Expand Selling Benchmark

The Expand Selling (ExS) Benchmark Study focuses on the practices, capabilities, and metrics related to expand selling. TSIA defines expand selling as “a systematic approach that unlocks revenue growth with your existing customers.” Expand selling involves bringing sales, services, customer success, marketing, and sales operations together in new ways to achieve this objective. The three modules of the study include:

  1. Practices and capabilities — expand selling
  2. Practices and capabilities — formal lead generation programs
  3. Expand selling metrics

Study questions span everything from traditional product and services business models to technology-as-a-service (XaaS). A core deliverable of membership in the Expand Selling discipline is a comparison of member companies' practices, metrics, and business results relative to other successful companies in the industry.

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Contact us for more information and to view the complete list of questions in the TSIA Field Services Benchmark.