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.