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

1. Increasing Your Sales with Cross-Selling Techniques

01 - Increase your sales with cross-selling

2. What Is Cross-Selling

02 - Cross-selling versus upselling
03 - General benefits of cross-selling
04 - The additional value of cross-selling
05 - Potential drawbacks of cross-selling

3. Building a Cross-Selling Strategy

06 - Understanding your customer
07 - Determining your internal sales model
08 - Quantifying customer potential
09 - Determining your revenue goals
10 - Maximizing revenue opportunities
11 - Creating the buyer journey

4. Executing the Strategy

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

5. Aligning Sales and Marketing for Cross Selling Effectiveness

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

Conclusion

20 - What problem can you solve for your customer