Cross-selling is more important than ever, and successful cross-selling requires the right kind of teamwork, according to Brian Gardner, owner of SalesProcess360 in Build Revenue with Existing Customers.
Getting an entire team on the same page can be the key to moving in the right direction when it comes to cross-selling, though it's not always as simple as getting everyone in the same room. Rethink departmental silos. Invite the service team and marketing department into sales meetings.
“It all starts with the culture and the belief inside a company that they want to truly leverage information,” Gardner says. “They remove the silos of their departments, the islands of data, the inside sales, outside sales, service and marketing teams are all rowing the boat in the same direction.”
“Train your service team to have their antennae up. They need to be looking for opportunities, they need to be thinking sales,” Gardner says. “Everyone is in in sales, from the person answering the phone to the person shipping the product out of the warehouse, how you handle and interact with people, you’re in sales.”
Read more about cross-selling opportunities in Build Revenue with Existing Customers.