4 Ways to Crush EOY Goals with Cross-Selling & Upselling

Developing evergreen upsell / cross-sell strategies

Expanding revenue from existing accounts should be easier than new business growth…right? Unfortunately this doesn’t take into account how customer-focused reps are stretched between resolving issues and maintaining current customer relationships - and how sales aren’t encouraged to join the customer journey for the long term.

Our fantastic speakers, Frank Burns and Scott Logan (Kronologic), along with Nipul Chokshi (Atrium), dive into evergreen strategies designed to target your existing customers better, using the tools and the people you have.

Discussion topics

  • Learn new cross-sell/upsell strategies used by companies from various industries

  • Discover how to set triggers & automate your campaigns to drive customer pipeline/revenue at scale

  • Understand the nuances of improving revenue forecasts + pipeline to maximize your account expansion pipeline


Key TAkeaways

  • BAN THE WORD HANDOFF! Go with a name that shows the AE will be on the team for the entirety of their customer journey. It’s not a handoff, it’s customer alignment.

  • What does customer alignment mean?

    • Everyone wants to deliver a high-quality experience.

    • Relevant, long-term experience with your org and the team is expected and embraced.

  • Four Evergreen Strategies -- Who is in charge - How to do it

    • Cross Dept Upselling -- Sales - Outline customer hierarchy to find new champions

    • Product Cross-Selling - Sales / CSM - Use product data to see how other SKUs could benefit

    • Product Upgrade Notification - CSM - Platform access requests via email, slack, intercom, etc

    • New Product Offering - CSM / Marketing - Align with product launch, pounce when that info is hot + in the accounts where it makes sense!

  • Move swiftly and carefully with targeting. If this hits wrong - maybe it’s a messaging issue or targeting issue.

  • You’re taking the stories from experts in your space, and applying the data to it. Be the conductor or communicator in your org!

A huge thank you to Kronologic for sponsoring this session.