Proven customer engagement approaches for winning in the most important moments driving profitability and growth-customer retention and expansion Industry analysts report that up 70- 80% of business growth comes from existing customers. So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits all approach to acquisition as you do for expansions? The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.

The essays in "Theological Tractates" were published between 1925 and 1937, during which time Erik Peterson converted from Protestantism to Roman Catholicism. They deal with a range of theological topics--from the thought of Protestant theologian Karl Barth, to liturgy, the Church in the New Testament, Christianity and Judaism, angels, martyrdom, and mysticism. Among them is Peterson's landmark essay on ancient "political theology," "Monotheism as a Political Problem," which shows how ancient writers--pagans, Jews, and Christians--justified earthly monarchy by its parallel with the monotheistic belief in one divinity in heaven. Peterson asserted that such a political theology was incompatible with Christianity, a thesis that became a reference point for modern political theology.

The essays in "Theological Tractates" were published between 1925 and 1937, during which time Erik Peterson converted from Protestantism to Roman Catholicism. They deal with a range of theological topics--from the thought of Protestant theologian Karl Barth, to liturgy, the Church in the New Testament, Christianity and Judaism, angels, martyrdom, and mysticism. Among them is Peterson's landmark essay on ancient "political theology," "Monotheism as a Political Problem," which shows how ancient writers--pagans, Jews, and Christians--justified earthly monarchy by its parallel with the monotheistic belief in one divinity in heaven. Peterson asserted that such a political theology was incompatible with Christianity, a thesis that became a reference point for modern political theology.

An explosion of heartbreaking and inspirational words, from the mind of a self-confessed insomniac, that will make even the most ardent, cynical critic of poetry fall in love with the often scoffed at literary genre. A roller coaster ride of emotional honesty, sexual frustration and painful memories that somehow manages to work in the themes of physics and mathematics, just to prove that nothing is off-limits. This book throws the poetry rule book out the window on page 1 and never looks back and it's just what you'd expect when you expect the unexpected.

Written by Erik Peterson and illustrated by Mina Sanwald, "The Dragon and the Princess" shares the joy of friendship as readers count from 1 to 10 and back down again. With fun-filled illustrations and memorable text, it will be a book that gets read over and over again.

The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important-but it goes beyond great delivery. You must be able to articulate value. The Three Value Conversations provides the tools and methods you need to differentiate yourself and your solutions from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle.The book teaches you how to: Create value for your prospects by identifying and advising them on problems, potential threats and missed opportunities Articulate why your prospects need to choose you over rival competitors Elevate the value of your offering to your prospect's senior-level decision-makers Demonstrate the business and financial acumen required to make a compelling, credible business case for your solution Identify unconsidered needs that only your solution solves Embrace the natural tension that occurs between buyers and sellers to capture and protect the value of your opportunity from unnecessary discounting Not just another sales process book, The Three Value Conversations equips you with practical, hands-on concepts for engaging prospects and customers at any moment in the buying cycle with the specific stories and skills to create, elevate, and capture value.

As scientists debated the nature of life in the nineteenth century, two theories predominated: vitalism, which suggested that living things contained a "vital spark," and mechanism, the idea that animals and humans differed from nonliving things only in their degree of complexity. Erik Peterson tells the forgotten story of the pursuit of a Third Way in biology, known by many names, including "the organic philosophy," which gave rise to C. H. Waddington's work in the subfield of epigenetics: an alternative to standard genetics and evolutionary biology that captured the attention of notable scientists from Francis Crick to Stephen Jay Gould. The Life Organic chronicles the influential biologists, mathematicians, philosophers, and biochemists from both sides of the Atlantic who formed Joseph Needham's Theoretical Biology Club, defined and refined Third-Way thinking through the 1930s, and laid the groundwork for some of the most cutting-edge achievements in biology today. By tracing the persistence of organicism into the twenty-first century, this book also raises significant questions about how we should model the development of the discipline of biology going forward.