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#604 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account
Most account managers wait for upsell opportunities. Mark Kosoglow and Armand Farrokh break down how great AMs create expansion pipeline by proving value, owning executive relationships, and systematically finding whitespace across their accounts.
🎯 Create expansion pipeline through value: Treat value delivery like prospecting: identify the executive outcome, deliver the proof, communicate it back, then earn the right to uncover what’s next.
🤝 Own the executive relationship: Partner with your CSM to keep execution on track while you stay above the weeds, connect the work to executive…
The skinny
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