How to Boost Sales Volume and Hit Revenue Growth Targets

Growing sales is essential for any business to thrive and maximize profitability. While acquiring new customers is crucial, increasing sales volume from existing clients is equally important. Expanding the amount of product sold per account requires strategic efforts across marketing, sales, and customer success teams.

Follow these proven tactics to ramp up sales volume

Understand Your Customers Deeply

Truly knowing your different customer personas is the foundation for identifying untapped sales opportunities.

• Conduct customer research through surveys, interviews and focus groups.

• Analyze data on current customer usage, spend, demographics, preferences and satisfaction.

• Map out detailed buyer personas. Identify common motivations, pain points and buying criteria.

• Build customer profiles detailing history, service interactions, and purchase patterns.

These insights allow you to effectively upsell and cross-sell once you intimately understand customers’ needs.

Offer Customer-Focused Bundling

Bundle products and services in packages tailored to each customer segment’s needs.

For example, create bundled offerings for:

• New customers optimizing their initial setup and integration
• Power users who benefit from premium features
• Clients focused on security and compliance

Personalized bundles make it easy for customers to purchase more from you in a way that delivers value.

Incentivize Larger Orders

Motivate larger purchases per order through tiered discounts or promotional pricing. For example:

• Offer % discounts when buying in volume. The more they buy, the higher the discount.

• Give free bonus items or extra services for orders over $X.

• Structure pricing so the per unit cost decreases when customers purchase in bulk.

Well-structured incentives reward customers for spending more per transaction.

Upsell Selectively

Don’t bombard customers with upsells and cross-sells. Take a personalized, consultative approach:

• Only highlight upgrades and additional products truly relevant for that client based on their usage and needs.

• Time promotions thoughtfully. For example, flag add-ons that support seasonal goals.

• Briefly explain the benefit of any upsell. Focus on value, not just features.

• Make adding on low-friction with bundled options or one-click checkboxes.

Smart, selective upselling avoids turning off customers with constant pitches.

Offer Financing Options

Provide business financing or payment plans to enable customers to make large capital purchases from you in manageable installments over time.

• Allow financing for orders over $X through a third-party partner.

• Offer Net 30/60/90 day payment terms for volume orders from creditworthy customers.

• Provide lease-to-own options so customers can pay small monthly amounts.

Financing removes barriers so customers can buy high-ticket products.

Structure Value-Based Pricing

Rather than one-size-fits-all pricing, structure pricing tiers based on the value clients gain from your product.

For example:

• Charge based on number of users, locations, products managed, etc.

• Have premium tiers with additional features for higher-volume clients.

• Offer enterprise packages with greater functionality, service and support.

When pricing correlates to usage and value, customers can logically buy higher tiers as their needs grow.

Gamify Purchase Volume

Make increased spend fun through gamification rewards that play into human psychology.

For example:

• Award customer loyalty points for higher purchase amounts. Points can be redeemed for rewards.

• Send badges, certificates or status designations when milestones like sales volume tiers are hit.

• Display leaderboards highlighting top accounts. Tap into competitive pride.

Gamification taps into emotions like achievement, status, and competitiveness to drive higher purchase volume.

Spotlight Key Use Cases

Illustrate specific ways high-volume clients use your product successfully. For example:

• Share case studies on large customers and the problems you solved for them.

• Develop specific usage scenarios and best practices for common high-volume applications.

• Create playbooks tailored to different volume use cases and verticals.

Seeing high-ROI use cases gives customers ideas for maximizing their own purchase volume.

Structure Accounts for Growth

Design account structure, management and incentives to spur growth in spend.

• Assign larger accounts success managers focused on expansion and upselling.

• Compensate account managers based in part on account spend growth targets.

• Flag plateaued accounts for reevaluation of needs. Proactively identify upsell opportunities.

• Track purchase trends to predict churn. Reengage at-risk accounts with promotions.

Carefully managing accounts prevents stagnation and keeps volume trending upward.

Analyze Cross-Selling Opportunities

Look for logical opportunities to cross-sell additional products to existing customers.

• Review customer segments and purchase history data. Identify needs you could fulfill.

• Survey customers directly on interest in new offerings.

• Mine support tickets for mentions of needs beyond the original purchase.

• Incentivize referrals to other business units, products, or locations.

Proactively cross-selling prevents missing expansion opportunities already within your customer base.

Integrate With Partners Strategically

Partner with complementary providers to bundle together into more valuable packages for customers.

For example:

• Offer bundled CRM + communications packages through a partnership combining both tools.

• Join forces with a marketing automation platform to create comprehensive packages.

• Integrate a partner’s API to easily add their functionality into your platform.

Strategic integrations expand your offerings and enable selling bigger bundles.

Develop Client Advisory Boards

Tap your highest-value clients to participate in a Client Advisory Board that meets quarterly to provide feedback.

This VIP group can:

• Review your product roadmap and suggest areas for investment.

• Provide input on new offerings and packages they would find valuable.

• Give real-time feedback so you can continuously improve.

Advisory Boards leverage your top customers’ insights to tailor products and bundles to their evolving needs.

Report on Business Impact

Quantify real ROI and outcomes you’ve driven for other customers. For example:

• Share case studies detailing X% in time savings or Y% increase in conversion rates.

• Calculate before-and-after cost reductions or revenue increases for sample clients.

Tangible metrics on business impact strengthen the case to purchase more from you.

Constantly Gather Customer Intelligence

Continuously collect first-party data and insights into your customers:

• Send post-sale NPS surveys to capture feedback.

• Monitor social media for mentions and reviews.

• Analyze onboarding and training metrics to identify adoption challenges.

• Track support and service interactions to stay on top of needs.

Ongoing intelligence fuels accurately targeting opportunities to increase sales volume.

Making sales growth a priority across departments allows you to generate greater lifetime value from each customer. Follow the strategies above to expand average order value, encourage higher tiers of purchase, and maximize customer retention and loyalty. With a customer-centric approach, you can build the win-win relationships that result in increased volume and revenue.