COURSE DESCRIPTION: This Webinar is based on two of the most under-utilized sales practices today: cross-selling and up-selling. If you are not effectively cross-selling and up-selling, you are leaving money on the table every time you close a sale. In fact, when you fail to do this, it can be worse than that. When you have a solution that your customers should have bought, but didn’t, you not only left the sale on the table, the customer left some of their ROI there as well.
What if you could make each sale more profitable for you and your customer? Today’s top performers embrace cross-selling and up-selling and close more business at higher profits and capture market share in the most efficient way possible.
What you will learn:
- Critical timing of effective cross-selling and up-selling
- Necessary steps for effectively cross-selling and up-selling
- How to prioritize the customers you should pursue
- Who you should target within your client organizations.
ABOUT THE SPEAKERS:
David Pearson, Vice President of Channel Operations.
David leads key Miller Heiman sales initiatives. He is responsible for channel management and leads the company's efforts in quality facilitation delivery, management of Miller Heiman sales opportunities, as well as the recruitment and induction of new sales consultants. He oversees continuing education to ensure and build expertise.
David leads the Keynote Program for Miller Heiman and has become a sought-after speaker, having made numerous presentations to private business and executive conferences, speaking on sales related topics and trends throughout North America, Europe, and Asia. David has a previous career in sales and sales management and has extensive consulting experience.
Frank Troppe, Sales Consultant
Frank Troppe, noted author and speaker on field operations, has 20 years experience leading teams responsible for sales, operations, acquisitions, and integration. His practice areas include revenue generation, improvement of operating margins, and workforce evolution.
Frank is the author of The Cave Creed, Branching Out - Replicating High-Performance Field Operations, and co-author of Cross Sell, Up Sell - Helping Your Customers Think Bigger, as well as numerous articles on reducing the risk in hiring and development. He is the Founder and Chief Executive Officer of 3PR Corporation and a sales consultant for Miller Heiman.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
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