57: 3 Ways to Accelerate Customer Upgrades w/ Kevin Karner
B2B Growth: Your Daily B2B Marketing Podcast
We know your product is awesome and your customer base is loving it, but listen here: Not every customer is a good fit for an upgrade. Do not mass-blast your entire customer base with an upgrade offer that asks them for more money. If you want to accelerate customer upgrades, you are going to have to take a more strategic approach and target a select market within your existing customer base. In this episode, Kevin Karner, Head of Customer Growth at Drift, walks us through 3 ways to accelerate customer upgrades through strategic outreach, sales roles, and tailored channels.
Kevin Karner, Build a Multi-million Dollar Startup
The Sales Podcast
Find your best CRM for sales for free here. Get all of the notes and links for every episode of The Sales Podcast. Overcome your toughest sales objections with these sales training flashcards. Get a signed copy of Wes's book here. Grow your sales with this on-demand video series, Make Every Sale. Know your sales numbers with this free Sales Calculator. Connect with Wes: Twitter LinkedIn Instagram Facebook
SaaS Upsell & Add-On Sales Strategy with Kevin Karner (Drift)
Bowery Capital Startup Sales Podcast
This week, Kevin Karner joined us on the Bowery Capital Startup Sales Podcast to discuss "SaaS Upsell & Add-On Sales Strategy." Kevin is currently the Head of Customer Growth at Drift, joining on as one of the first sales employees. Prior to Drift, he led up the Add-On Sales team at HubSpot, from the team's first incarnation as an experiment all the way through to its growth to a ~15-member team. Kevin shares with us his experience putting an upsell / add-on sales strategy to work, how it varies from the traditional sales or account management roles, and why a SaaS company should consider building such a team in-house.