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6 Steps for a Successful B2B Cross-Sell and Upsell Strategy

Modern B2B Marketing

To thrive and succeed in today’s competitive environment, you need to incorporate cross-sell and upsell into your marketing strategy to reap the full benefits of your hard-won customers.

Lessons from Financial Services: Cross-Sell to Your Customers Without Pushing Them Away

Modern B2B Marketing

” While a healthy customer base indicates that there is a clear need for your product or service, failing to build on your knowledge of these existing customers and capitalize on cross-sell opportunities can stunt your revenue growth. Percentage of cross-sell or upsell success?

4 Factors to Cross-Selling Services Effectively

Hinge Marketing

As professional services executives, cross-selling services is a goal we, of course, all have – making the most out of our existing accounts, adding more value to the relationship by selling appropriate services and equally appropriate complimentary services.

Cross Sell & Up Sell Strategies for Summer

Your Sales Management Guru

Sales Leadership: Increasing Wallet Share with Cross Sell/Up Sell Strategies. During a recent meeting with a new client’s sales team we began discussing ideas to drive additional revenue, during the meeting I began to poke at what products/services they currently have to offer and then we began a discussion on the concept of cross sell and up sell.

SEO – rank is only half the story

Biznology

So see if there’s opportunities to up-sell or cross-sell. When thinking about SEO, don’t just focus on your ranking positions. It’s only half the story. I’ve often heard “we rank number 3, so we’ve done our job.” Ranking well is just the beginning.

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The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money

Marketing Action

Let’s take a look at how lead scoring, upselling and cross-selling, and advanced lead qualification strategies helped their sales and marketing teams do more with less. Cross-Sell and Up-Sell Current Customers.

The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money

Marketing Action

Let’s take a look at how lead scoring, upselling and cross-selling, and advanced lead qualification strategies helped their sales and marketing teams do more with less. Cross-Sell and Up-Sell Current Customers.

How to Strike While the Iron is Hot with Your Website Visitors

Vertical Response

There’s No Sell Like a Cross-Sell. Some of the best retailers in the industry know and show that this is the time to strike with the cross-sell.

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What’s your company’s Return on Know-how?

Integrated B2B

And it doesn’t take a genius to work out that telling them to sell more just won’t have the desired effect. Our team spends a lot of time discussing business cases – real business cases, not “feel good” benefit-based stuff, but the ones with numbers on them.

SME 18

The Financial State of Social CRM

Sales Intelligence View

Sales representatives can also use them for lead generation and cross-selling and up-selling, and clients see the company’s brand through them. There has been some research on the ROI of social selling.

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What the US Marines Can Teach Your B2B Firm about Marketing and Sales

Marketing Craftmanship

Sell Intrinsically – Because “inside guys” embody the firm’s intellectual capital and deliver its services and solutions, they are best prepared to demonstrate to prospects and clients the firm’s capacity to add value, which is its most powerful sales tactic. Every Marine a Rifleman.

Social CRM: How Can It Make Money?

Sales Intelligence View

Once the consumer world shifted primarily online, the business world followed. The move to relating to the customer who absorbs and shares products and information in 140 characters or less culminated with the rise of social customer relationship management (CRM).

How Marketers Should Think About Customer Marketing in the Engagement Economy

Modern B2B Marketing

This starts with acquisition—the kind of outreach that you and a majority of marketers are probably already comfortable with—but from there encompasses adoption, cross-sell, and advocacy. Cross-Sell Takes On More Importance.

Marketing Hacks: 10 New Ways to Use Your Marketing Automation Platform

Act-On

customer satisfaction, retention and loyalty programs, upsell and cross sell, community-building, and advocacy – all aimed to increase customer lifetime value. Upsell/Cross-Sell.

5 Ways to Improve Customer Retention with Marketing Automation Tools

Salesfusion

For example, you should capitalize on each new cycle as an opportunity to not only re-sell to existing customers but also to cross-sell and/or up-sell to them (this is a valuable frontier, as loyal customers are typically worth up to 10 times as much as their first purchase ).

How, And Why, You Should Calculate Customer Lifetime Value (CLV)

Act-On

How much do you typically make per year from a customer after the first purchase – including cross-sell and upsell revenue (if relevant)? The true value of a customer is not just the size of the deal.

Marketing Hacks: 10 New Ways to Use Your Marketing Automation Platform

Act-On

customer satisfaction, retention and loyalty programs, upsell and cross sell, community-building, and advocacy – all aimed to increase customer lifetime value. Upsell/Cross-Sell.

Observations on the State of Content Marketing

ANNUITAS

Upsell/Cross-Sell: 65%. I spent this morning reviewing the B2B Enterprise Content Marketing report published by Content Marketing Institute.

What Your Doctor Can Teach You About Business Growth

Marketing Craftmanship

For many decades, physicians have been taught the “3 A’s” of a sound medical practice. They are the 3 qualities that their patients will value most highly, in rank order of importance : Affability. Accessibility. Ability.

