‘5 Signs Your Customer Is Ready for an Upsell’ – HubSpot
In the Hubspot blog, Leslie Ye writes, “The upsell might be the most underrated play in sales. A ton of lip service is paid on sales publications and in sales trainings to hunting for new customers — prospecting, connecting, and qualifying people who have never worked with your company before.
But it’s hard to hunt effectively. Given your company’s lack of history with your prospects, there’s simply no guarantee that prospects will want to speak with you, much less buy your product. Even painstaking research can’t always reveal that what seems like a good fit on paper just won’t cut it in the real world.
Proactively sourcing new business is always going to be part of your job as a sales rep, like it or not — especially when you’re new, you won’t have much choice. But once you’ve built up a customer base, you can start farming — that is, mining your existing customers for opportunities to upsell or cross-sell”.
Comments are closed.
