In this episode, we reveal why upsell and cross-sell are your secret weapons for scalable, efficient revenue growth.

This conversation strips back the myths around expansion revenue as Janice B Gordon and Sandy Yu uncover practical ways CEOs can turn customer relationships into predictable, repeatable revenue.

What you'll learn: a) Why acquiring new customers costs twice as much as expanding existing ones b) The biggest mistakes CEOs make when operationalizing upsell and cross-sell c) How to build a clear operating system for expansion revenue

Today, Janice B Gordon is joined by Sandy Yu, a cross-sell and upsell expert who's advised CEOs across North America, Europe, and Asia after leading GTM teams at PwC, Cisco, and Oracle.

Timestamps:

05:24 Challenges with cross selling and upselling

07:00 Importance of customer research

10:25 Clarifying sales metrics and goals

15:56 Investor expectations for CEOs

16:52 Building customer trust and advocacy

20:03 Focusing on key business metrics

23:14 Discussing cross-sell and upsell strategies

Connect with Sandy Yu

https://www.linkedin.com/in/sandysyu/

www.revenuecco.com

Connect with Janice