Sales Motivation Video: Are You “Up Selling” as Much as You Could?

The Sales Hunter

You could be if you aren’t taking opportunities to up sell by suggesting and encouraging add ons to what the customer is already buying. Are you missing out on what could be easy profit? Sometimes, add ons are super easy and the customer will almost alway say yes, but only if you ask! Make it a […]. Blog Motivational Sales Speaker Sales Motivation sales motivation

Cross Sell & Up Sell Strategies for Summer

Your Sales Management Guru

Sales Leadership: Increasing Wallet Share with Cross Sell/Up Sell Strategies. During a recent meeting with a new client’s sales team we began discussing ideas to drive additional revenue, during the meeting I began to poke at what products/services they currently have to offer and then we began a discussion on the concept of cross sell and up sell.

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How Account Segmentation Enables Sales to Make the Number

Sales Benchmark Index

Article Sales Strategy SBI on Demand Account Segmentation cross-sell sales productivity sales targeting up-sell

Believe It or Not Everyone Is In Sales

Increase Sales

I later learned he outperformed all his other customer service technicians by his up selling of additional telecommunications features and packages. Yes everyone is in sales, just some people get paid to for their marketing and selling efforts.

What To Do When The Prospect Wants To Engage In Sensitive Talk Like Politics or Religion

MTD Sales Training

Let the prospect know that you are so engrossed in what you sell, that you cannot even think about such other topics right now. From the warm up to the close, keep the sales process on track. Happy Selling!

Cross-Selling and Up-selling To Existing Customers

Sell More and Work Less

Refine Align Implement Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis cross-selling Engage Selling Solutions Lead Up! Sales Coaching optimizing sales referrals The Sales Leader up-selling

Three Rules to Effective Up Sells

SalesGravy

The up sell is one of the easiest and most important parts of your presentation to script out. So many sales reps (like 80% of them), ad lib the up sell (whenever they think about it at all), and because of that they aren't very convincing nor are th

How To Focus On Up-Selling and Cross-Selling Strategies

SalesGravy

If you discover that certain existing customers’ growth potential is low relative to the amount of time and energy you need to invest to maintain them, then they’re probably not the best up-sell or cross-sell candidates. If, on the other hand, you

Need Up-Selling Success? Craft a Better Question

SalesGravy

"Our inside sales team is missing their add-on sales quota. I’ve tried everything from extra incentives to threats but nothing is working. Any suggestions?" " As in most things with sales, the problem isn’t for lack of wanting or trying, but in execut

How to Inject Reliability Into Your Forecast

Sales Benchmark Index

Every current customer is a potential cross-sell/up-sell opportunity. As a Sales Manager, you end up scratching your head. Most sales reps are opportunistic. Every prospect is a potential sale. Reps believe all deals can close.

New Interview: How To Increase Sales With Referrals, Cross-Selling and Up-Selling

Sell More and Work Less

Here is a new interview with me and Lattice Engines on the power of referrals and cross selling. . Lattice is revolutionizing sales and marketing by harnessing BIG DATA to develop the most informed sales professionals who can engage the most receptive customers in the most compelling ways. Check them out after you read the interview. Cheers! Colleen. Sales Success in the Trenches

Top Sales Lead Management Mishaps

Velocify

It’s important for reps to follow up promptly on all qualified leads and do so with the appropriate persistence. There is no reason for leads to ever go uncontacted; but without follow-up, leads can easily be lost to a competitor.

Ignoring Clients = Lost Sales

Tom Hopkins

If you sell to businesses, some of them may close. Keeping in Touch Prospecting building rapport client contact contacting clients follow up selling skills talking with clientsThe average business loses 15% of their clients on an annual basis. It’s safe to assume that some clients move away or sadly, pass away. But, many simply stop coming. That’s because you haven’t established relationships with those clients. The clients feel no loyalty…no obligation [.]

What Might Be Versus What Seems To Be ….

Jonathan Farrington

OK, it’s time to own up: When you receive a sales enquiry - or even an RFP (Request for proposal) – do you quote exactly what you have been asked, or do you dig beneath the surface to understand why your prospect has decided that this is what they want? Some people might think that this is “up-selling” and “cross-selling” but actually it isn’t. The definition of “up-selling & cross-selling?”

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The objective of this meeting is actually made up of many sub-steps. These five actions will help the salesperson get off to a fast start-by working with and selling existing clients where they have trusted relationships and proven solutions.

The REALLY BIG Upselling Sales Mistake

Increase Sales

What happens is person who made the sales referral may end up having egg on his or her face because the potential customer is internally upset with the up sell sales pitch. Up selling is a good strategy to increase sales.

Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Any recommended cross-sell/up sell objectives should be defined as well. Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful.

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Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value. In this series, we ask tech executives to describe the why and how of their solution.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

What you are looking for are the typical “ cross sell and up sell” patterns that naturally occur but also what solutions you already sold to each customer, but more important what products/services that you have that have not been introduced to the customer or that are new to your organization.

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Most Important Click Of The Year!

