"Sharpening that skill has become easier than ever, founders say, thanks to artificial intelligence. With the increasing capabilities of large language models and more AI-powered tools coming to market, executives and their teams have been able to improve their sales approach and personalize their pitch at every step. Here's how founders are harnessing AI to bolster their strategies for upselling."
"Rebecca Hoeft, founder and CEO of the Morris Hoeft Group, a Minneapolis-based fractional CMO and brand strategy firm, uses AI to figure out which of her clients would benefit the most from expanded services. By analyzing conversations with customers and data, in terms of how those customers are using their services and the subsequent outcomes, Hoeft says upsell pitches "feel relevant instead of transactional.""
"With a custom AI model built with Copilot Studio, Goran Paun, principal and creative director of the Chicago-based creative agency ArtVersion, and his team keep tabs on their existing clients, compiling reports on company mentions, social signals, and industry trends, in order to find gaps in the services they are offering. "It gives us a quick understanding of their world and helps us spot opportunities," says Paun. "It naturally leads to new revenue, because it reveals clients' needs that are often overlooked.""
AI enables entrepreneurs to improve upselling by analyzing customer behavior, conversations, and outcomes to identify upgrade opportunities and tailor outreach. Rebecca Hoeft uses AI to analyze customer conversations and usage data, identifying clients who would benefit from expanded services and making upsell pitches feel relevant instead of transactional. Goran Paun built a custom AI model with Copilot Studio to monitor company mentions, social signals, and industry trends to find service gaps and reveal overlooked client needs. Jevon Gondwe uses AI tools to improve follow-up after discovery calls. Large language models and AI-powered tools help teams personalize pitches and automate follow-up to boost revenue from existing customers.
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