Case Study - Cross Sell

Client Business
  • Issues To continue to achieve year on year growth of 20%+ was under pressure
  • Needed to win more larger accounts Increase Share of Wallet (SOW) in existing larger accounts
Perceived Opportunity
  • Create clear differentiation (Value Proposition) to increase traction to drive new business and cross-sell from existing customers
Insight Uncovered by Beyond 19 Partners
  • While the sales people were highly skilled in their trade, they didn't have a broad enough view of their customer's business They were not looking for the business drivers of their customers
  • The consequential value they had delivered in the past was significant at times but most often not recognised by the customer or the sales person
Outcomes
  • Greater share of wallet in existing customers by increasing the range of offerings (cross sell improvement of 45%) Improved new business success rate by approximately 60% over the previous 2 years
  • Over achieved on the year-on-year growth target by 12% Improved insight uncovered new opportunities from existing customers (e.g. for one customer this resulted in a $50M deal within weeks of implementation)
  • A greater understanding of, and the ability to articulate the Value Proposition delivered a significant increase in new business opportunities

Recent Blog

The Future of Sales

Posted by Paul Davenport on 16 October 2018
The Future of Sales
The Future of Sales  Salesforce.com recently released an article following extensive ...
Posted in: CRM High Performance Sales Sales performance virtual coach Sales Behaviours Initiatives Sales Growth   0 Comments

Transitioning from great sales person to great sales manager (part 2)

Posted by Ingrid Maynard on 9 October 2018
Transitioning from great sales person to great sales manager (part 2)
In part 1, I looked at why the best sales people don't always make the best sales managers...
Posted in: High Performance Sales Sales Behaviours Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Sales Leadership   0 Comments

Dreamforce 2018 - Beyond19 Highlights

Posted by Tony Hall on 1 October 2018
Dreamforce 2018 - Beyond19 Highlights

My top 3 Dreamforce highlights Dreamforce is an extraordinary event, with 200,000 atten...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Relevance Sales Growth Sales Leadership   0 Comments
< Previous | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | Next >

Improve your behaviours to improve your team

999 Nepean Hwy,
Moorabbin VIC 3189, Australia

PrintTell a FriendBookmark Site