Fill the Funnel

Author of top-selling High Profit Selling. As John Spence said in the opening video, there will be no PowerPoint, no annoying up-sells or packages to buy. Most important click of the year? Pretty strong statement and I am comfortable making it.

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Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

Good segmentation will also give you the following: Exactly which customers have up-sell and cross-sell potential? Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Keep track of up-sell and cross sell results.

Quit Talking About You. Your Customer Doesn’t Care.

The Sales Hunter

Taking about you by way of testimonial information can work when it comes time to up-sell the customer or take the customer who is lacking that one final piece of confidence in you. Recently I was doing a training session with some very capable salespeople.

In Sales Are You Doing the RIGHT Math?

Increase Sales

What may happen is the smart salesperson may actually up sell beyond the original proposal. Doing the math is essential in sales. What I have learned is sometimes salespeople fail to do the “right math.” ” What is the right math you may be thinking?

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What is all this talk about added value?

Your Sales Management Guru

During my keynote at a recent sales kickoff meeting I opened up the dialogue regarding how salespeople and organizations need to not only create value to separate themselves from their competition buy also the need for a company to prove their value proposition during the sales process.

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9 Reasons Selling on Low Price Doesn’t Work

The Sales Hunter

Here are 9 reasons why selling on a low price does not work: 1. If they do, you may very well wind up selling the same amount but making a whole lot less. Selling on a low price is not selling; it’s order taking.

It’s Official: Selling Will Be Automated From This Day Forward

Smart Selling Tools

The notion of “Lean Selling”–where the seller no longer has to fetch what they need to manufacture a sale and instead, has it delivered to their device (all devices simultaneously)–has finally come to fruition. Follow-up emails are easy to compile.

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Proving Value – The Value Formula

Jonathan Farrington

The more needs we can uncover, the more benefits we can deliver, the more benefits the greater the pay back, the greater the pay back the higher the value, the higher the value the better the chance to up sell and cross sell. The formula for calculating value is quite simply the benefit minus the cost of achieving or acquiring the benefit i.e. value + benefit – cost.

Are You Chasing The Same Sales Everyone Else Chases?

Increase Sales

We then discussed by changing the sales conversation the sales people could redirect the conversation to two different products and potentially experience an up sell. Right now ask yourself, “Are you chasing the sames sales your competitors are chasing?”

Surviving the Late Release of Your New Quota

Sales Benchmark Index

This guide will help you: Understand what it takes to make up the gap. Getting your New Year quota higher and later then you expected screwed you up. Set up a planning session with your sales managers immediately. How can you build up to 3x quota in your pipeline?

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Questions Top Sales Reps Ask in a Job Interview

Sales Benchmark Index

A well-defined Buyer Persona and a Buyer Process Map are essential selling tools. Support for cross-selling and up-selling are key predictors of future success. A few years ago, I interviewed Brent for a B2B sales rep job.

Isn’t It Time Sales Took Some Responsibility?

Sales Benchmark Index

For the sales team, they increase selling time and provide valuable insight. The playbook includes documented guidance on the process of following-up on qualified leads. Have sales step up to the plate with you and gain some ownership. It’s always marketing’s fault.

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Top Ten Characteristics of Top Sales Producers (Part Six)

Inside Sales Training

When selling over the phone, learning how to develop genuine rapport will help get someone to like, know and begin to trust you. This is perhaps the hardest time to do this because your prospect doesn’t know anything about you other than that you’re a sales rep trying to sell them something.

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How to Open More Sales Through This Discovery Process

Increase Sales

When you ask the right questions, you may sell more (up sell) with greater ease than pigeon holding yourself into just one solution. Many sales coaches to sales experts talk about how to “close more sales.”

5 Ways to Improve Customer Retention with Marketing Automation Tools

Salesfusion

Although existing customers have already gone through your buyer’s journey once before, it’s still up to your marketing team to help guide them through time and again in order to strengthen the relationship and identify new paths those customers may not have traveled before.

How to Nurture Prospective Leads through Remarketing Advertising

Sales Benchmark Index

Your company’s opportunity to re-engage just went up exponentially. This is the most basic set-up. Visitors who did convert – This could be used for up-sell / cross sells or branding.

Five Places You Need To Be

Sell More and Work Less

It’s true; your ability to sell often dictates how much you will end up selling. Observations from the real World client attraction Colleen Francis Engage Selling Solutions Prospect Attraction Reaching Decision Makers Reaching More Prospects sales quota

Growing Revenue: A 3 Step Framework for Acquiring New Business

Smart Selling Tools

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Up-selling or cross-selling, i.e. selling more to your current clients.

Are You Selling Too Soon?

Increase Sales

My question was maybe she was skipping the sales process and selling too soon? Marketing and selling are both phases of the overall sales process no matter what sales process has been adopted by a small business. Selling is marketing, but marketing is not selling.

The Secret to Being Happy at Work and Home

Keith Rosen

Stressing over results is ruining your life. Do this instead. A Flawed Model for Success and Happiness.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Roll your sleeves up and determine where your customers are located. It gives the best reps a chance to flourish in a territory with plenty of Up-Sell/Cross-Sell and new prospect value. Without the customer, nothing happens.