Cross-Sell

Cross-selling is an important sales strategy aimed at increasing the revenue by promoting related products or services to existing customers.  For example, customers currently having a video conference subscription may want to add a few lower-edition licenses for a team of contractors. 

 

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Cross-Sell by Creating a New Quote

Users can cross-sell new products or services by creating a new quote. 

 

Typically, cross-selling new products or services may have a different, simpler sales process than creating the initial sale.  So a best practice here is to create a new opportunity record type in Salesforce (e.g. with name Cross-Sell or Expansion) and associate it with a different sales process. 

 

When cross-selling a new subscription to an existing customer, you might consider aligning its renewal date with their existing subscriptions. To achieve this, you can follow the co-terming process outlined in the Co-term Use Case, enabling the customer's subscriptions to renew simultaneously.

Cross-Sell While Making Changes

Another opportunity for cross-selling arises during the Change Order Process, such as upselling, downselling, or renewing existing subscriptions. Here's how you can cross-sell while making changes:

 

You can follow the steps below to cross-sell new products while making changes to existing subscriptions, assets or entitlements.

 

• Log in to Nue on Salesforce.
• Go to the customer account and click on "Manage Customer Lifecycle."
• In the Subscriptions, Assets, or Entitlements tab, make the necessary changes and add them to the Change Cart.
• For example, you can renew an existing subscription or add units to an asset or entitlement.
• Checkout the change cart to create a quote or order.
• In the Line Editor, you'll see the modifications made to the existing subscriptions, assets, or entitlements.
• Click on "Add New Products" to open the Product Selector panel.
• Search for the product you want to cross-sell and drag it into the line editor.

• The Co-term Popup will appear, giving you the option to co-term with any of the subscriptions, including the one being modified.

In the following example, the user wants to cross-sell VROOM PRO while adding new units to VROOM BUSINESS subscription.  

 

 

 

 

• Confirm your selection, and Nue will add the products to the Line Editor. If you choose to co-term, Nue will prorate the subscription term accordingly. Please note that the Change Type for the newly added products will be set as "New Product," indicating a cross-sell of a new product or service to an existing customer, rather than acquiring a new customer.

Please note that the Change Type of the newly added products is set to New Product.  This indicates it is a cross-sell of a new product or service for an existing customer, instead of acquiring a new logo.

 

This process simplifies cross-selling within existing customer accounts and enhances the efficiency of sales operations.