Expand Selling: Bridging the Divide Between Sales and Services

Posted by Mark Middlekamp on 12/14/15 6:30 AM

'Tis the season of giving, and today our gift to you is the sixth day of our annual 12 Days of Insights blog series. Enjoy!

I was recently on a call with a TSIA member executive regarding possible membership in our rapidly growing Expand Selling (ExS) discipline. We were discussing the need for many functions, most notably sales and services, to all be at the table to make expand selling initiatives a success. TSIA refers to this as building a “customer growth team” that spans all customer-touching functions, as well as services engineering/R&D and finance.

This executive, who was accountable for field operations and direct sales, among other responsibilities, commented that he is working on expand selling efforts, but cannot get his services counterpart to engage with him on some of the initiatives we discussed. When I asked why the lack of engagement, he commented, “Because he is too busy trying to hit his services revenue numbers that he is currently missing.”

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Topics: expand selling, 12 Days of Insights, lead generation

Lead Generation Tactics for Expand Selling

Posted by Mark Middlekamp on 9/17/15 6:30 AM

To have successful expansion revenue generation with your existing customer base, otherwise known as expand selling, your sales, services, customer success, and marketing teams must work together in new ways to continue accelerating revenue growth at scale. Although lead generation programs are already quite common in technology companies, many of them only focus on generating new leads, rather than leads you can gain from existing customers. To take advantage of this untapped opportunity, it’s important to know the difference between lead generation for “land” and “expand” selling, as well as how you can optimize this key element to accelerate revenue growth.

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Topics: sales, expand selling, marketing, collaboration, lead generation

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