Case Study: Up and Cross Sell Prediction

A leading European financial services company is tracking the behavior of its top sales representatives in order to apply their tactics for cross and up-selling across the sales organization.

Sales management has observed top sales reps quickly notice and react to customer event triggers that indicate a potential change in policy and revenue opportunity. For example, if someone has indicated a change in employment, there is an opportunity to offer an upgraded life insurance policy.

This institution engaged SalesHero to develop an AI model based on the behavior patterns of these reps to serve as a template for the rest of the sales team. The organization also requested a seamless user experience from the sales rep perspective in order to accelerate adoption of this new process. Based on these models and its current user experience, SalesHero has expanded Robin’s daily reminder list to include noti cations of possible cross and up-sell opportunities.

SalesHero is also offering a list of ranked priorities for cross and up-sell opportunities to the company’s call center of 30 people who are charged with handling seven million customers that do not have a dedicated sales rep.