The Real Focus For Up-Selling

Posted by Ray Collis 7. Forget Up-Selling Monday, November 15th, 2010

Getting the first sale requires helping the customer to buy. However, ensuring you get the second sale will come down to your ability to contribute to your customer’s success. Sales managers often ask ‘how can we take more revenue from that account?’ However, suppliers need to change the focus from ‘how can we take more [...]