- The Days are now only 17 real selling days left in the year.
- The Road is a choice to focus on either new logos or upsell/crossell.
- The Rubber is getting to Quota & President's Club
Unless I'm deep in the lower half of my sales funnel with deals I've been working on since late September and October, right now, I'm totally focused on upselling existing customers with additional solutions.
For me, it's a simple equation built around having only 17 available days and being a trusted partner or strategic advisor to our existing customers.
A fun example of upselling occurred with me on TDay morning when I showed up exactly at 10:30 at the country club as instructed to pick up the mostly cooked bird and the 6 sides of vegetables, potatoes, and everything else down to the butter and the cranberry sauce. Greeting me was the club manager, the chef and two other smiling employees who were there to load everything into my car, which I thought was "very nice" of them to do. Then the manager asked me: "We also have a very nice wine selection to go with your wonderful dinner", as he pointed to a table of various wines grouped by price at $20, $30, $40 and $50 a bottle.