Install Base

Sales Training

Cross-Sell and Upsell Your Existing Accounts

CONVERT YOUR RETENTION TEAM FROM A COST CENTER TO A REVENUE CENTER

Install base retention isn’t enough. We need to mine our accounts for opportunities to add value, cross-sell and upsell. It’s about 80% less expensive to gain an incremental dollar than acquire a new one. Let’s use these existing accounts to increase revenue.

If your customer success or renewal reps are not trained in sales, you may have challenges with:

  • Low sales acumen
  • Inability to identify and create new opportunities
  • Hesitance to have business conversations vs. product conversations

Reps need help with:

  • Sales talk tracks
  • Conduct an effective discovery conversation
  • Proposing solutions to fit situations
  • Overcoming objections and competition
  • Strategically attacking their books and days

“Factor 8’s training was a fantastic experience for me. I have been with my organization for almost 10 years and this training taught me many new techniques to engage and upsell to all of the clients in my portfolio.”

Jay W., Client Relationship Team Lead

EXAMPLE OF WHAT’S COVERED

All of our sales training programs are customized to your team’s needs and experience.
Below is an example of what’s covered during cross-sell and upsell training.

Level 1 – ASK FOR MORE

CONTENT

  • Intros that get prospects leaning in
  • Double your returned messages
  • Leverage happy customers to create new opportunities
  • Align solutions to the customer’s situation
  • Ask questions to uncover the need for your solution
  • Business/industry terms, trends, & challenges

OUTCOMES

  • Mindset and confidence shift
  • CSAT improvement
  • Increase opportunities in the 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
  • Increased account penetration
  • Revenue growth

Uplift in goal attainment from 70% to over 110% and a 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 shoot us an email at info@factor8.com.


Can you show me your programs?

We sure can. Our programs are interactive, real-time training classes that can be applied immediately. Check out our rep programs here.


Hmm. What are others saying?

We’re glad you asked. We’re delighted to see how program participants have transformed the way they work – they’re crushing their goals. Check out our customer testimonials here.

Want more info about our Cross-Selling/Upselling Sales Training?

Download our Cross-Selling/Upselling Brochure Today!