How to Maximize Cross-Selling and Up-Selling
Innovative Approaches for Increasing Account Penetration and Boosting Customer Value
When asked to state their priorities, most sales organizations will include among their top five something to the effect of "increasing account penetration" or "selling more to existing customers" or "cross-selling more effectively". But while making it a priority is certainly commendable, making it an operational reality can be a lot more challenging. That said, some innovative sales operations are making it happen---efficiently, effectively, and very profitably. In this on-demand webinar, you'll learn about:
- Why most salespeople will fail to identify opportunities to sell more to their existing customers.
- The two primary levels and time frames you should be developing operational solutions around.
- Powerful analytical techniques for identifying and prioritizing valuable up-sells and cross-sells.
- How to infuse effective cross-selling and up-selling into your sales processes and account plans.
This webinar is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Crafting Effective Strategic Value Messages
This tutorial shows you how to get beyond the platitudes and develop compelling messages that highlight your differential value.
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Suffering from a Bad Case of Sticker Shock
In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
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Getting Your Salespeople to Price Better
Chances are, the behavior of your salespeople will ultimately determine whether pricing strategies are effective or not. In this on-demand training seminar, learn proven approaches and strategies for getting your sales team to price and discount far more effectively.
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Why Strategic Accounts Defect to Competitors
Learn what research conducted by AskForensics reveals about the real reasons companies fail to retain strategic accounts and what they can do about it.
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Digital First Sales Operations
Optimizing Sales Capabilities for the Modern Digital Landscape
