Analytics can successfully determine the best cross-selling relationships that lead to increased revenue, says Robert Kelley and Jonathan Bein of Real Results Marketing in Uncover Unexpected Cross-Selling Opportunities.
Some salespeople know what to cross-sell based on their own experiences, but even the best reps are not able to discover all possible product relationships without the use of analytic techniques.
Distributors that carry large numbers of products have multiple cross-selling opportunities available to them. The key to successful cross-selling is to identify rules that, when applied, will produce a meaningful sales lift.
The two main attributes that determine a good cross-selling opportunity are high support – items A and B occur together frequently – and high confidence – if item A has already been selected for purchase, there is a good chance of selling item B.
Read more about how to determine effective cross-selling relationships in Uncover Unexpected Cross-Selling Opportunities.
