AI Cross Sell and Up Sell - How Far Behind Your Competition Do You Want to Be?

“Get more from the existing customer install base,” is a common directive from upper management. Of course, this is sensible and leverages relationships already established. So why doesn’t it happen all the time? And what are the problems with the normal approach to going high, wide, and deep in an account?

In this short (4 minute) video, Jim Dickie outlines the “Old School” approach to strategic account management: checking LinkedIn profiles, leaning on existing contacts. What do you do when your key contact in a key account leaves? A virtual AI Research Assistant is the “New School” answer, and screenshots of what this means and why it will help you win are presented.

𝗙𝗼𝗹𝗹𝗼𝘄 𝘂𝘀 𝗮𝘁:

𝗪𝗵𝗮𝘁 𝗪𝗲 𝗗𝗼
We are researchers, mentors, and coaches to the world’s best sales teams. Our focus is on the emerging area of AI-for-Sales and the timeless subject of Sales as a Profession.

Sales Mastery is a research and advisory services firm focused on AI-for-Sales solutions and issues/best practices associated with Sales as a Profession. We believe the future has already arrived and belongs to companies that create a data-driven culture of continuous improvement.

𝗕𝗮𝗿𝗿𝘆 𝗧𝗿𝗮𝗶𝗹𝗲𝗿 | 𝗖𝗼-𝗙𝗼𝘂𝗻𝗱𝗲𝗿
Barry is a past president of both Miller Heiman and Goldmine—a world-class sales training firm and a well-known provider of CRM applications, respectively. He was a co-founder of CSO Insights.

𝗝𝗶𝗺 𝗗𝗶𝗰𝗸𝗶𝗲 | 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗙𝗲𝗹𝗹𝗼𝘄
Jim began his career more than 30 years ago with IBM and Sterling Software before launching two successful software companies. He was a co-founder of CSO Insights.