Install Base
Selling
Time to Cross & Up Sell
REVENUE GROWTH, PLEASE
Install base retention isn’t enough. We need to mine our accounts for opportunities to add value, to cross sell and to up sell. We want the renewal to be a non-event, because, it’s about 80% less expensive to gain an incremental dollar than acquire a new one.
If you’re converting success or renewal reps into selling, you may have challenges with:
- Low sales acumen
- Inability to push through obstacles
- Hesitance to have business and product conversations
Reps need help with:
- Sales talk tracks
- Technique to capture and keep attention
- Proposing solutions to fit situations
- Overcoming objections and competition
- Strategically attacking their books and days
“The reps that went through your training are my highest paid reps in the company; I’ve created a career path just for these guys. They’re like my seal team six. They just get it.”
Michael Poe, SVP Operations & Global Optimization, Service Source
WHAT’S COVERED?
Level 1 – ASK FOR MORE
CONTENT
- Intros that get prospects leaning in
- Double your returned messages
- Leverage happy customers into new opportunities
- The role of a XUS Consultant
- Align solutions to the customer’s situation
- Ask questions to uncover the need for our solution
- Business / Industry terms, trends, & challenges
OUTCOMES
- Mindset and confidence shift
- CSAT improvement
- Opportunities in pipeline
Level 2 – BRAND NEW BUSINESS
CONTENT
- Quickly qualify growth opportunities & rank accounts
- Add net-new buying contacts
- Overcome the brush off
- Understand customer drivers, values, and challenges to improve relationship
- Convert unhappy customers into raving fans
- Ask better questions to align w/ customer value
- Ask for commitments to move the sale forward
OUTCOMES
- Improved territory penetration
- Spikes in productive talk time
- Increased close percentage
Level 3 – SELL LIKE A BOSS
CONTENT
- Have business goals & challenges conversations
- Expert listening and communication
- Ask customers for your share of wallet
- Educate customers while pushing value hot buttons
- Overcome your top 3 objections
- Overcome your top 3 competitors
- Create strategic plans of attack for each account, territory and selling day
OUTCOMES
- More deals in the pipeline
- Improved pipeline velocity
- Account and revenue growth
Uplift in goal attainment from 70% to over 110%. 67% increase in legacy account growth just one quarter post training.
I’m in love. How do I contact you?
We’re glad to hear it! Head on over to our Contact page or pop John an email at info@factor8.com. He’s the tall bald one.
Can you show me your classes?
We sure can. Our classes are like no other. They’re interactive, real-time training classes that can be applied immediately. You can’t hide in our classes! Check out our other classes here.
Hmm. What are others saying?
We’re glad you asked. We’re delighted to see how class participants have transformed the way they work – they’re crushing their goals. Check out the unbiased reviews over at AA-ISP. We can’t edit these!