Why Cross-selling Fails: The Ultimate List
Why Cross-Selling Fails: The Ultimate List is a new blog post from leading sales training company Richardson that begins to build out a critical list of why reps struggle to cross-sell.
PHILADELPHIA, May 28, 2012 - Companies want their reps to cross-sell more to their existing customer base. Cross-selling is about working together with the customer to develop the best solution to solve a problem or unlock an opportunity. Richardson's latest blog post, Why Cross-Selling Fails: The Ultimate List begins to build out a critical list of why reps struggle to cross-sell.
"We started building out our list of why reps struggle to cross-sell. Please let us know if you have any to add. Once we have a comprehensive list, we'll give our thoughts in another blog post on how to overcome these challenges," explained Richardson's Jim Brodo, author of list.
Why Cross-selling Fails: The Ultimate List currently contains fifteen reasons why cross-selling fails including: account managers are too risk averse; misaligned compensation and incentives; too many products - too little knowledge; lack of a 'win-win' mindset.
The full post is available online: Why Cross-Selling Fails: The Ultimate List.
To learn more about Richardson, contact Jim Brodo, SVP Marketing, at jim.brodo@richardson.com, or call at 215-940-9255.