You have your flagship product in place, and have garnered a swathe of customers who love your product. You now start building additional features, or even new products, and want to start cross-selling or upselling them to your set of loyal customers. How do you do that?

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!