HappyGilmore

Account Executive

Tips on upselling?

Hey Savages,

Wanted to get everyone's thoughts on upselling, and specifically, how you identify opportunities to upsell within your deals? As a newer AE, I've had this discussion with a couple of managers/directors internally, however I want the WR's input on how you all upsell and know when to do so.

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14 comments

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Feds_Watchin

Politicker

I just sent a follow up email to a customer that purchased a few months ago. I attached a PDF of products that are on the truck that they want to get eventually and what is going to be available in 2022. I said I’m not a type A sales guy. Here is what is available. If you have a need, you know where to find me.

HappyGilmore

Politicker

Account Executive

Ah so putting the ball in the customers court and while in the back your mind knowing they want the products eventually, essentially allowing them to move when they're ready.

mitts2

Politicker

Account Executive

I like that move. I work in SaaS and I still think that strategy could work. "Hey, here is what you bought. Here is everything else that is still available to you when the time is right"

mitts2

Politicker

Account Executive

I love upsells / cross-sells because a ton of the legwork has already been done (relationship building, legal, security reviews, identifying buying power / decision makers). Most of the hard work has already been account for. That said, I try and turn myself into a consultant rather than a salesperson when working with a client who has already onboarded. It becomes less about selling new features and products and more about ensuring the client is getting the most out of our platform.

I generally try and frame my initial call with a current client like this:

- look at all the great work you have done with our platform
- look how much your platform has grown over the course of our partnership
- what are you focused on next? what is your top priority?
- here are some recommendations on how we can help you get there

Often times it is met with, no we are good for now but thanks anyway, which is fine. But occasionally it resonates and now you have an opportunity to run down

Last thing, I've started building product opt ins into my intial contract such that when we close the new business, I already have a product vetted and priced out with a deadline to opt in. Makes for a nice little fast follow upsell.

Good Luck!

HappyGilmore

Politicker

Account Executive

I agree and like this approach in terms of being a consultant and figuring out the right solution for someone. On that last note, I typically will run through a couple of use cases for additional features within our product that could make sense, while letting them know upfront "hey this is extra within the platform, however thought it made sense to show you because XYZ..".

Thanks for sharing!

Ozz

Politicker

Account Executive

Upselling is amazing - we just launched a new product and did a campaign with our SDRs and everyone is so responsive because we are really saving them thousands on legal documents. Tip is to provide the most value when you upsell instead of pushing it on them.

HappyGilmore

Politicker

Account Executive

Thanks for sharing and love the campaign to tie in with your SDRs!

Ozz

Politicker

Account Executive

Yeah, it turned a week of no meetings into full calendar - amazing and helping with stickiness of our solution.

CuriousFox

WR Officer

🦊

Got any tips for us?

HappyGilmore

Politicker

Account Executive

Not sure if its a tip but I think it's more so just understanding someone's situation and goals and aligning on products & services that provide value for their organization.

AnchorPoint

Politicker

-1

Business Coach

"Upselling" sounds like you are selling snake oil door to door... just sayin... Your goal as a professional sales person it to determine where your client is and where they need to be... and then help them get there. If they want a $100 solution and the $200 solution is actually in their best interest, you should be explaining that to them... and vice verse. Take care of the client and money will not be an issue.

mitts2

Politicker

Account Executive

'Upselling / cross-selling' are internal terms. Truly hope no one is using that live with customers...

HappyGilmore

Politicker

Account Executive

I don't use the word upselling around clients, we just have that term internally since we have additional products that layer on top of our core one. But I agree with this, more so show them value so price is never an issue.

AnchorPoint

Politicker

-2

Business Coach

I assumed you did not use that term publicly however, it is a MINDSET. Whether you use that term out loud or not, you are thinking it. Change your MINDSET, change your outcome.

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HappyGilmore

Tips on upselling?

14 comments

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