To spot upsell opportunities using CRM data, analyze purchase history to identify products or services clients frequently buy. Look for patterns in buying behavior, such as timing or complementary products. Use segmentation to target clients with similar profiles who might benefit from additional services. Monitor engagement metrics like email opens and clicks to gauge interest in specific offerings, and track feedback or support tickets that reveal unmet needs or interests for tailored upsell pitches.

Upselling a customer needs to be justified. Upselling for the sake of profit will usually be discovered by the customer and lead to mistrust. Provide the customer all the benefits of what you are upselling and make sure they feel it is truly something they want 100% before moving forward. As for discovering where you have opportunities to upsell, in customer facility tours are very educational. Seeing where and how your product is being used and in relation to other materials maybe provided by other vendors will give you insights that you cannot receive through CRM.