion hooks
- Creating an ABM Strategy to connect buyers and buying units
- Aligning Account Plan to business segmentation and priorities
Account-Based Personalization
Our Packages
Account-Based Jumpstart
- 10 weeks of consulting and coaching
- Four to six weekly sessions session with Sales, Account Management and CS leadership
- Personalization Playbooks with value props for your ICP buyer goals, roles, and market
- ABM Playbooks outbound playbooks including ICP identification, ICP messaging and mix of email, social, call/vmail touches
- Account-Based Expansion Playbooks from sourcing to closing an expansion opportunity
- Roll out Account-Based Expansion Playbooks to Sales, Account Management and CS Team
- Conduct two (2) three (3) bi-weekly small group learnings to test playbooks
- Capture learnings from the field to revise Personalization and Account-Based Expansion Playbooks
Account-Based Expansion Transformation
- 7+ months of consulting and coaching, 30-day deliverables and termination option
- All of the deliverables in the Account-Based Expansion Jumpstart
- On-going sales team enablement and skills coaching
- Monthly team “learnings from the field” training sessions to introduce playbook elements, capture, share and iterate best practices
- Bi-weekly small group peer skills coaching sessions
- Bi-weekly sales leadership sync on playbook adoption and skills coaching
Account-Based Expansion
Insights and Expertise
Holistic ABM
The growing importance of hyper-personalized buyer experiences in B2B companies makes the role of account-based marketing increasingly important. So a strategic shift that connects marketing, sales, account management, and customer success is needed to improve revenue growth and streamline the buyer journey.
Land with Your Endgame in Mind
The key to expanding much faster and more effectively is to think of prospecting campaigns as part of your business objectives. Even if the first deal is small at first, you will already have a clear path to expand more easily in the future.
Account-Based Expansion
Sample Plays
Mutual Success Plan
A Mutual Success Plan captures and prioritizes a buyer’s goals to help Sales close faster around top priorities and set up Customer Success to renew and expand around all of a customer’s potential goals. It keeps Sales and CS all working from the same information.
Expansion Discovery
Expansion discovery is different from sales discovery. It should always start with “success to date” to suggest and introduce expansion opportunities. The best expansion discovery also uses social proof and expansion hooks.
Authentic Account Plans
A traditional account plan considers your customer’s goals as one of several important elements of identifying expansion opportunities. In an authentic account plan, by contrast, the customer’s goals and the relationship network around those goals anchor all other elements of the plan.
Success Story
“Our Winalytics partnership made value-driven prospecting, selling, and account expansion a reality. The first shift was from a focus on our product to a focus on how our product drives value for individual buyers, and for enterprise as a whole. Then we built a skills development program to get everyone ‘singing from the same hymnal’ on this value-based approach.“
Jonathan Bowman,Head of Global Account Management, Parsable
