It’s way easier to grow revenue from people who already buy from you than to go chase down cold leads. But if you’re managing accounts, trying to upsell or cross-sell can feel awkward—especially when you’re still trying to keep the client happy.
In this video, Leslie Douglas (VP of Sponsorships & Client Services at Sell Better) walks you through how to grow your existing accounts without being pushy. You’ll learn how to spot the right timing, what to say, and how to keep the relationship warm year-round so the expansion convo feels natural.
Here’s what we cover:
- How to stay in touch without being annoying
- What signals to watch for that tell you it’s time to expand
- The difference between upsell, cross-sell, and multi-department expansion
- How to pitch an upgrade without sounding like a salesperson
- Scripts you can use to kick off the convo
- Why timing is everything, and how to spot it
Expansion doesn’t have to be weird. It just has to be thoughtful.
Timestamps
0:00 Introduction to Account Management & Upselling
1:01 Maintain The Relationship With The Customer
3:08 When To Try to Upsell an Account
4:14 Different Ways to Expand an Account
6:07 Account Management Sales Approaches
7:20 Expanding Accounts Summary
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