> ## Documentation Index > Fetch the complete documentation index at: https://docs.shiftupai.com/llms.txt > Use this file to discover all available pages before exploring further. # Cross-sell strategies > Understand how ShiftUp identifies and generates cross-sell strategies to expand revenue within existing accounts. Cross-sell strategies are a specific type of Sales Strategy that ShiftUp generates when it detects opportunities to sell additional products or services to an existing customer. While a greenfield strategy targets a new logo, a cross-sell strategy focuses on expanding the relationship by identifying complementary solutions that address unmet needs within an account you already serve. ## How existing customers are identified ShiftUp can analyze multiple data sources to determine existing customers: * **ShiftUp Research** - We leverage ShiftUp’s research to identify any public or internal mentions of the account. If the account is explicitly associated with the customer, it serves as a baseline reference point for the cross-sell motion. * **Account Notes and Intelligence** - We perform a search across all Account Notes. By analyzing the qualitative data in these notes, we seek to confirm whether this is an established customer. * **Won Opportunities** - ShiftUp can interrogate won opportunities to identify products the customer has purchased. [CRM Context Providers](/setup/context-providers) must be enabled to use this source. ## How cross-sell strategies are identified ShiftUp analyzes multiple signals to surface cross-sell opportunities: * **Account intelligence** — The customer's business landscape, such as new initiatives, leadership shifts, or strategic pivots, that create demand for products beyond what they currently use. * **Seller profile alignment** — Your product catalog and ideal customer profile are aligned with the account's evolving needs to identify relevant expansion opportunities. * **Engagement history** — Past interactions, meeting notes, and Salesforce activity data help ShiftUp identify which additional solutions are most relevant to the account's current priorities. When ShiftUp identifies a viable cross-sell opportunity, it generates a strategy tagged as **Cross-sell** and surfaces it in your strategy list under the **New** tab. ## Identifying cross-sell strategies All strategies contain a Solution card that labels them with a **Cross Sell** tag to distinguish them from **Greenfield** strategies. You can view these on the strategy overview tab. You can also filter your strategy list by strategy type to focus exclusively on cross-sell opportunities. Cross Sell Card Greenfield Card ## What makes cross-sell strategies different Cross-sell strategies share the same components as standard strategies — [Overview](/onboarding/sales-strategy#overview), [Conversation Roadmap](/onboarding/sales-strategy#conversation-roadmap), [Stakeholders](/onboarding/sales-strategy#stakeholders), [Business Case](/onboarding/sales-strategy#business-case), and [MEDDPICC Scorecard](/onboarding/sales-strategy#meddpicc-scorecard) — but the content is tailored for an expansion motion rather than a net-new pursuit: * **Hypothesis** — Focuses on why the existing customer would benefit from an additional product or service, building on the trust and outcomes already established. * **Pain points** — Identifies gaps or friction the customer experiences that are not addressed by their current solution footprint. * **Stakeholders** — May include contacts you already know, alongside new stakeholders in departments that would benefit from the additional solution. * **Conversation roadmap** — Guides you through an expansion conversation that leverages your existing relationship, references past successes, and positions the cross-sell as a natural next step. * **Business case** — Frames the ROI of the additional solution in the context of the customer's existing investment, thereby strengthening the financial justification. ## Working with cross-sell strategies ### Review and validate When a cross-sell strategy appears in your **New** tab: 1. Review the hypothesis to confirm the expansion opportunity aligns with what you know about the account. 2. Check the stakeholders — you may already have relationships with some of them, which accelerates the engagement. 3. Use the [Notes](/onboarding/sales-strategy#notes) tab to add any context from your existing relationship that ShiftUp may not have, such as upcoming renewals, satisfaction levels, or internal champions. ### Activate the strategy Cross-sell strategies follow the same [activation workflow](/how-to/activate-or-archive-strategy) as standard strategies. You can: * **Activate for validation** to explore the opportunity before committing to the pipeline. * **Create a new opportunity** to track the cross-sell as a separate deal in Salesforce. * **Link to an existing opportunity** if you have already started pursuing the expansion. ### Leverage your existing relationship Cross-sell strategies are strongest when you incorporate your account knowledge: * **Add notes** with details about the customer's satisfaction, upcoming contract milestones, or internal conversations that signal readiness for expansion. * **Review the conversation roadmap** to see how ShiftUp recommends approaching the cross-sell, then adjust based on your relationship dynamics. * **Use stakeholder intelligence** to identify whether new contacts need to be engaged or if your existing champion can facilitate introductions. ## Best practices Cross-sell strategies are most effective when the customer has already realized value from your current solution. * **Act on cross-sell strategies promptly** — Signals that trigger cross-sell opportunities, such as new initiatives or leadership changes, are time-sensitive. Review and activate or archive cross-sell strategies quickly to stay ahead of the window. * **Combine with account plan intelligence** — Cross-reference the cross-sell strategy with the [Account Plan](/onboarding/account-plan) to understand how the expansion fits into the customer's broader direction. * **Track with the history tab** — Monitor the [Confidence Score](/onboarding/sales-strategy#history) over time to see how your actions, such as adding notes or engaging stakeholders, are improving the strategy's viability. * **Filter your pipeline** — Use the strategy type filter to maintain a focused view of all cross-sell opportunities across your accounts, helping you prioritize expansion revenue alongside new business.