Red Star Kim

FEBRUARY 9, 2023

Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. Cross-pollination could be achieved by having people attend meetings for different departments. This supported mutual knowledge of their professional work.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Arpedio

JANUARY 3, 2024

Cross-selling and upselling are two essential techniques that businesses can use to increase revenue and boost sales. In this article, we will explore the key strategies behind cross-selling and upselling , highlight the differences between these techniques, and provide effective methods for successful implementation.

Customer Experience 52

Customer Experience Decision-making Profitability Communication 52

Hubspot Sales

DECEMBER 23, 2021

There's a wealth of opportunity for more business beyond each initial purchase — and practices known as cross-selling and upselling can help you tap into it. Cross-selling is encouraging the purchase of anything in conjunction with the primary product. Cross-Selling a Cheeseburger. Cross-Selling Example.

eCommerce 141

eCommerce Software Software Customer Success 141

QYMATIX

MAY 6, 2024

Ten years ago, only big technology companies could afford to develop or to implement sales analytics software to find cross-selling or to reduce customer churn. B2B companies can uses nowadays, for example, the same algorithms and machine learning methods that Amazon employ for cross-selling.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Hubspot Sales

SEPTEMBER 6, 2022

According to HubSpot’s 2022 Sales Strategy Report , the third most popular goal for sales professionals in 2022 is prioritizing relationships with existing customers over new ones, and they’ll do so through upselling and cross-selling. How are reps cross-selling? How are reps down-selling? How are reps upselling?

Prioritization 101

Prioritization Sales Communication 101

Arpedio

DECEMBER 20, 2023

As businesses strive to increase sales and revenue, cross-selling has emerged as a vital strategy for achieving these goals. Cross-selling involves offering customers strategic product pairings that complement their current purchases, thereby encouraging them to buy more and increasing overall revenue.

Business Growth 52

Business Growth Sales 52

Groove HQ

MARCH 28, 2024

A well-written customer support email can make all the difference between refund and a cross-sell (or long-term customer loyalty.)

62

62

Hubspot Sales

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. You’ll ask open-ended questions to understand their pain points and determine if your product or service is a good fit. Are there any specific features, services, or terms that are of particular importance to you?

Negotiation 106

Negotiation Telecommunications Sales Software 106

Red Star Kim

APRIL 17, 2023

All delegates spent between 10% and 49% of their time selling. The main reasons cited for a lack of cross-selling were: everyone is too busy and there is a lack of information about the other services provided by the firm. All delegates indicated that referrals were responsible for over 50% of their work.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Arpedio

APRIL 30, 2024

Opportunity Identification: Analyzing customer data and engagement metrics to uncover cross-selling and upselling opportunities within your accounts. Relationship Building: Fostering strong relationships with your clients through regular communication, personalized interactions, and exceptional customer service.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. These teams play a critical role in ensuring that the client is successfully using the product or service and achieving their desired outcomes.

Account Management 89

Account Management Management Client Relationships Business Growth 89

Brooks Group

APRIL 25, 2024

Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line. Benefits of Long-Lasting Customer Relationships In today’s highly competitive business environment, the success of a company often hinges on how well its customer-facing teams—sales and customer service—cooperate.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Internal champions: Enthusiastic supporters of your product or service who actively promote its adoption within the organization.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Arpedio

JANUARY 17, 2023

Cross-sell and Upsell – Prolonging your customer’s revenue potential. Cross-selling and upselling are sales techniques aiming to optimize revenue by increasing the amount a customer spends with your business. An Introduction to Cross-selling and Upselling. What is Cross-selling? Back to blog.

Profitability 52

Profitability B2B Account Management Decision-making 52

QYMATIX

APRIL 18, 2024

The members of the VTH are around 230 wholesalers for industrial and technical requirements (technical distributors) with all associated services as well as processing and finishing. This means a total of around 400 sales outlets throughout Germany, Austria, Switzerland and neighbouring countries and a total turnover of over 4.5

Artificial Intelligence 52

Artificial Intelligence Sales Analytics B2B Retail 52

Arpedio

DECEMBER 20, 2023

Additionally, CLV can be used to improve customer retention efforts and explore tactics like implementing loyalty programs or utilizing upselling and cross-selling techniques to increase profitability. This includes loyalty programs , targeted communication, and excellent customer service. appeared first on ARPEDIO.

