#6043 - 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
Mentioned in this episode
Organizations: 30MPC
More episodes of 30 Minutes to President's Club | No-Nonsense Sales
- How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)
- #605 - How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case
- #603 - How to Partner with Exec Assistants to Tilt Enterprise Deals in Your Favor | Laura McDonald
- #602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)
- #601 - How to Build a Sales Team That Manages Itself | Tara DiCristo-Schmitt
- #600 - Prospect Says “We’re Doing This In-House” You’ll Say…
Explore listener stats, chart rankings, contacts and more on the 30 Minutes to President's Club | No-Nonsense Sales podcast page.