Expansion
The content provides a comprehensive collection of expert articles by Roberto Parra and Tim Riesterer from 2021 to 2026, focusing on strategies for customer expansion, including defining success metrics aligned with customer goals, mastering sales competencies to reduce churn and grow accounts, diagnosing deal breakdowns, building upsell skills, leveraging relationships for revenue growth, and using decision science to raise prices without losing customer loyalty.
Define Success Metrics
Define success the way your customer does. Align metrics to prove impact, protect renewals, and secure expansion.
- Roberto Parra
- April 14, 2026
The Great 8 for Expansion: Sales Competencies That Protect and Grow Revenue
Learn how to use the Great 8 for Expansion sales competencies to reduce churn, retain customers, and grow existing accounts.
- Tim Riesterer
- January 15, 2026
The Expansion Deal Diagnostic
Use this Expansion Deal Diagnostic to pinpoint where your deals are breaking down and what to do next.
- Roberto Parra
- August 20, 2025
The Great 8 for Expansion
Understand, retain, and grow revenue with existing customers by measuring and improving their experiences at important moments.
- Roberto Parra
- February 8, 2024
Ready for the Upsell?
Get the science-backed tips to build your upsell skills.
- Roberto Parra
- October 26, 2023
Ready for the Upsell? (Winsight)
Get the science-backed tips to build your upsell skills.
- Roberto Parra
- October 26, 2023
Win the Expansion Growth Play
Find out how to persuade your customers to buy more from you and strengthen your relationships.
- Roberto Parra
- June 5, 2023
Win the Expansion Growth Play – Leveraging Relationships to Grow Revenue
Discover research-backed techniques to sell more to your existing customers.
- Roberto Parra
- April 27, 2023
Win Price Increase Conversations with Decision Science
Learn how to have price increase conversations without losing customer loyalty.
- Roberto Parra
- January 19, 2022
Using Decision Science to Raise Prices without Losing Customers
Get a blueprint for communicating price increases with confidence.
- Roberto Parra
- December 14, 2021
How to Raise Prices without Losing Customers
See how to persuade your existing customers to pay more without losing their loyalty.
- Roberto Parra
- December 10, 2021
Securing Stable Customer Relationships in Unstable Times
Find out how to win renewals and price increase conversations without disrupting your customer relationships.
- Roberto Parra
- October 29, 2021