Why expand existing accounts when you can chase new logos forever? 😵‍💫On this episode, John and Mark break down the concept of 'account expansion' — growing revenue from existing client accounts:• The difference between upsell and cross-sell• 3 common mistakes firms make in account expansion• Identifying key decision-makers and organizational triggers• The importance of curiosity in building trust in relationships• How to frame your services in the context of what the client valuesCHAPTERS:00:00 Introduction 02:37 Benefits of Upsell and Cross-Sell05:30 Cross-Sell vs Upsell: What's the Difference?10:39 Common Mistakes in Upsell and Cross-Sell20:10 Effective Strategies for Upsell and Cross-Sell26:39 Building Client Relationships30:52 Embedding Yourself in Client Organizations36:35 The Role of Trust in Client Success38:54 Conclusion and Final Thoughts#businessdevelopment #salesdevelopment #sales #professionalservices #marketing #podcastShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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