Steve Frost is the vice president of expand selling research for TSIA. In this role, Steve helps member companies understand and implement new sales approaches that are both helpful and contextual to their customers, as well as utilize services touchpoints to drive new leads, increase revenue, and provide better customer outcomes.
Throughout his career, Steve has held various leadership and business development roles for both large organizations and startups, and has been directly responsible for more than $750 million in revenue. Prior to TSIA, Steve has been involved in many different facets of the technology industry. Steve began his career at Netscape in the mid-90’s before moving on to lead the North American inside sales team at managed services pioneer Loudcloud.
He was one of the first 700 employees at Google, where he was directly responsible for developing the first-ever strategic partnerships between Google and major telecommunications companies including Comcast, Verizon, AT&T, and Sprint. More recently, he helped startup companies define their go-to-market strategy and business development tactics.
As a firm believer in a customer-first business approach, Steve is dedicated to helping members of TSIA’s Expand Selling discipline unlock new revenue opportunities via cross-sell and upsell by ensuring that their customers will receive the most value from their purchases. He truly believes that selling can be helpful to the customer when done in a way that focuses on the customer outcome, and in the context of helping them to solve a problem.
Steve is a regular contributor to the Inside Technology Services blog on the topics of expand selling, lead generation, sales, and x-as-a-service (XaaS).
Engaging Services in the Sales Process
Join us to learn when, where, and how Services teams should be brought into the sales process to help drive low-cost revenue growth.
The State of Expand Selling 2018
Get the latest TSIA research, industry trends, and data point that a shift in how technology companies are acquiring low-cost revenue in 2018.
The State of Expand Selling: 2018
This report provides an in-depth look into expand selling key trends, and addresses the shift that's taking place in 2018.
What Is Expand Selling?
Expand selling is a cost-effective approach to growing customers. Find out how your company can leverage the right models and motions.
4 Levers to Help Your Sales Team Sell Services
Motivate your sales team to effectively sell services with these 4 full-proof levers.
3 Critical Moves for Preparing Service Teams to Drive Revenue
Get the insight, data and know-how you need to successfully involve Services into the sales process.
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Gamification Models for Enabling Lead Generation through Services
Information from TSIA’s 2017 Lead Generation through Services survey, specifically looking at the use of gamification for lead-generation success.
7 Steps to $7 Leads
Join this webinar to learn how to launch a lead generation program where leads costs as little as $7 and close more than 20% of the time.
Generating $7 B2B Leads from Your Customer-Facing Teams
In this white paper, we will explore how your customer-facing teams are an untapped source of low-cost B2B lead generation.
The Expand Selling Maturity Model
This report walks you through the expand selling journey, looking at challenges and best practices as well as the upsell and cross-sell motion.
Expand Selling Lead Generation through Services Survey Findings
Survey results on how companies are compensating non-sales personnel for sales motions, such as lead generation and upsell and cross-sell motions.
Measuring Customer Expansion Cost (CEC)
This paper provides formulas and inputs to calculate your company's customer expansion cost (CEC) and how that measure intertwines with churn rate.
The Technology Services Industry Association (TSIA) is dedicated to helping services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.