May 22 2024 36 mins
Impact Academy Expansion Program starts 27 May, 2024. Learn more and sign-up here:
https://www.impactdemy.com/courses/the-expansion-program-may-eu
ON TODAY'S EPISODE:
In this week’s episode of Impact Weekly, Johan and Lincoln tackle the challenging question of how to start finding expansion opportunities when there appear to be none. They delve into the importance of the right mindset, strategies for uncovering hidden growth potential, and practical approaches for driving expansion in customer success.
THIS WEEK'S QUESTION:
"At the moment I have zero expansion opportunities. Where and how do I start?"
TOPICS BEING ADDRESSED:
- The critical role of mindset in recognizing and creating expansion opportunities.
- Strategies for operationalizing expansion as an integral part of the customer's journey.
- The importance of pricing and planning in facilitating customer success and expansion.
QUOTES:
Lincoln Murphy (08:02): "We often see customers churn out... they just didn't know that, for this new goal they had, you were still the solution for it."
Johan Nilsson (14:37): "It's a lot about having, if you have a real expansion model working... you can trust that process."
Lincoln Murphy (19:59): "If you're tasked in Customer Success with expansion, and you don't have any input into pricing... That needs to change."
Johan Nilsson (22:03): "It's crucial for expansion... You have to be at the table when you talk about pricing and plans."
Lincoln Murphy (26:18): "We did that because we didn't trust the expansion process, or we just didn't have an expansion process in place."
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