In this episode, we reveal why upsell and cross-sell are your secret weapons for scalable, efficient revenue growth.
This conversation strips back the myths around expansion revenue as Janice B Gordon and Sandy Yu uncover practical ways CEOs can turn customer relationships into predictable, repeatable revenue.
What you'll learn:
a) Why acquiring new customers costs twice as much as expanding existing ones
b) The biggest mistakes CEOs make when operationalizing upsell and cross-sell
c) How to build a clear operating system for expansion revenue
Today, Janice B Gordon is joined by Sandy Yu, a cross-sell and upsell expert who's advised CEOs across North America, Europe, and Asia after leading GTM teams at PwC, Cisco, and Oracle.
Timestamps:
05:24 Challenges with cross selling and upselling
07:00 Importance of customer research
10:25 Clarifying sales metrics and goals
15:56 Investor expectations for CEOs
16:52 Building customer trust and advocacy
20:03 Focusing on key business metrics
23:14 Discussing cross-sell and upsell strategies
Connect with Sandy Yu
https://www.linkedin.com/in/sandysyu/
www.revenuecco.com
Connect with Janice
Book Janice to speak at your next sales or leadership event: https://janicebgordon.com
LinkedIn: https://www.linkedin.com/janice-b-gordon/
Instagram: https://www.instagram.com/janicebgordon
Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast
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