PART 1 - The Fundamentals of Customer Expansion: Confessions of a Reluctant Salesperson
Expansion is no longer a “nice to have” — it’s a necessity. However, for many Customer Success professionals, the idea of "selling" feels uncomfortable and intimidating.
In this webinar, "The Fundamentals of Customer Expansion: Confessions of a Reluctant Salesperson", we tackle the realities of Customer Success-driven expansion head-on. Led by Rob Zambito, a three-time CS leader and founder of Success Scaled Consulting, this webinar delivers a practical, actionable playbook to help you build confidence, sharpen your skills, and drive meaningful expansion outcomes within your customer base.
We cover:
â–ş Why expansion is essential for today's CS teams (beyond just making more money)
â–ş The pros, cons, and hybrid models for expansion ownership between Sales and CS
â–ş How to mentally prepare CS teams to embrace selling without losing customer trust
â–ş Practical talk tracks, objection handling, and closing strategies that feel authentic
â–ş How to sell during onboarding, leverage support teams for expansion, and scale your approach
â–ş How to use data, customer journey insights, and pipeline management to operationalize success
Whether you’re a CSM uncomfortable with commercial conversations or a CS leader looking to operationalize expansion, you’ll leave with strategies you can implement immediately — no cheesy sales tactics required.