YourSalesManagementGuru

Blog archive

Increasing Wallet Share with Cross-Sell, Up-Sell Strategies

During a recent meeting with a new client's sales team, I discussed ideas to drive additional revenue. The meeting began with what products and services the client currently had to offer followed by a discussion on the concept of "cross-sell and up-sell."

Throughout my years as a sales leader and consultant, whenever potential sales looked weak, my first action would be to analyze all existing clients -- specifically, what products and services they currently use or have implemented. Next, I would determine what logical new or additional products and services I could offer them.

In my recent client meeting, we began to map out, by client, specific and tactical plans to contact certain clients, what messaging we could use and a justification for the natural progression into the new offering. We effectively created a "flight plan" or roadmap for each client that included potential business opportunities.

If you have not done this kind of project, the summer is a great time to work on this exercise. If business is slow, focus on your client base using the cross-sell/up-sell concept to help them achieve business objectives with new or updated offerings.

If you have multiple vendor product lines, it is critical you map out what logical cross-sells or up-sells are. I guarantee you will find many missed opportunities. I have found that in most organizations, salespeople simply don't see the connections or the applications within the client and therefore miss many sales opportunities. HINT: Use your technical teams to work with the sales teams in creating the flight plans.

Posted by Ken Thoreson on May 21, 2012 at 11:59 AM


Featured

  • The 2020 Microsoft Product Roadmap

    From the next major update to Windows 10 to the next generations of .NET and PowerShell, here's what's on tap from Microsoft this year.

  • Curvey Stone Steps Graphic

    Microsoft Makes Run at 5G, Edge Computing with Azure Edge Zones

    Microsoft is promising to enable new edge computing scenarios for partners and developers with Azure Edge Zones, which became available as a preview this week.

  • Microsoft's Entire 2020 Event Lineup Going 'Digital-First'

    In response to concerns about the ongoing coronavirus (COVID-19) pandemic, Microsoft is transitioning all of its big conferences in 2020 to be online only.

  • Microsoft Adds 'Family' and 'Personal' SKUs to Microsoft 365 Line

    Microsoft is readying two new consumer editions of Microsoft 365 for release in April.

RCP Update

Sign up for our newsletter.

Terms and Privacy Policy consent

I agree to this site's Privacy Policy.