30 Minutes to President's Club | No-Nonsense Sales How to Sell Without Sounding Like a Salesperson | Courtany Williams | Ep. 298 (Lead)
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Mar 27, 2025 Courtany Williams, Director of Growth Sales at Insightly, shares her expertise in upselling and cross-selling strategies. She emphasizes the importance of tailoring demos to specific customer needs and encourages a collaborative approach in sales discussions. Courtany introduces the technique of inviting prospects to visualize solutions, enhancing trust and engagement. Additionally, she discusses the value of confirming customer buy-in before advancing discussions and how aligning next steps with customer goals can drive effective sales outcomes.
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Identifying Your Growth ICP
- Identify your growth Ideal Customer Profile (ICP) by considering what you can sell, the existing product usage, customer engagement, and company size.
- Look for opportunities to cross-sell or upsell based on these factors, which may differ from your new business ICP.
Generating Inbound Growth Pipeline
- Leverage existing customer interactions to generate inbound growth pipeline.
- Train support reps to identify upsell and cross-sell opportunities during support interactions and pass them as leads.
Big Deal Review
- Weekly deal reviews with AEs, sales engineers, and marketing help identify cross-sell opportunities and improve sales strategies.
- In one complex deal, a sales engineer identified integration solutions using AppConnect, saving the deal and adding a new product.