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How Do I Close More Sales and Boost Upsell/Cross-sell?
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Maximizer Presenters
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Sandra Keen
Director of
Marketing
Nicole Steele
Marketing Manager,
Americas
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Today’s Agenda
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• Today’s selling environment
• Closing sales & maximizing
upsell/cross-sell
• New ways to engage buyers
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Today’s Selling Environment
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50% of leads aren’t
sales ready when
they’ve completed
only one interaction
on your website.
Buyers are up to 90%
of the way through
the buying journey
before they consider
contact with a vendor.
67-90% 50%
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Today’s Selling Environment
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• Nurturing is key – provide prospects with the
answers they need, when they want it
• Arm Sales with insight – use the information
revealed by potential buyers to understand
their needs and interests, and help them
make sense of the data points
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Today’s Selling Environment
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Nurturing• Analyze the journey prospects take from
initial inquiry to purchase by looking at what
content is consumed at each stage
• Create a profile for each major buyer
segment
• Replicate the journey through content that
addresses their interests, needs preferences
and price point in an automated drip
marketing campaign
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Sales Insight
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Today’s Agenda
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• Today’s selling environment
• Maximizing upsell/cross-sell
• New ways to engage buyers
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Uncovering Upsell/Cross-Sell Opportunities
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Uncovering Upsell/Cross-Sell Opportunities
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Uncovering Upsell/Cross-Sell Opportunities
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Single Customer View (SCV)
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• Capture and track customers and their
interaction with your brand across every
channel
• Use the data to create a better customer
experience
• Long term loyalty, higher retention and
profitability
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Steele Capital Management
Challenge:
Lack of ability to track
profitability for both client &
broker relationships.
Results:
• 30% annual client
acquisition rates
• 99% client retention
• Increased assets under
management by 30%
annually
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PSI Fluid Power
Challenge:
Struggle to stay organized and recall the details of an account before connecting with the account.
Results:
• Engage more prospects with less time researching last communications.
• Precise information shared with the entire sales team
• Ability to track ROI measurement
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Corporate Cleaning Services
Challenge:
Lack of metrics or records on
customer service
performance, no visibility into
sales conversion rates
Results:
• Improved client
satisfaction
• Improved employee
performance
• Insight into conversion
rates
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Today’s Agenda
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• Today’s selling environment
• Closing sales & maximizing
upsell/cross-sell
• New ways to engage buyers
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New Ways to Engage
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• Be social
• Become a thought-leader
• Sell the dream
• Focus on the customer’s experience
• Build long term relationships
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New Ways to Engage – Be Social
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of Salespeople who use social media
outperform colleagues who don’t
78%
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LinkedIn- Your Best Sales Ally
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Imagine having access to the biggest B2b contact directory while being able to share your expertise with millions of people worldwide! Sales reps should be using LinkedIn to:• Prospect and find your ideal customer• Follow your prospect’s activity in real- time• Listen to conversations and joining group discussions • Position Yourself as an industry thought leader
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• LinkedIn- Prospect and Find Your Ideal Customer
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In B2b sales LinkedIn is a crucial tool to gather prospect intelligence and make prospecting easier, faster and much more profitable. Use LinkedIn to:
• Find the decision maker within an organization without having to cold call or send multiple emails.
• Use the LinkedIn search engine to find people by title, location, company, keyword and seniority levels.
• Learn about your prospect before picking up the phone and cold calling.
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• LinkedIn- Advanced Search Option
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• LinkedIn- Joining Groups and Listening To Conversations
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Joining and contributing to LinkedIn groups will enable you to :
• Share your knowledge and become an “industry Thought Leader”
• Gain customer insight about needs, interests and other topics
• Find and connect with prospects who are actively looking to purchase.
• Expand your reach
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New Ways to Engage – Be A Thought Leader
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• Intrigue, challenge and inspire
• Become an authority
• Sell ideas, not products
• Get in early
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New Ways to Engage – Help Them Realize their Dream
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Find out what your customer really wants
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New Ways to Engage – Focus on the Experience
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of customers have
a negative view
of all salespeople
85%
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New Ways to Engage – Focus on the Customer
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• Pretend your on a first date
• Talk them as if they were a friend
• Pay attention to what they don’t say
• Don’t try to “sell” them anything
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Questions?
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Thank YouNorth America, [email protected]: @MaximizerCRM
UK, Europe, Middle East & Africa [email protected] +44 845 555 99 55Twitter: @Maximizer_CRM
Australia & New Zealand [email protected] +61 2 9957 2011
