Successfully profit from up-selling & cross-selling – and drive incremental revenue through additional sales

A leading American computer hardware and software company desired to enhance its status as a leading manufacturer of high-quality server technology. To do so, customers whose service and guarantee contracts were running out were to be provided with continuing services as a result of sustained after-sales processes.

The team of specialists from, SELLBYTEL had the job of ensuring that the U.S. company’s network of service partners was 100% covered. It was additionally tasked with expanding market share through additional sales by  up- and cross-selling existing customers while also adding high-yield new customers. It was given the additional task of reducing fixed service costs.

Overall year to date achievement

SELLBYTEL quickly put together a multilingual team of specialists in Barcelona to provide service to business customers in seven important MEMA and GWE countries over three months -– so obviously time was of the essence. As a result of the this engagement, SELLBYTEL was further commissioned to expand the team and extend sales and customer services to over 28 countries in Europe, the Middle East and Africa.

On behalf of this client, SELLBYTEL now provides customers with the highest-quality service in their native languages. By creating a centrally located team, SELLBYTEL made maintaining training levels significantly easier. Additionally, the transfer of knowledge directly between individual specialists, in accord with “best practice processes”, is also greatly facilitated.

Today this U.S.-based technology company boasts a highly profitable server business and significantly increased revenues, thanks to up-sell/cross-sell efforts and  its sustained B2B customer and partner care campaigns.