Don’t underestimate your customer’s curiosity of what else is out there that could benefit them. Get ahead of the curve and take action to improve your bottom line.
- Prioritize the relationship portfolio: Look for upcoming contract and product-level renewals, and prioritize the relationships you think would best benefit on an up-sell or cross-sell based on their needs.
- Deliver customer relationship insight and negotiation guidance: Create a summary of the identified accounts and identify incentives, discounts, or special payment terms that you can offer to make new products and solutions even more enticing.
- Track your success: Without tracking, you lose the ability to adapt strategically and continue to grow your sales. Ensure your tracking is set up to be shared with all teams involved in your initiatives.
Read the source article at Forbes.