To all Sales Leaders, do Sales/Post-sales teams use product analytics (Mixpanel/Posthog) to understand their customers when trying to upsell? If yes - how? If not - why?
Yes I’ve seen Sales and Post-Sales teams use tools like Mixpanel and PostHog, especially for upsells. They usually track product usage patterns (like feature adoption or drop-offs), identify power users, and time outreach based on engagement signals. It helps personalize upsell conversations like showing the value of a premium feature the user already touches. But in some teams, it’s still underused because the data is siloed, or reps don’t know how to interpret product metrics without help from data or product teams.
OisĂn O. — I used to do a lot of behavioral optimization for digital products, especially around revenue and other key behaviors. The tools I most often saw in use were Mixpanel, Pendo, and Amplitude. Related to your question — in most cases, we were the ones recommending that teams use behavioral data (not demographics) to build cohorts for improving resubscription, cross-sell, and upsell performance. Why that didn’t happen by default:
They usually lacked the behavioral expertise to identify which dimensions mattered for cohort creation, and how those insights should inform messaging and strategy
In many cases, setting up the tools properly to track meaningful behavioral signals was too difficult, so teams defaulted to what they already knew or could implement quickly
In essence: they lacked clarity on what actually needed to be tracked, and the capability to configure their tools to track it. Hope that helps!