#revenue-growth

Craft a value-focused upsell message. Technique: 1. Start by solving their current need. 2. Identify relevant upgrade opportunity. 3. Frame as benefit to them, not sales pitch. 4. Show specific value they'll gain. 5. Use social proof (others like you chose). 6. Provide comparison chart. 7. Offer trial or demo of premium features. 8. Make it easy to decline. Focus on helping, not selling.

Grow revenue from existing customer base. Qualify for expansion: 1. Health score green (high usage, NPS 8+). 2. Growth signals (new hires, funding, new departments). 3. Product usage indicating need (hitting limits, using workarounds). Expansion motions: 1. More seats (new team members). 2. Higher tier (need advanced features). 3. Cross-sell (complementary products). 4. Longer commitment (3-year vs 1-year). Touch model: 1. CSM identifies opportunity, introduces AE. 2. AE consults on growth needs. 3. Demo additional capabilities. 4. Provide expansion proposal. 5. Negotiate and close. Timing: QBRs, renewal conversations (90 days before), usage milestones. Tools: Gainsight for expansion signals, Salesforce for tracking. Expansion ARR often easier than new logos (50% higher win rate, 2x faster cycle).