What is top-down selling?

1. Top-Down selling is a sales technique where a sales team starts pitching product offerings with the highest price first and then negotiates down to reach a price point that is acceptable to the clients. In other words, the salespeople will first show the most expensive version of a product first to a paying customer. If the customer is not interested in that version, the sales rep will offer a product version that is less expensive than the last product version. The sales rep will continue to show lower-priced product versions until the client shows interest in a product.
2. This type of sales method is often targeted at company leaders and key decision makers who have enough autonomy to make a purchase decision. The top-down selling approach is the exact opposite of upselling, where a sales rep showcases to the client what they want and then showcases better product versions to make a larger sale.
3. Top-Down vs. Bottom-Up: The Difference
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4. Unlike the top-down selling approach, you need to gather as many customers leads as possible in the bottom-up selling model. Then, you invite them to try out your product or service and persuade them to incorporate the product into their companies. This selling method makes use of a one-to-many marketing strategy wherein you connect with a larger group of people.
5. The Bottom-up selling approach is highly compatible with SaaS companies where you can invite potential clients to use the trial version of your product and then convince them to subscribe to your product.
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• Benefits of top-down selling
• Below are the advantages of the top-down sales model:
• Direct communication with key decision-makers
• This sales approach deals with the key decision-making executives of the company. Hence, you deal with fewer people in the sales process and forge better relationships with them. This results in faster sales cycles once you have buy-in from a prospective customer.
• Contract value and size are larger
• The contract value and sizes are generally large because you deal with the executives with the most spending power in the company. You can also pitch products that can help multiple work departments to increase the contract value and size.
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Benefits of bottom-up selling

Below are the benefits of the bottom-up sales strategy:

1. Ease in the prediction of sales figures
2. If you make use of the bottom-up selling strategy, you do not have to personalize your sales pitch for a small group of people. You can pitch your product to as many clients as you want in multiple industrial domains and organizational hierarchies. This gives you the opportunity to improve your pitch after each marketing campaign.

2. Ease in the prediction of sales figures
3. The executive management of a company relies on its workforce to come up with innovative solutions for its problems. The decision-makers of a company are more inclined to the recommendations that come from their employees rather than a sales team. The marketing of your product can be achieved via word-of-mouth or referrals from the satisfied customer base.

3. Ease in the prediction of sales figures
4. The sales team will not have to spend a lot of time explaining to the clients their pain points, available solutions, and your products. You simply invite them to use the freemium version of your product.

4. Ease in the prediction of sales figures

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What’s a Rich Text element?

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

Static and dynamic content editing

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

How to customize formatting for each rich text

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.