"When it comes to upselling and cross-selling, as an account executive I stay in frequent communication with my accounts so I'm aware if a need arises that I can fill. Also, if we develop a new feature, I consider if it might be a value-add or a solution to a pain point for any of my accounts, and if it is, I'll reach out and start a conversation about it to see where it goes. When it comes to generating new leads, I network online and in person. Generally once or twice a month I attend a trade show, convention, or community event and try to strike up conversations with people who might be interested - or know someone who might be interested - in our product line. I also dedicate about 15% of my week to cold calling and/or cold emailing via LinkedIn. My goal is to keep the pipeline filled so I'm consistently closing new deals."

"One may find sales opportunities in happy customers, sales meetings, and cold calls. By creating an open line of communication with current clients, I can monitor their purchase trends and anticipate future needs. Through creating new sales strategies, I can identify the needs and interests of potential clients and create a presentation catered to those needs. By social selling, I can generate solid leads by doing quick research and sending connection requests to individuals who would see value in our services. I can also find new sales opportunities in my network by asking questions such as what a team is working on, their greatest costs, and what existing issues they are facing within their company."