Profitability 52

Profitability Acquisition Customer Experience Communication 52

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. To successfully sell at this level, you need to adapt your strategies.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Force Management

OCTOBER 26, 2023

In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers.

Sales 75

Sales Meetings Organization Management 75

Arpedio

DECEMBER 20, 2023

With its purpose to encourage customers to purchase products or services that are of higher value or complementary to their intended purchase, upselling is a powerful tool that can lead to increased sales and profits. It is essential to distinguish upselling from cross-selling, another popular sales technique.

Profitability 52

Profitability Customer Experience Sales Marketing 52

PartnerTap

JULY 10, 2023

Ideally, you’d invest additional MDF towards partners aligned to specific corporate priorities, like sourcing new logo deals, increasing accounts in a specific industry, or moving existing customers onto your new subscription services. Others are great at migrating customers onto your new services.

Prioritization 96

Prioritization CRM Decision-making Marketing 96

Arpedio

NOVEMBER 29, 2023

The gift-wrapping industry Account-Based Selling technology and Salesforce consultancy Selling spare parts to Santa's sleigh First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. How might global or geopolitical events impact service delivery?

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Arpedio

DECEMBER 16, 2023

0,1% 10% A whopping 25% First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events. Learn more White Space Analysis Discover upsell and cross-sell opportunities.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Arpedio

DECEMBER 13, 2023

December 14 How can ARPEDIO's solutions help sales professionals spend more time on selling? Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Zendesk

SEPTEMBER 6, 2022

The service landscape may be stark, but we can’t stop making CX a priority and investing in areas where the impact can influence business growth. They’re drawn from the 2022 CX Accelerator report , which includes insights from nearly 5,000 customer service decision-makers around the world. But don’t do it. gated-cta-in-post].

Decision-making 98

Decision-making Prioritization Business Growth Organization 98

Brooks Group

FEBRUARY 27, 2024

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. But when you only sell on price, margins are slim.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Arpedio

DECEMBER 12, 2023

Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more White Space Analysis Discover upsell and cross-sell opportunities.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

QYMATIX

MARCH 12, 2024

According to the Federation of German Wholesale, Foreign Trade and Services (BGA), wholesale and foreign trade companies are increasingly realising the potential of using artificial intelligence. This application area of AI in wholesale supports primarily sales and internal customer service. What are AI-based assistants for sales?

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

Arpedio

DECEMBER 11, 2023

First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events. Learn more White Space Analysis Discover upsell and cross-sell opportunities. Learn more Account Management Powerful account planning in Salesforce.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Arpedio

DECEMBER 19, 2023

Onboarding actually got more complex and slow The speed of a cheetah wearing rocket-powered roller skates 4 x faster First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Onboarding 52

Onboarding Account Planning Stakeholders Account Management 52

Arpedio

DECEMBER 18, 2023

Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more White Space Analysis Discover upsell and cross-sell opportunities.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Arpedio

DECEMBER 9, 2023

Tailored analytics and actionable insights for sales optimization Advanced training in gingerbread house construction techniques First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications regarding products, services and events.

Construction 52

Construction Account Planning Stakeholders Account Management 52

Arpedio

DECEMBER 17, 2023

Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more White Space Analysis Discover upsell and cross-sell opportunities.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Arpedio

DECEMBER 22, 2023

Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more White Space Analysis Discover upsell and cross-sell opportunities.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Arpedio

DECEMBER 23, 2023

Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more White Space Analysis Discover upsell and cross-sell opportunities.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52

Arpedio

DECEMBER 21, 2023

Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more White Space Analysis Discover upsell and cross-sell opportunities.

Account Planning 52

Account Planning Stakeholders Account Management Communication 52