How Sales Management Software Can Improve Upselling Opportunities

Are you interested in improving the way you upsell to your existing customer base, but have no idea how to get it done? When a company has a good grasp of using their sales management software then they surely have more upselling opportunities than the company that doesn’t use it.

Upselling is the process of advertising an upgraded product version the customermight be interested in, or a complimentaryservice. For instance, if a customer is interested in buyinga laptop, then you try to upsell a version of the laptop with a faster processor.

The process of upselling is important as it maximizes the revenue generated from each customer, and that’s smart business. It’s a lot easier to make the most of a customer that’s already looking to buy something than to generate new leads.

How sales management software improves upselling

When a buyer selects a product,a cloud CRM software could offer similar products to facilitate and speed up the buying process. Furthermore,with such kind of a software, the revenue increases significantly as much more products are soldin just one transaction.

The role of a CRM software is to accurately figure out what the related products are. After all, if the suggested productshave nothing to do with the productchosen by the customer then he/she will simply ignore them and feel frustrated that odd products are advertised. Industry leaders like bpm’online have fine-tuned the upselling algorithms in their system to work as accurately as bpm’online’s customers expect.

Upsell after the initial sale

You shouldn’t upsell anything before a potential customer makes the first transaction, but you should do it after the first purchase for the entire time that you have the client in your database. As soon as the customer leaves the checkout, you can offer the list of complimentary products, for example via newsletters related to the buying/browsing patterns of the prospect. Powerful software, such as the bpm’online CRM system, is able to create good quality follow-up after the first sale was made.

For instance, cloud CRM software can track how long it takes for the customer to use some particular product, such as a set of razor blades for shaving. It can guestimate when the customer is about to run out of those razor blades and send an email offering to order another one.

Increase frequency of sales

Cloud CRM software can help improve the frequency with which a customermakes purchases by simply sending upsell offers on a more frequent basis. It might sound like an obvious point to make, but a number of companies are shooting themselves in the foot by only sending offers on a monthly basis, and then wondering why the sales are so far apart.

By increasing the amount of upselling emails to at least a few times per week you have a higher chance of ensuring regular purchases from a single buyer.


Sales management software such as the bpm’online CRM system can enhanceupselling effectiveness and automate it to improve the bottom line for your business. The intelligent software can figure out what else the customer might be interested in and send targeted offers on a regular basis.

The success of an upselling strategy depends on how well the products are matched to the browsing and buying patterns of the customer, and how often marketing messages are sent to their inbox.

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Cloud CRM software can be used to successfully upsell your products to customers to increase revenue. Closely related products and frequent contact is the key to upselling.

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