Cross-Sell Training: Which Accounts to Target
Which accounts should sellers go after? Start with what they should already be buying
Using each account’s geography and industry segment, we identified what it should be buying from the client. The CRM data was messy, so we kept it simple with a 0 or 1: does the account have the product or not. That was enough for Claude to rank the accounts with the highest cross-sell potential, which we then mapped to renewal dates and upcoming sales cycles. Sellers ended up with a cross-sell territory plan: the top 20 accounts and what to sell each one.
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Based on the company’s geography, their industry segment, etcetera, what do we know they should be buying from, from the client, what do we know they should be buying?
And at this at this point, because the CRM data was difficult, we actually just use binary code 01.
Do they have the product? Do they not have the product?
So that made it very easy for Claude then to be able to tell us these are the top accounts you need to be going after that have highest potential for cross sell. We can map that of course to their renewal dates and any upcoming sales cycle.
So what this gave our sellers was a cross selling specific territory plan.
These are the top 20 accounts.
Here’s what we want you to go and sell them.
Here’s what we know they should be buying.
This took so much of the guesswork out of what should I be targeting for salespeople?