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Hosted by Kristi Faltorusso, CCO, ClientSuccess
Guest: Rob Zambito, Founder & CEO, Success Scaled Consulting
Webinar Date: Tuesday, May 20th and 27th, 2025
After kicking things off with Confessions of a Reluctant Salesperson, we're back with part 2 and 3 of the series, digging into both the tactical and strategic sides of expansion.
Session 1: The Upsell Done Right: Selling Without Selling Out
May 20th
1pm ET / 10am PT
This is a tactical session where we discover how CSMs can identify and drive expansion opportunities in a way that feels human, value-first, and not forced. You’ll walk away with specific talk tracks, objection/rebuttal handling, multithreading strategies, and follow-up sequences.
We’ll close with the key components of an effective expansion playbook you can take back to your team for direction and a quick win.
Session 2: Pipeline, Playbooks, and Proving It Works
Scaling Expansion with Structure
May 27th
1pm ET / 10am PT
This is a strategic session, and we’ll pick up where we left off: starting with the playbook and moving into how to grow expansion as a scalable, repeatable, measurable program. We’ll walk through how to build a 30-60-90 plan, coach the team, manage up to leadership, and navigate nuanced situations like comp planning or making the case for an upsell AE. We’ll also dive into pipeline management, forecasting, and the dashboards and metrics that matter.
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