Revenue motion
Sometimes the right sales action is no sales action.
An existing customer with a clear need for a second service is the easiest revenue in the business — unless they have an unresolved complaint, in which case approaching them is the fastest way to lose the first contract too. This motion checks that before it does anything.
The motion, defined.
Audience
Customers using one service with evidence of needing another
Offer
The additional service their own usage points at
Goal
A conversation about the second service
Channels, in order
A conversation with their existing account manager → Email only where there is no open issue
Success condition
A conversation held, or the opportunity deliberately deferred with a reason
Accountable owner
Account Manager
Who does what.
Shown exactly as the review screen shows it before the motion launches. You can change any of it except the last list — those are refused to every agent on every plan.
The agent does this, unattended
- Assemble the evidence — usage, incidents, what they do not currently have
- Check the service record and pause if anything is unresolved
- Prepare the case for the account manager
A person does this
- Have the conversation — expansion is a relationship discussion, not a campaign
- Decide whether the timing is right at all
Qualified means
- Whether the need is evidenced by their own usage
- Whether the account is healthy
- Whether they are current on payments
The agent can never
- Contact a customer with an open critical support case
- Offer a bundle or a discount that has not been approved
- Raise expansion during an active complaint, under any configuration
Related
Motions that go with this one.
Make sure every opportunity gets a next action.
Let AI handle the repetitive engagement, keep follow-up moving, and bring your team in when a customer needs a real conversation.
Agents identify themselves on every call · Nothing commits without you · [email protected]