When the economy is bad, inflation is high, layoffs are happening, banks are failing, UFO sightings are increasing, can you really expect to upsell customers?
Yes. Even as churn might be ticking up and contraction is increasing, you can still do a lot to offset that - and maybe even overcome it - and still get past 100% NRR if you look at things the right way.
And wouldn't you know that this is exactly what Johan and I cover in the latest episode of the Impact Weekly pod that just dropped today.
In this episode we cover:
- Why applying "new-business" sales tactics to existing customers is bad
- The role ongoing goal discovery plays in expansion
- Strategies to drive and execute expansion sales even in uncertain times
BTW: We have both CSM and Head of CS training programs coming up in April.