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
-
Increasing Revenue Through Real Strategic Sales
It’s so easy to get caught up in the tactics of selling. But your sales strategy shouldn't take a backseat to the tactical to-do list. This recorded training session helps you get beyond the tactical and understand what real strategic selling is all about.
View This Webinar -
A Better Mindset for Driving Customer Success
In this timely conversation, Sean Ryan of Alexander Group discusses how leading companies are driving significant improvements by adopting a broader and more holistic approach to customer success.
View This Interview -
The Sales Capability Self-Assessment
To identify areas for improvement and help gauge the efficacy of your company’s strategic and tactical sales capabilities, simply answer the 190+ questions in this self-assessment as truthfully and objectively as possible.
View This Tool -
Reducing Losses to "No Decision"
Studies have shown that companies can lose up to 40% of their forecasted deals to "no decision". In this on-demand webinar, learn strategic and tactical approaches for dealing with prospect inaction.
View This Webinar
Come Join Our Next Webinar
Dynamic Sales Forecasting
Leveraging Data and Technology to Enable More Accurate and Timely Sales Forecasts
