cross selling...the services and solutions that abm provides within their current industry group or...
Post on 07-Jul-2020
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Cross Selling
Solve One More
Mike Rembish
How ABM Cross Sells
Cross Selling Definition
Adding an additional contracted service to a
current client in the same Industry Group or
across another Industry Group
3 Ways to Cross Sell
• Account Plans
• Solve One More version 2.0
• Targeted Campaigns
3
Solve One More Process
4
Talk with Clients
• Identify potential facility problems or concerns
• “I noticed that…”
Submit Lead
• abm.com\sellabm or SOM App or 1-855-SolveABM
• Lead is qualified by Inside Sales and assigned to Sales
Contract Signed
• Sales follows up
• Client signs agreement for additional service
Get Paid!
• Employee that provided the lead gets $$$
• 1% of first year’s contracted value, maximum $5,000
6
How to earn SOM incentive pay
• Know the services in your market
• Look for opportunities
• Talk to your clients
• Submit leads
7
Cross Sell Website
8
Questions?
VISIT: www.abm.com/crosssell
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