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
Microsoft's latest collaboration application, Loop, is now available as a public preview.
Here's your guide to all the IT training sessions, partner meet-ups and annual Microsoft conferences you won't want to miss.
Microsoft's top partner executives detailed several changes it plans to make to the 6-month-old Microsoft Cloud Partner Program (MCPP).
Microsoft this week demonstrated how its natural language AI capabilities in Microsoft 365 Copilot will widely extend across the company's products and services.
More Partner Guides
More White Papers