Reading Suite Upsell Research
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Challenge
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Enabling sales to have compelling product information to share with customers that compares the three Learning A-Z reading products and encourages an upsell to Raz-Plus.
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Solution
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Deliver sales training on the importance of upselling with selling scenario practice:
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Share research on the value of upselling and existing company opportunity
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Make connections to recent upsell survey results
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Collaborate on different selling scenarios
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Create collateral comparing Learning A-Z's three reading products:
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3 comparison flyers
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1 battle card
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2 email sequences
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Ownership
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Delivering the presentation to sales
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Copywriting and editing collateral
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Consulting product on key information
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Collaborating with sales enablement and reading suite PMM team to plan event
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Results
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Hosted highest-rated sales training of 2023
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Created and delivered presentation for 70+ sales reps to review and collaborate around available upsell opportunity
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Received 96% event score from sales reps who polled as "Highly Relevant" to their role​