What are your favorite questions to ask during a renewal conversation to surface possible cross-sell opps?
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Director of Sales in Services (non-Government)9 days ago
One other strategy is to take the consultative approach and talk about the strategy and objective for the short and long term (depending on account (key or not) may happen at different levels of the organization). Then, at least, an organic conversation can develop to build trust and develop a more strategic approach to help the account. The conversation is more client led than product/service.
Who are the beneficiaries of the outputs (your software) provides?
What happens when you're not available to provide this output to them?
This is a great way to see who is adjacent to your product who may not be the perfect user of your platform, but who may use one of your other tools or features.