
Three Top Selling Tips from Sales Superstar Neil Riveron
I love connecting with great salespeople and getting their top tips on selling. Here are 3 great tips from Rapid Response’s Neil Riveron…
2020 has certainly been a year filled with challenges. Salespeople who have mastered the “upsell” have fared well in maintaining earnings and more importantly, providing value to their customers. Here are 4 ways sales management software helps you win more upsell sales!
We all know the saying, “A bird in the hand is worth two in the bush.” In security sales, that’s certainly the truth. Keeping your existing client base happy can provide a steady revenue stream that requires less elbow grease than bringing in new customers. With a pandemic year making it harder to network and establish new relationships, we are all the more thankful for our existing loyal customers!
2020 has provided ample opportunity for upselling. The solutions you’ve installed, and that your customers have relied on, may need to be revisited due to changing health, safety, and security concerns. Now is a perfect time to be reaching out.
Don’t overlook this low hanging fruit! Executives and sales leaders – determine how much of your organization’s quota should be coming from upsells and reward your sales team for reaching those goals. Sales management software can help. Here are several ways to leverage its capabilities to help your sales team identify upsell opportunities, present them most effectively, and close more sales.
The beauty of sales management software is that it makes presenting different options easy. Salespeople can quickly present different products, services, or packages and run pricing on the fly. They can also see how these options affect their margins, commissions and quotas, incentivizing them to create options that offer a win/win for all involved. And, sales management software ensures that any options presented have the blessing of management. The software will prevent presentation of upsell packages that don’t make sense, either from a solution or profitability standpoint.
In summary, salespeople who have a means to identify upsell opportunities, flexibility in what they can offer, and a way to price and present professionally and consistently, have an advantage when it comes to upselling. By providing a centralized way of scheduling and tracking these sales, quantifying success against individual quotas, and efficiently and effectively presenting to your customers, sales management software can make all the difference!
What solutions have you been upselling during in 2020?
I love connecting with great salespeople and getting their top tips on selling. Here are 3 great tips from Rapid Response’s Neil Riveron…
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