Cross-selling success can be one of the keys to organic growth. It can generate sustainable, recurring income, strengthen customer relationships and add value to stakeholders.
But cross-selling can also do immeasurable damage to a business, its relationships and reputation. In my recent post, “Cross-Selling at Cross Purposes,” I looked at how and why cross-selling can go wrong. Here I examine five aspects of cross-selling that I have seen help make it work.
Five focus areas for cross-selling success:
1. Customer Centricity – It needs to be right for the customer.
2. Trust – Colleagues need to trust each other to do the…