Don't wait for a formal QBR to discuss expansion. The immediate post-sale period is a golden window for additional sales. The customer's excitement and trust are at their peak. With their most urgent need solved, they are highly receptive to addressing other business challenges.

Salespeople often disengage after a deal closes. However, since they built the initial trust, they must stay involved during onboarding. This maintains customer momentum and ensures the relationship transitions smoothly, which directly impacts renewals, referrals, and future sales.

The moment a customer buys, they signal maximum trust. This is the optimal time for a salesperson to be assertive with upsells, cross-sells, or referral requests. Many reps mistakenly push too hard at the beginning of the sale when trust has not yet been established.

Ensure every product completion point offers a clear next step. Integrate invitations to your higher-tier offer (e.g., a membership) directly into the mini-course as a final lesson, a sidebar graphic, or triggered emails upon module completion. This creates a natural, non-pushy upsell path.

Increase customer spending by analyzing their entire workflow, not just their interaction with your product. Identify products they purchase before using your solution. By offering these yourself (e.g., design templates for a marketing tool), you can increase your "share of wallet" and LTV.

In a marketplace with endless options, product features are table stakes. The deciding factor for buyers is now the total experience. Salespeople have lost control of the buying cycle and must now influence it by delivering exceptional service and building trust from the first interaction.

Onboarding is more than a technical setup; it's a trust exercise. Every step either builds upon or erodes the trust established during the sale. A single misstep can permanently damage the relationship, making future renewals, upsells, and referrals exponentially more difficult to secure.

Don't just sell a product; become an indispensable part of your customer's workflow. By offering integrated products and services, you create a value ecosystem that locks out competitors and makes leaving an impractical and undesirable option.

Offering an unprompted discount is described as the "most pathetic thing in sales." It immediately transforms you from a trusted advisor into a transactional salesperson, erodes all built-up trust, and signals that your initial price was inflated.