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Feb 2025

How to answer this Strategic Thinking interview question about Upselling Strategy for Senior-Level Senior Account Director?

How do you approach upselling or cross-selling to existing clients?

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Senior Account Director

Strategic Thinking

Asked at

Dentsu

Difficulty :

Hard

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Explanation

This question assesses your ability to identify growth opportunities within existing accounts while maintaining client satisfaction. Recruiters want to see how you position additional services as value-driven solutions. A strong answer includes specific techniques, such as analyzing client needs and presenting ROI-driven proposals. Avoid appearing overly aggressive or pushy.

A popular meme image featuring the Marvel character Thanos with the caption “A small price to pay for salvation,” commonly used to humorously express acceptance of a minor sacrifice for a greater benefit.

Answer Example

I approach upselling by first analyzing the client’s pain points and identifying areas where additional services can solve their challenges. I present these as value-driven proposals with clear ROI. For example, I introduced an integrated digital campaign to a retail client, which increased their sales by 15% while boosting our account revenue by 25%.

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