Identifying expansion opportunities across product lines using Hightouch and Salesforce
Learn how to identify buying signals and empower sales teams to act on multi-product expansion opportunities in their accounts.
Made by: Hightouch
|5 minutes
High-growth B2B companies can’t just focus on net new sales. Deepening relationships with customers, improving retention, and expanding revenue within existing accounts are critical factors for long-term success. Increasing product adoption and finding upsell opportunities not only leads to more revenue but can also make your products more beloved and essential to your customers.
In this playbook, we’ll share the approach we use at Hightouch to scalably identify product expansion opportunities across our entire customer base. You can adapt this approach to your own business, whatever the industry, to enable your sales team to identify and act on the best signals that a customer is ready to explore your additional product lines. By the end of this playbook, you’ll know how to set up dashboards and alerts that your sales agents can use to review opportunities across their book of business and how to empower them to act on that information.
Our sales representatives use dashboards like this one to track product interest, engagement, and purchases across their book of business.