The Key To IT Upsell Conversations
If you follow our blog, you may have noticed a theme of upselling/cross-selling how-tos and best practices lately. That’s because the upsell conversation with customers is one that’s tricky for many people—especially for IT professionals or SIs who a) don’t think it’s relevant to what they do, b) are technologists first and don’t exactly embrace the role of salesguy, or c) don’t know what to say.
Whether you exclusively do project work, or if you are dipping your toe in managed services (or even if you’ve embraced the idea of managed services), what makes for a great upsell conversation?
