#604 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account

About this episode

Mark Kosoglow and Armand Farrokh discuss strategies for account managers to create upsell opportunities and expand their accounts effectively.

Most account managers wait for upsell opportunities. Mark Kosoglow and Armand Farrokh break down how great AMs create expansion pipeline by proving value, owning executive relationships, and systematically finding whitespace across their accounts. 🎯 Create expansion pipeline through value: Treat value delivery like prospecting: identify the executive outcome, deliver the proof, communicate it back, then earn the right to uncover what’s next. 🤝 Own the executive relationship: Partner with your CSM to keep execution on track while you stay above the weeds, connect the work to executive priorities, and turn customer success into expansion opportunities. 📈 Map whitespace with 7 expansion levers: Look for product attachment, scope expansion, and commercial changes, then activate them through new use cases, modernization, consolidation, and M&A or organizational change. You’re one step closer to President’s Club!: 📈 Master Sales Leadership with Mark: https://www.30mpc.com/course/leadership-course 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

People in this episode

Host: Armand Farrokh

Guest: Mark Kosoglow

Topics covered

• upselling
• account management
• expansion strategies
• customer success
• sales leadership

Keywords

• upsell
• expansion pipeline
• executive relationships
• whitespace
• value delivery
• customer success
• sales strategies

Mentioned in this episode

Organizations: 30MPC

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