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30 Minutes to President's Club | No-Nonsense Sales
How to Sell Without Sounding Like a Salesperson | Courtany Williams | Ep. 298 (Lead)
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.
38:16
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Quick takeaways
- Effective upselling relies on understanding existing customers' interactions with services to identify tailored product opportunities.
- Collaboration between sales teams and Customer Success Managers is crucial for aligning customer goals and maximizing upsell potential.
Deep dives
Identifying Growth Ideal Customer Profiles (ICPs)
Developing an effective growth strategy begins with identifying the appropriate Ideal Customer Profiles (ICPs). It is essential to differentiate between growth ICPs and new business ICPs, as the two have varying needs and characteristics. Growth ICPs focus on existing customers and their potential for upselling various products based on factors like company size and product usage. For instance, targeting VPs of marketing becomes crucial when exploring cross-sell opportunities into marketing automation solutions for customers who have already purchased a CRM.
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