Scale Your Sales Podcast: #310 Sandy Yu - Is your sales team missing 50% of revenue

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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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#310 Sandy Yu - Is your sales team missing 50% of revenue

May 4, 2026

In this episode, we reveal why upsell and cross-sell are your secret weapons for scalable, efficient revenue growth.

This conversation strips back the myths around expansion revenue as Janice B Gordon and Sandy Yu uncover practical ways CEOs can turn customer relationships into predictable, repeatable revenue.

What you’ll learn:
a) Why acquiring new customers costs twice as much as expanding existing ones
b) The biggest mistakes CEOs make when operationalizing upsell and cross-sell
c) How to build a clear operating system for expansion revenue

Today, Janice B Gordon is joined by Sandy Yu, a cross-sell and upsell expert who’s advised CEOs across North America, Europe, and Asia after leading GTM teams at PwC, Cisco, and Oracle.

Timestamps:

05:24 Challenges with cross selling and upselling

07:00 Importance of customer research

10:25 Clarifying sales metrics and goals

15:56 Investor expectations for CEOs

16:52 Building customer trust and advocacy

20:03 Focusing on key business metrics

23:14 Discussing cross-sell and upsell strategies

Connect with Sandy Yu

https://www.linkedin.com/in/sandysyu/

www.revenuecco.com

Connect with Janice