The Customer Experience Story: Seamless and Not So Seamless

Modern Marketing

The customer experience is increasingly complex Marketers are facing the challenges of trying to deliver unified and coherent customer experiences in a multi-platform, cross-channel world.

What’s the Difference Between Buyer, Customer, and User Personas?

Cintell

The objective for both customer and user personas is to create higher loyalty and retention, as well as increase account value through renewals, cross and up sell. At its very basic level, a “persona” is a character.

How to Unlock the Full Potential of Your Customer Base

Modern B2B Marketing

Add this to the fact that it costs at least 10 times more to acquire new customers than to sell to the ones you already have, according to eMarketer, and you’ve got a strong business case to invest in your customer base. Upsell is defined as selling more of the same product or an upgrade.

What a Basic Sales Process Looks Like [Infographic]

Hubspot

Think of a defined sales process as the outline of selling. Upsell/Cross-Sell. This post originally appeared on HubSpot's Sales blog. To read more content like this, subscribe to Sales.

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

Next the salesperson would walk the client through a Cross Sell/Up Sell program, showing them additional benefits of new offerings they have not taken advantage and how these additional products/services will leverage the clients existing products/services and bring new benefits.

3 Steps to Reduce Churn and Increase Revenue

Modern B2B Marketing

Any company that is losing customers is also losing out on valuable cross-sell and upsell opportunities—it is essentially hemorrhaging revenue. Don’t try to sell more, but offer your support.

Our Funnel is Flipped: ABM Takes Over #FlipMyFunnel

Lattice

Demand generation, account velocity and up-sell/cross-sell opportunities. How do you know two B2B marketers are talking about account-based marketing? Their lips are moving. – Joe Chernov of InsightSquared via the Engagio blog.

Rethinking the Role of Marketing in B2B Customer Engagement

Act-On

Expand : Retaining profitable customers, repeat purchases, loyalty – Owned by customer success, up-selling, cross-selling, loyalty – Owned by sales. Focus on the entire customer lifecycle: Top Performers spend more time, effort, and budget on customer retention, up-selling, and cross-selling.

Why You Are Losing Leads by Not Integrating Events with Marketing Automation

Modern Marketing

Being an effective marketer today means having access to rich and insightful data and having the ability to use this data to personalize customer engagement, automate lead nurturing, and drive up-sell and cross-sell activities.

Marketing is the second-biggest user of Big Data (and other amazing facts)

grow - Practical Marketing Solutions

The Big Data Big Hitters — The most lucrative Big Data projects tackle eCommerce issues such as market basket analysis and cross-sell/up-sell activities. Thanks to my friends at Dell, I received access to the latest EMA/9sight Big Data research.

The Rise of Account Based Thinking

bizible

The nature of B2B buying and selling demands a different process, as it always has. It’s due time to realize that we’re really selling to an account – not just a lead.

The Good, The Bad and The Ugly of eCommerce

Modern Marketing

Improve Conversions with Cross-Channel Retargeting. Create Brand Advocates and Long-Term Customer Relationships to Drive Retention and Cross-Sell Opportunities. Content Marketing Cross Channel Marketing Marketing CloudLet's cut right to the chase.

6 Things to Consider When Creating Your 2017 Marketing Plan

Act-On

Knowing your customers allows you to communicate better with them, ultimately boosting retention rates and the opportunity for upsell and cross-sell. If you’re like me, you woke up yesterday unable (or unwilling) to believe that it was already December. While the holidays are are in full swing, it’s time to start making some concrete plans for your 2017 marketing team. It may seem late in the game, but it’s definitely not too late to create a solid marketing plan for the new year.

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6 Ideas to Expand Your Lead Scoring Model Beyond the Basics

Modern Marketing

Account-Level Scoring Because companies market to individuals but sell to companies, marketers must identify micro-trends within a larger set of interests. Customer Scoring To increase customer lifetime value, you need to seize opportunities for up selling and cross-selling.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

What you are looking for are the typical “ cross sell and up sell” patterns that naturally occur but also what solutions you already sold to each customer, but more important what products/services that you have that have not been introduced to the customer or that are new to your organization.

How, And Why, You Should Calculate Customer Lifetime Value (CLV)

Act-On

How much do you typically make per year from a customer after the first purchase – including cross-sell and upsell revenue (if relevant)? The true value of a customer is not just the size of the deal.

Five Ways Marketing Can Drive Higher Online Commerce Revenue

Modern Marketing

Improve Conversions with Cross-Channel Retargeting. Create Brand Advocates and Long-Term Customer Relationships to Drive Retention and Cross-Sell Opportunities. Cross Channel Marketing Marketing Cloud

13 Customer Loyalty Best Practices for B2B Companies

Act-On

Upselling, cross-selling, and retention should be factored in to how you calculate the return on your content marketing. Go easy on the selling in your content. Stop the hard sell. Stop the soft sell, too. Marketers are often laser-focused on one thing: Get new customers. It ends up being such a focus that any other part of the customer lifecycle gets second-shrift.