9 Reasons Why Cross-Selling Programs Fail
The Story of Cross-Selling Gone Wrong A couple of years ago, we were working with a company in the medical device industry that had acquired two smaller device manufacturers. Nothing new or unusual about that; it is all part of on-going consolidation in the healthcare sector. What was troublesome was their efforts at building an […]
My Company’s Cross Selling Program is Driving Me Crazy!
In healthcare and many other industries, consolidation of competitors (i.e., mergers and acquisitions) has made cross-selling a logical strategy for driving growth and improving sales productivity. Even within organizations, companies have implemented cross-selling efforts to introduce new products and expand their footprint within an existing customer base. From the outside, the development and implementation of […]
