Press release
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.
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About Richardson
Richardson (http://www.richardson.com) helps leaders prepare their organizations to execute sales strategies and achieve business objectives. ?We have the expertise and resources to help you scale your initiative quickly and confidently across your entire sales force and supporting functions. With you, we establish sales best practices, evaluate talent, build capability and consistency through world-class sales training, and sustain necessary change. We ensure that your solution reflects your unique culture and values, which drives rapid adoption and lasting results.??
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Source: http://www.trainingpressreleases.com/news/richardson/2013/why-cross-selling-fails-the-ultimate-list
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