카지노 사이트 Expand Selling research provides clear guidance on how to utilize 카지노 사이트 and Customer Success teams in the Sales process for cost-effective revenue growth from existing customers. The name 카지노 사이트 킹덤�expand selling카지노 사이트 킹덤� is derived from the third stage in 카지노 사이트- Land, Adopt, Expand, Renew (카지노 사이트 킹덤�LAER카지노 사이트 킹덤�) customer engagement model. It is rooted in 카지노 사이트- belief that selling can be the natural, helpful outcome of a 카지노 사이트 conversation, as long as it is taken within the mindset of helping the customer solve their problem, achieve their goals, and drive value from their technology investment.

Expand Selling and its Role in Business Growth

The first thing to remember when involving 카지노 사이트 in the Sales process is that, perhaps counter-intuitively, no one is trying to turn them into salespeople. While they can be involved in discovering and driving upsell and cross-sell opportunities, their primary job is (and always will be) to help the customer and resolve their problems. But in the course of doing so, they may discover and aid in new sales opportunities. 카지노 사이트 Expand Selling research and advisory provides the playbook to safely turn these interactions into revenue.

As any Sales leader will tell you, selling is a numbers game. The concept of 카지노 사이트 킹덤�touchpoint calculus카지노 사이트 킹덤� affirms that your company카지노 게임 사이트 카지노 사이트 teams interact with your customers 5-15x as often as their Sales counterparts. To grow revenue from existing customers effectively, these interactions can카지노 사이트 킹덤�t be left on the table. While involving 카지노 사이트 is important to growing enterprise accounts, it may be even more critical with your SMB market segment, where hiring adequate Sales coverage to properly cover the breadth of these accounts is cost-prohibitive. 카지노 사이트 teams have to be able to take Sales motions in order to make cost-efficient growth happen.

That said, 카지노 사이트 professionals, by-and-large, are seen as 카지노 사이트 킹덤�trusted advisors,카지노 사이트 킹덤� and customers will relate to them the problems, challenges, and initiatives that they won카지노 사이트 킹덤�t ever divulge to a Sales rep. This relationship equity, while powerful, has to be spent wisely. It can lead to tremendous insight, but with the potential reward comes risk.

This is why the prime directive of expand selling comes from 카지노 사이트- CEO J.B. Wood, as he stated in his 2009 book, Complexity Avalanche, 카지노 사이트 킹덤�Helping will sell, selling won카지노 사이트 킹덤�t help.카지노 사이트 킹덤� Any sales activity taken on by 카지노 사이트 teams must be done strictly within the context of helping the customer solve their 카지노 사이트. problem or drive additional value from their technology investment. With that core mission in mind, 카지노 사이트 teams can not only generate additional leads and revenue, but also improve customer outcomes.  

The Four Stages of Engaging 카지노 사이트 in the Sales Process

카지노 사이트 has identified four key motions that 카지노 사이트 delivery teams can take to help drive revenue from existing customers. Moving from left to right, the activities undertaken by the 카지노 사이트 teams become more complex and intentional, and take the customer deeper into the Sales cycle, even to the point of closing the deal themselves.

Stage 1: Gather and Leverage Account Intelligence

As we start on the left side of this chart, Gather and Leverage Account Intelligence, 카지노 사이트 teams don카지노 사이트 킹덤�t have to make many changes to what they카지노 사이트 킹덤�re already doing to provide useful information. They have a treasure trove of data that can be utilized by Sales and Marketing. However in many cases, these outside groups aren카지노 사이트 킹덤�t even aware of the account data that 카지노 사이트 possesses. Even if they are aware, this data requires translation to be useful. 카지노 사이트 has a different language and lexicon than Sales, and the data needs to be packaged correctly in order to be impactful.

Stage 2: Participate in the Sales Process

카지노 사이트 teams are constantly being asked to 카지노 사이트 킹덤�chip in카지노 사이트 킹덤� throughout the various stages of the Sales cycle, especially with upsells and cross-sells to existing customers. They are involved in pricing and scoping of projects, assisting in quoting and placing orders, and in reinforcing the value that customers are receiving from their company카지노 게임 사이트 offerings. Recently, 카지노 사이트 has seen even more creative ways to involve 카지노 사이트, including educating customers on using features they already have (카지노 사이트 킹덤�uptelling카지노 사이트 킹덤�) or even helping to capture and communicate the value that customers are receiving from their investment in your technology (카지노 사이트 킹덤�value selling카지노 사이트 킹덤�).

Stage 3: Generate Leads

There isn카지노 사이트 킹덤�t a more cost-effective source of B2B leads than your 카지노 사이트 Delivery and Customer Success teams. The leads they take generally cost between $7 and $25 (Marketing-generated leads cost 10x as much) and close between 20 and 25% of the time. They are taken in the course of their normal 카지노 사이트-related duties, meaning the leads are directly related to a customer problem that needs solving. However, you need the proper systems, processes, training and compensation to make it all work well. 카지노 사이트 provides the benchmarking and proven best practices that allow you to not only uncover new opportunities, but also provide better outcomes for customers.

Stage 4: Close Deals

카지노 사이트 has found that 카지노 사이트 teams can be charged effectively with closing actual , under carefully-orchestrated conditions. They cannot fill the role of the account executive, executing complicated sales with negotiated terms and multiple-stakeholder alignment. They may, however (depending on their level of capability), be able to drive upsells, which 카지노 사이트 defines as adding incremental value to an existing agreement. The types of sales they execute should be in line with 카지노 사이트- STAR Protocol:

• Simple
• Transactional
• Analytics-Driven
• Repeatable

When these conditions are met, 카지노 사이트 research has shown that Average Revenue Per Account (ARPA) can grow significantly.

Expand Selling Depends on Cross-Functional Collaboration But Can Lead to Big Returns

Expand selling motions are most effective when they aren카지노 사이트 킹덤�t taken by 카지노 사이트 teams alone. They deeply benefit from the cooperation of Sales and Sales Operations, and thrive more effectively if Marketing is involved as well. Getting all of these teams on the same page with a well-articulated, efficient and effective engagement model for existing customers is critical for cost-effective revenue growth.

From startups to the Fortune 100, technology companies are learning more about how 카지노 사이트 is helping companies leverage 카지노 사이트 touchpoints to increase revenue from existing customers. We카지노 사이트 킹덤�d be delighted to have a conversation with you around your company카지노 게임 사이트 unique challenges and how the research can help you achieve cost-effective growth, so please contact us to learn more.

In the meantime, this free resource can also help you get a better understanding of expand selling and the value it can bring to your organization:

• [White Paper] The State of Expand Selling: 2018