We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for growing accounts is better content to support cross-selling and upselling.
Every organization wants their people to cross-sell and upsell, but too few offer the formula to enable success.
Successful cross-selling and upselling begins by delivering on promises set during the initial sale but continues through additional products, services or solutions that solve problems and unlock value for the customer. Ideally, there are synergies across your solution set to make your relationship with clients even more compelling.
The best cross-selling organizations connect the dots across their product set to help their sales and customer success teams understand how solutions fit together and create value. They bring this roadmap to life through content such as use cases and customer interviews that sales and success teams can leverage to create and close cross-selling opportunities.
Reviewing how you quantify and express the value of your solutions will enable you to see the problems youâ€™ve solved for your customers and how youâ€™ve made a difference in their businesses. This exercise provides direction to your marketing teams for creating useful success stories and content that will better support cross-selling and upselling.