Steve Frost

VP, Expand Selling Research

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.



Steve Frost

Steve Frost Talks About Expand Selling

Strategic Services Journey Map

Top Expand Selling Strategic Services Engagements

  • Create a Systematic Expand Selling Program
  • Building a Successful Expand Selling Lead Generation Program
 
 

See What I'm Up To

Check out the most recent expand selling resources.


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Data-Driven Selling: A Different Approach

Learn how to change customer discussions from a sales pitch to advice from a trusted advisor.

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Research Report

How Support Services Can Safely Help Sales

A primer on how support services can safely help sales, their customers, and themselves, while helping the organization grow revenues.

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Research Report

Data-Driven Selling (Abridged)

This paper offers ideas on how to leverage customer data by turning it into account intelligence, allowing for cost-effective revenue growth.

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Research Report

Data-Driven Selling

This paper is designed to help you leverage the customer data you’re already collecting by turning it into account intelligence.

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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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Research Report

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.

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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.

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Research Report

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.

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Research Report

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.

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Technology Insight

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.

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Research Report

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.

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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.