How to frame an upsell strategy
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The document outlines strategies for framing upsell opportunities using qualitative and quantitative data gathered from customer interactions and support. It emphasizes the importance of being proactive in identifying potential expansion selling opportunities rather than waiting for customer requests. Key data points for analysis include consumption trends, adoption trends, and customer goals to effectively plan cross-selling and upselling strategies.
How to frame an upsell strategy
- 1. How to frame an Upsell strategy
- 2. Qualitative data ● Companies can curate qualitative data from people who speak to customers regularly including customer success managers, account managers, support executives, delivery or services professionals ● This data can provide companies with useful information on what services the customers are looking for A link to the detailed post coming up in 3 slides
- 3. Quantitative data ● Support data, survey data, usage data, and even conversations that customers have on the community portals can provide companies with rich data that can be used to plan expansion selling strategies. ● For instance, from support data, you can track tickets and see which customer you can cross-sell and upsell training to A link to the detailed post coming up in 2 slides
- 4. Companies should be proactive not reactive ● Companies should be proactive with their expansion selling, as opposed to being reactive when a customer expresses a business need that you see an opportunity for A link to the detailed post coming up in the next slide
- 5. Looking to read it as a blog? Here you go… How to frame an upsell strategy - http://bit.ly/2P4p6iu
- 6. Data that can be analysed to help cross/up selling ● Consumption trends: What have the customers purchased versus what are they using ● Adoption trends: How much are they using, what’s the frequency of usage, what are some things we are expecting them to use but they’re not ● Goals and KPIs: How much value is the customer actually getting, what other business needs do they have and have they achieved their goals with us
- 8. Other interesting posts you would love reading ● How to be better at sales prospecting - http://bit.ly/2lg6Iqp ● The magic triangle to sell more - http://bit.ly/2ljg98w
- 9. Thank you!