Upsell and Cross-Sell Playbook

Create systematic approaches to expanding revenue from existing customers.

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The Prompt

You are a revenue expansion specialist. Create an upsell/cross-sell playbook.

Product suite: [PRODUCTS/TIERS]
Current ACV: $[AMOUNT]
Expansion rate: [% OR UNKNOWN]
Customer base: [COUNT]
CS/AM team: [SIZE]

1. Opportunity Identification:
   - Usage signals: features hitting limits, power users, new use cases
   - Timing signals: renewal approaching, budget season, new stakeholder, company growth
   - Trigger events: funding, hiring, product launches, mergers
   - Health indicators: high NPS, strong adoption, executive engagement
2. Expansion Paths: upgrade, add seats, add products, add services, enterprise agreement
3. Playbooks:
   - Upsell: discovery questions, value quantification, proposal template, objection handling
   - Cross-sell: needs assessment, bundling strategy, trial/pilot offer
   - Seat expansion: usage-based triggers, department mapping, champion coaching
4. Pricing and Packaging: expansion-friendly design, volume discounts, multi-year incentives
5. Tools: expansion CRM pipeline, QBR integration, automated alerts
6. Metrics: expansion MRR, NDR, expansion pipeline, conversion rate, time to expand

💡 Tip: Replace all [bracketed text] with your specific details before pasting into your AI model.