Reboot Customer Cross-Sell: How to Capitalize on High Yield Opportunities Now

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As companies bounce back from lockdowns, sales and customer experience teams need to focus their resources on high yield revenue opportunities for an aggressive restart. It’s a no brainer for organizations like these to focus on existing customers – today’s installed customer base drives at least 80% of tomorrow’s revenues. Join us on Thursday, May 28th at 3:00 PM ET as we cover the specific datapoints needed to predict a buyer’s growth potential AND how to drive scalable cross-sell programs for your front-line teams.

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Cross-Selling at Scale – Optimizing Your Sales and Marketing Motions for Account Growth

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With the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling are compelling. Cross-selling at scale requires consistent and disciplined processes for consolidating data and insight, identifying white space and creating and converting demand…

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9 Requirements for Effective Cross-Selling in Financial Services

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Our nine requirement guide for financial services companies to build effective and scalable cross-selling programs.

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4-Step Approach to Cross-Selling into Mid-Market Accounts

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In our recent CMO Survey blog post, we highlighted how Tech CMOs allocate three-quarters (74%) of their total marketing spend on their top priority: Driving growth from existing markets. This blog tells the story of HOW to get results driving cross-sell in those existing markets…using the experiences of a leading technology platform provider for digital […]

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Cross-Selling is an Endurance Run, Not a Sprint

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This month, Chase Sapphire signaled a new strategic focus on cross-selling with a lucrative 60,000-point signup bonus for customers opening a new Sapphire Banking premium checking account. In addition, the offer includes special VIP access to Sapphire lounges at concerts, sports and special events as well as early ticket sales and premium seats. The irony is […]

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How to Cross-Sell at Scale – Part 2

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By now, everyone knows that cross-selling (including upselling/cross-selling a new product) is an unbelievable source of profitable revenue growth. Yet, there is a challenge. To be successful, a cross-sell sales play or marketing campaign must provide highly targeted, very tailored offers to each prospect. “Carpet bombing” (oversaturating) existing account buyers and prospects with company-specific messaging […]

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Episode 6: Building a Scalable Cross-sell Intelligence Platform

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The Killer Slide Series on Data-Driven Revenue Growth In Episode 6, MarketBridge’s CEO discusses how to build a scalable cross-selling engine by applying machine learning and analytics in making sales and marketing decisions. Businesses’ existing customers expect sales reps and marketers to deliver more personalized outreach than ever before. With the hundreds of data points […]

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How to Cross-Sell at Scale – Part 1

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Cross-selling is the fastest, most profitable path to incremental revenue growth, period. With existing accounts and existing buyers, companies already have contracts in place, relationships established, and the data needed to identify new revenue opportunities. Assuming a vendor only has a 30% share of the total addressable market (TAM) in an account, attaining just 5% […]

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Two “Magic Numbers” for Every CEO and Sales & Marketing Leader

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As nearly every company aspires to have recurring revenue business model, investors and analysts are increasingly focused on two “magic number” metrics: ARR/CAC and NRR. More importantly, every Sales & Marketing executive and employee should be fully aware of these numbers. Customer Acquisition Payback (ARR/CAC): Customer acquisition effectiveness is increasingly being measured by expected Annual […]

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Cross-Selling: A Gold-Mine for Incremental Revenue

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We work with multiple clients and over and over have come to understand the importance in cross-selling and how it impacts bottom line. The facts are simple – from advertising, educating prospects and all the steps needed to nurture a new lead to the point of trust – new customer acquisition is costly. Acquisition is […]

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