{"id":811,"date":"2007-04-09T13:32:02","date_gmt":"2007-04-09T18:32:02","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-need-to-cross-sell-accounts\/"},"modified":"2007-04-09T13:32:03","modified_gmt":"2007-04-09T18:32:03","slug":"the-need-to-cross-sell-accounts","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2007\/04\/the-need-to-cross-sell-accounts\/","title":{"rendered":"The Need To Cross-Sell Accounts"},"content":{"rendered":"<p>Team-based selling has become a dominant trend in the sales world due in large part to the information flowing through the Internet.&nbsp; Prospects expect knowledgeable salespeople to call upon them &#8211; the basic information they can (and probably have) learn from your website.&nbsp; ManageSmarter.com offers this article &#8211; <a href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/sales\/e3i26e9d1513432b1e7bf32b900c4d2a098\" target=\"_blank\">Cross-Selling Takes Teamwork<\/a> &#8211; which discusses team-based cross-selling to your customer base.<\/p>\n<blockquote>\n<p>Some might suggest that customers are irritated by cross-selling and perceive it as an aggressive sales approach. Interestingly enough, consumer research indicates that the reverse is actually true. Most customers prefer a full spectrum of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach.<\/p>\n<\/blockquote>\n<p>You know, people are irritated by poor salespeople so it doesn&#8217;t matter if it is a cross-sell opportunity or not.&nbsp; Nonetheless, I think this author is correct in his statement.<\/p>\n<p>Cross-selling in today&#8217;s market requires consultants who bring value to the discussion.&nbsp; This requirement is reshaping the modern salesperson and the abilities they bring to the process.&nbsp; Many complex sales are complete team-selling events today (and rightly so).&nbsp; One very important point on that approach:<\/p>\n<blockquote>\n<p>When developing a cross-selling program, <strong>it is critically important that everyone in the organization buys into the philosophy<\/strong> and fully participates in the program. The foundation of every successful cross-selling program is rooted in a strong incentive system based on personal recognition and financial reward.<\/p>\n<\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>Team-based selling has become a dominant trend in the sales world due in large part to the information flowing through the Internet.&nbsp; Prospects expect knowledgeable salespeople to call upon them &#8211; the basic information they can (and probably have) learn from your website.&nbsp; ManageSmarter.com offers this article &#8211; Cross-Selling Takes Teamwork &#8211; which discusses team-based cross-selling to your customer base. Some might suggest that customers are irritated by cross-selling and perceive it as an aggressive sales approach. Interestingly enough, consumer research indicates that the reverse is actually true. Most customers prefer a full spectrum of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach.&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2007\/04\/the-need-to-cross-sell-accounts\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[4,9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-d5","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/811"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=811"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/811\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=811"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=811"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=811"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->