Too busy to be proactive? You have the last mile problem.
Cross-Sell/Upsell Meetings Aren’t a Priority
Customer-focused reps handle so many clients they can barely keep up with all the trouble tickets and projects—forcing expansion selling to suffer.
Hard to Identify Expansion Opportunities
Customers rarely use more than one or two products of a solution, despite the benefits. Knowing which additional services to offer which customers and when is hard. Prompting a structured, consistent account expansion motion is nearly impossible.
QBRs Aren't Aligned to Renewals
Proper Quarterly Business Reviews should be planned around customer challenges, aligned to customer goals, and timed to add the additional services at the time of renewal... but they’re not.
