Adapting Market Focus and Sales Strategies

The chapter delves into a shift in perspective towards upselling and cross-selling opportunities at checkout for a national-scale franchise, highlighting the need to understand market fit and adapt to new challenges. Discussions include the differences between upselling in e-commerce, contribution margin analysis, and the decision to hire a more junior SDR, while exploring experiences with outsourced SDR vendors. Emphasis is placed on market size, customer base selection, and the challenge of finding a sustainable business model for significant growth.