{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"#310 Sandy Yu - Is your sales team missing 50% of revenue","description":"In this episode, we reveal why upsell and cross-sell are your secret weapons for scalable, efficient revenue growth.   This conversation strips back the myths around expansion revenue as Janice B Gordon and Sandy Yu uncover practical ways CEOs can turn customer relationships into predictable, repeatable revenue.   What you\u2019ll learn: a) Why acquiring new customers costs twice as much as expanding existing ones b) The biggest mistakes CEOs make when operationalizing upsell and cross-sell c) How to build a clear operating system for expansion revenue   Today, Janice B Gordon is joined by Sandy Yu, a cross-sell and upsell expert who\u2019s advised CEOs across North America, Europe, and Asia after leading GTM teams at PwC, Cisco, and Oracle.   Timestamps: 05:24 Challenges with cross selling and upselling 07:00 Importance of customer research 10:25 Clarifying sales metrics and goals 15:56 Investor expectations for CEOs 16:52 Building customer trust and advocacy 20:03 Focusing on key business metrics 23:14 Discussing cross-sell and upsell strategies     Connect with Sandy Yu https:\/\/www.linkedin.com\/in\/sandysyu\/ www.revenuecco.com     Connect with Janice Book Janice to speak at your next sales or leadership event: https:\/\/janicebgordon.com LinkedIn: https:\/\/www.linkedin.com\/janice-b-gordon\/ Instagram: https:\/\/www.instagram.com\/janicebgordon Scale Your Sales Podcast: https:\/\/scaleyoursales.co.uk\/podcast   Enjoy the episode? Share your takeaway in the comments and leave a review on Apple Podcasts to help more leaders discover the show. ","author_name":"Scale Your Sales Podcast","author_url":"https:\/\/scaleyoursales.co.uk\/","html":"