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 research practice 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.
He also created a video series defining the 4 stages of engaging Services and Customer Success in the sales process to increase spending with existing customers.
Steve frequently writes about these topics on the TSIA blog on the topics of expand selling, lead generation, sales, touchpoint calculus, and x-as-a-service (XaaS).
Expand and Renew: How Do You Harmonize the Two?
Get an overview of how to structure the sales motions to ensure your customers renew and grow their relationship with you.
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2017 Expand Selling Upsell and Cross-Sell Survey Results and Key Findings
This publication articulates the findings from the 2017 Expand Selling Upsell and Cross-Sell survey.
The State of Expand Selling 2019
Learn how to grow customer spend, find new service opportunities, and utilize current resources to drive new revenue with existing customers.
How to Find, Package, and Close New Service Opportunities with Existing Customer
How to grow service revenue from existing customers without investing heavily in additional sales and marketing resources.
TSIA Case Study: The Power of the “Uptell” (Abridged)
Abridged case study of how Microsoft's "Achieve More" program led to better customer outcomes and increased revenue.
The State of Expand Selling: 2019
Key emerging concepts and practices around engaging services and customer success teams in the sales process for cost-effective customer growth.
TSIA Case Study: The Power of the “Uptell”
Microsoft’s “Achieve More” program that led to lower churn rates, higher customer satisfaction, better customer outcomes, and increased revenue.
Chatbots for B2B Lead Generation: How to Deliver Conversations at Scale
Learn how modern conversational chatbots can help companies engage prospects with personalized, contextual information at scale.
Account Intelligence for Customer Growth
This report offers valuable insights into where to focus your time and resources around analytics, customer data, and account intelligence.
How to Find Leads for Services
Join us for this 30-minute webinar to discuss best practices for involving Services in the Sales process.
A 30-Minute Crash Course on the World of Sales
To work effectively with your Sales teams, it’s imperative to understand their mindset, culture, and language. Get your 30-minute crash course.
Expand Selling for Education Services
How to turn interactions between instructors and customers into leads and actionable insights for sales, benefiting your company and the customer.
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