Podcasts · 30 Minutes to President's Club | No-Nonsense Sales
#604 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account
· 30 min
Episode #604 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account
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!:
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