News: Performance Management
Sales training 'must highlight cross-selling opportunities'
16 March 2009
It is crucial that sales training highlights the importance of cross-selling for companies, an expert asserts.
Lisa Berman, director of new business development at direct marketing agency CGSM, tells Sales and Marketing that those customers who are already buying are more likely to be receptive to additional products.
She also highlights the effectiveness of the respond-by date, suggesting the strategy can result in a quick response from a client.
Other advice she suggests includes targeting audiences strategically, providing the right sales pitches to the most receptive customers, according to the news provider.
By watching frequency, she comments that companies can avoid being blacklisted by internet service providers and ensure they avoid the additional expenditure on both the front and back end.
Management Today recently recommended that sales training should teach the importance of teams remaining focused on what they can control.
It suggested they network, make appointments and calls, giving additional emphasis to interpersonal contact during quieter times and making regular visits to ensure faith in the brand remains strong.
