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.

Trending Sources

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.

You Can't Make this Stuff Up | Sell More, Word Less Blog by Colleen.

Sell More and Work Less

How To Handle The Prospect Who Wants To Talk About Politics And Religion

MTD Sales Training

Sales Interactions sales small talk sales warm up selling and politicsSometimes you will run into that prospect who wants to goad you into small talk of a sensitive nature such as politics, religion, racial or even sexual issues. Often, the prospect wants to use you as. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 23

Three Rules to Effective Up Sells


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


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


"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

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

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.

Top Sales Lead Management Mishaps


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.

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.

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 [.]

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.

Funnel 117

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.

Tools 72

One Millimeter Mindset Customer Retention Blog Posts 2017

Babette Ten Haken

Retaining IIoT Customers or just Cross and Up Selling Them? One Millimeter Mindset customer retention moves you and your organization one millimeter outside your current comfort level. Depending on where we sit around the business table, we all see the same things differently.

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.

Quota 90

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.

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.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

Growth of Omni-Channel Sales Strategies & Social Selling. Amazon is your new competitor – They now sell everything and dominate every product category. – Jeffrey Gitomer , Best-Selling Author, The Little Red Book of Selling. Stop Hating On Social Selling!

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?

ROI 77

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.

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.

ROI 67

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.

CRM 89

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

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.

Stop the Lose-Lose-Lose Selling and Increase Your Close Rate


What was interesting is that the leaders had chosen the topic of course: Building confidence in selling their product. Instead, it sets up the close of the sale quicker with a decision made more confidently. I'll share: 3 components of an effective goal plan that set you up for success.

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?

Quota 120

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.

Churn 114

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.”

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.

Why 80 Percent of Companies Lose at Customer Retention

Score More Sales

Do customer-facing reps take actions that help ease a sales or up-sell opportunity? Pick up the phone and call them when you hear of a negative customer experience.

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.

5 Ways to Improve Customer Retention with Marketing Automation Tools


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.