Dan Tyre says, “Do the reps on your team push for the close — and then vanish from buyers’ lives, never to be seen again?

If so, your company is losing out on a valuable source of revenue.

It’s far easier to sell to existing customers than bring on new ones. After all, your salespeople don’t have to prospect, qualify, or build a relationship. They’ve already established trust and credibility, and even better, they know their clients’ needs, goals, and preferences.

In addition, expanding the account means clients are less likely to churn. The more products and services they’ve invested in, the more difficult it will be to switch vendors or develop an in-house solution.

Customers also benefit from being cross- and upsold. Adding complementary offerings helps them derive more value from your product or service; plus, it strengthens the connection between their company and yours so they have greater access to your expertise and guidance”.

How Sales Managers Can Encourage Reps to Upsell and Cross-Sell

HubSpot

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