The Easiest Lever Nobody Pulls: Upsell and Cross-Sell, Part 2

Are you squeezing your clients or serving them? In Part 2 of our two-part episode of the SPARX Podcast, Intergetik owner Rick Brewer and Matt Lanzone of Executive Consulting Group (ECG) dig into lever two of the four levers of revenue growth: upsell and cross-sell. Matt, a fractional revenue growth executive, former CRO and COO, and certified Six Sigma Black Belt, explains the difference between upsell and cross-sell, what wallet share really means for a small business, and why growing your existing client base is the least costly lever you can pull. He also shares how to expand accounts without making clients feel pressured, why marketing is the growth engine of the whole ecosystem, and what he looks at in his first 90 days as a fractional CRO. In this episode: Upsell vs. cross-sell: what’s the difference? What wallet share means for a 12-person shop The pay card story: cross-selling across business silos Why lever two is the least costly lever to pull Serving, not squeezing: a servant mindset for account growth Marketing as the growth engine, and why operations has to keep up The first 90 days as a fractional CRO: SWOT analysis and kaizen How to start pulling lever two today with a CRM and clear sales roles Read the full episode recap: https://intergetik.com/podcasts/the-f... Missed Part 1? https://intergetik.com/podcasts/the-f... Connect with Matt Lanzone: Phone: 314-413-2038 Email: matt@execconsultinggroup.com LinkedIn:   / matt-lanzone   Learn more about Intergetik Marketing Solutions: Website: https://intergetik.com SEO services: https://intergetik.com/services/seo-s... Strategic marketing: https://intergetik.com/services/strat... Follow Intergetik: YouTube:    / @intergetik   LinkedIn:   / intergetik   Facebook:   / intergetik   Instagram:   / intergetik   Want to be featured on the SPARX Podcast? Reach out: https://intergetik.com/contact #SPARXPodcast #RevenueGrowth #Upsell #CrossSell #SmallBusinessGrowth #StLouisBusiness