Articles Tagged ‘account development’

Up-selling makes the selling of services easier and increases the value of existing and new customers. This article explains what up-selling really means.
Up-selling is where you attempt to sell a customer a higher value product or service. It could be an existing customer who is already using the product or service and selling them a [...]

Cross-selling makes the selling of services easier and increases the value of existing and new customers. This article explains what cross-selling really means.
Cross-selling is where you attempt to sell a customer additional products and services. For example, a mobile phone company may attempt to cross-sell mobile broadband packages to customers who are on a monthly [...]

During the account planning sessions you will have identified potential opportunities but this should actually be an ongoing activity with all priority accounts – even those not big enough to justify formal account planning sessions.

When we are working on our accounts day-in, day-out it is sometimes hard to see the wood from the trees. Taking time out to review important accounts on a periodic basis will help to protect what we have already achieved and maximise the growth potential.