What’s Your Growth Initiative?
Initiatives
Account Expansion & Cross-Sell
Expansion of existing accounts requires the implementation of well-defined cross-sell plays. But do all of your sellers really know when to sell the next product? An accelerator is to create clarity for salespeople on where to go, what to do, what to say and what to show. DSG can help you drive momentum through creation of cross-sell plays, video-based playbooks, custom training and continuous learning.
Big Idea
Account expansion by selling across the full product portfolio
Outcomes
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Increased wallet share by customer
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Competitor displacement
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Higher retention rates
Common Cross-Selling Mistakes
Lack of defined sales plays (e.g. if your customer has Product A: position Products B and D)
Strategy
Solution:
Develop your cross-sell “sales plays” providing guidance on where to go next in an account
See Solution
Your sales teams are stuck in their comfort zones and what’s right in front of them vs. going wider and deeper in the account
Change
Solution:
Equip your sales leadership teams to provide coaching and accountability
See Solution
Limited sharing of best practices for determining when and how to cross-sell
Enablement
Solution:
Show marketing and product the power of building cross-sell playbooks
See Solution
Change Vision for Cross-Selling
A
B
C
D
From
To
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Maintaining accounts
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Finding new ways to create value
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Playing defense in the account
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Uncovering white space
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Product silos
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Positioning the complete solution portfolio
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Only talking to traditional buyers
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Engaging new audiences
Playbook Approach to Cross-Selling
DSG Solution
Sales & Marketing Alignment
Playbook Development
High Impact
Training
Continuous
Learning
Recommended Resources
Accelerate Growth with Sales Plays
Sales Messaging Playbooks