Episode 9 Summary
Depending on the company, upselling and/or cross-selling can make up an integral part of a company’s revenue, such as contract renewals or selling new products or services to an existing customer. Such opportunities have to be identified and managed carefully with a defined follow-up process.
Upselling and cross selling to an existing customer follow a different sales process than selling to a new one. A separate sales pipeline with different sales stages/steps is needed to make sure your team can stay on top of their game.
In this video, Mariana’s going to show us how to easily manage your upsell and cross sell activities in a simple and intuitive way using no CRM.io
- Sales pipeline: visual representation of sales prospects and where they are in the purchasing process. Pipelines also provide an overview of a sales rep's account forecast
- Upsell: it’s to get a customer to purchase a higher-end product or service than the one they have such as an upgrade and/or adding features.
- Cross sell: encourages customers to buy related or complementary items or services.
Mariana makes you understand why upsell & cross sell can become a key part of your business!