Cross-Selling

Course details

Cross-selling is the practice of selling an additional product or service to an existing customer. It can generate a significant opportunity, as the relationship already exists, but ensuring the additional product or service sold to your clients enhances their value is critical. This course helps you understand cross-selling and its benefits and develop and execute a cross-selling strategy that works for your business. Sales and leadership coach Jeff Bloomfield also explains how to align sales and marketing to achieve improved sales, consistent messaging, and data-driven insights.

Learning objectives
The benefits of cross-selling
Understanding your customer and revenue goals
Creating the buyer journey
Executing your cross-selling strategy
Measuring the buyer journey
Aligning sales and marketing

Concepts

Increasing Your Sales with Cross-Selling Techniques

Increase your sales with cross-selling

What Is Cross-Selling

Cross-selling versus upselling
General benefits of cross-selling
The additional value of cross-selling
Potential drawbacks of cross-selling

Building a Cross-Selling Strategy

Understanding your customer
Determining your internal sales model
Quantifying customer potential
Determining your revenue goals
Maximizing revenue opportunities
Creating the buyer journey

Executing the Strategy

Creating problem-centric messaging
Asking effective questions
Solving one problem at a time
Ensuring maximum value clarity

Aligning Sales and Marketing for Cross Selling Effectiveness

Defining, scoring, and measuring the buyer journey
Integrating a coordinated content strategy
Determining the right tools and technology
Using customer data to drive opportunity

Conclusion

What problem can you solve for your customer