How to Talk Expansion Without Feeling Salesy

Most Revenue teams know expansion is critical to driving NRR, especially as net-new business becomes harder to come by. What’s less clear is how to approach these conversations in a way that feels right for your business and your customer.

In this session, Megan Cassidy, Gainsight’s Head of Strategic Sales, and Pascal Debets, RVP of Account Management, will unpack how to navigate that moment, read the signals, lead with value, and make growth feel like a natural next step in the partnership.

What You’ll Learn

• What expansion-readiness really looks like, and what leaders and CSMs should look for before you act
• How to open the door to growth without putting the relationship at risk
• Language that builds trust and keeps the conversation grounded in value
• How CS and Sales can work together to support authentic, well-timed growth