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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

  • Increased wallet share by customer

  • Competitor displacement

  • 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

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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

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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

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Change Vision for Cross-Selling

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A

B

C

D

From
To
  • Maintaining accounts

  • Finding new ways to create value

  • Playing defense in the account

  • Uncovering white space

  • Product silos

  • Positioning the complete solution portfolio

  • Only talking to traditional buyers

  • Engaging new audiences

Playbook Approach to Cross-Selling

DSG Solution

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Sales & Marketing Alignment

Playbook Development

High Impact
Training

Continuous

Learning

Recommended Resources

Accelerate Growth with Sales Plays

Sales Messaging Playbooks