You’re Already Selling...Without Knowing It

Hey CS Pro,

Ever felt like driving revenue means turning into a salesperson?

You’re not alone, and this week’s episode breaks down why that mindset is holding you back.

In today’s podcast, I’m giving my listeners first access to my brand-new AI training guide: Train AI to Be Your Revenue Generating CS Co-Pilot. You’ll hear why this guide is a game changer and how it’ll help you turn every QBR, email, and customer convo into ROI (without sounding like a bot).

Let’s talk about what it actually means to sell in CS… without being pushy.

But first, today’s sponsor

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You’re already selling (yes, really)

Before you say, “but I’m not in sales,” let me stop you.

If you’re a CS Pro, you’re already doing sales, you’re just not calling it that. Every time you share a feature, highlight a use case, or walk through the roadmap, you’re planting a seed. You’re enabling customer growth. That is CS selling.

You don’t need to become an AE. You need to build trust, spot opportunities early, and guide your customers to the next best step. That’s what the best revenue-driving CS pros do. Quietly, confidently, and with a strategy that actually works.

The expansion mindset = commercial confidence

Most CS pros wait too long to talk about growth. They save it for a QBR, a renewal meeting, or worse, never bring it up at all.

Here’s the fix: stop waiting. Expansion isn’t one big moment; it’s a series of signals.

And you’re the one closest to the customer. You’re the one who hears, “We might need this next quarter” or “Our team is growing.” Those are signals. Those are green flags.

Your job is to track those signals and start value-based conversations early. That’s what it means to have an expansion mindset.

Think: “Based on your goals, other teams have unlocked even more ROI with this feature. Want to see what that could look like for you?”

It’s not a pitch. It’s enablement. And it works.

4 steps to expansion without feeling salesy

Want to drive growth without feeling pushy? Start with these four:

1. Be a strategic advisor

   Focus on business outcomes, not product features. Your customers want to make money or save money. Position your value around that.

2. Collaborate with sales, don’t compete

   Sales doesn’t own expansion, you both do. Loop them in early, share customer intel, and create a handoff that drives trust.

3. Track every signal

   “More teams want access.” “We’re outgrowing this.” “We need deeper reporting.” These are not just nice comments. They’re expansion opportunities. Document them, flag them, and act on them.

4. Guide, don’t pitch

   The key to CS selling? Let your customers set the pace. You’re just showing them the path, not forcing them down it.

Takeaways

1. Stop saying “I’m not in sales.”

   You are. But you’re doing it the CS way with trust, timing, and impact.

2. Expansion starts early, not at renewal.

   Plant the seed in every conversation. Momentum matters.

3. Enablement > pitching.

   Guide your customer to the next step by aligning with their goals, not your product features.

That’s it for this week!

Go listen, pick one customer, find your three signals, and take the next step. Expansion doesn’t have to feel icky…it can feel natural. And it starts with YOU.

Have a listen to the latest podcast:

Enjoyed this week’s newsletter?

As you know, I create practical and tactical CS content every week. From revenue-driving strategies to real-world playbooks you can use immediately.

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Please share The Customer Success Pro Newsletter with a colleague or friend in your network who’s looking to sharpen their CS skills and become a true revenue partner. Your support helps me keep this content free and impactful for the entire CS community.

Thank you for being part of this journey!

That's all for now.

If you have any questions or suggestions, please feel free to contact us.

Cheers to your CS success,

Anika

PS - CSM RevUP Academy is currently full. Don't miss your shot next time! Get the strategies, playbooks, and build your confidence into a revenue-generating CS Pro. Join the VIP Waitlist today to be first notified when the doors open again.