MDM Premium
Need Help? (888) 742-5060

In The News:

More From Mdm

Byrnes: Look Inside Your Company to Find Sales Best Practices

How Data Can Help Salespeople Cross-Sell More Effectively

How Data Can Help Salespeople Cross-Sell More Effectively

May 14, 2012

One of the easiest ways to grow sales is to grow your sales to existing customers. You've already won their business, now how do you get more?

The problem, according to Jim Tenzillo, former vice president of marketing Grainger, is that customers segment the distributors from which they buy in much the same way that distributors segment customers. They don't think of your company as an option from which to buy additional product lines. They may not even know that that's an option.

On the flip side, your salespeople might not be aware of which products they should be trying to cross-sell to your customers. In Uncover Unexpected Cross-Selling Opportunities, Jonathan Bein and Rob Kelley of Real Results Marketing examine ways to identify opportunities that may not be as intuitive as say hammers and nails.

Identifying more cross-selling opportunities and making sure your salespeople are aware of them can go a long way toward resolving the former issue, as well. After all, if your customers don't know you sell something or don't think of you as the seller of something, you're never going to get that sale.

Read more about uncovering cross-selling opportunities in the May 10, 2012, issue of MDM Premium.

© 2017 Gale Media, Inc.

Please do not reprint MDM's content on your website without MDM's express permission as it is copyrighted material. To gain permission, email us, or call 1-888-742-5060. For information on PDF or print reprints, visit MDM welcomes inbound links from your site. Please cite Modern Distribution Management.

Post a comment to this article

Partner Center