Effective selling means knowing your customer, understanding their pain points, learning their journey and helping them achieve their goals. Let us take a company with multiple lines of business. Each business unit is singularly focused on their product line, gaining customers at rapid speed. This drives agile decision making, effective customer outreach and sure deal closure. Is there a way to enhance this effectiveness and sell more? Could the company be sitting on a pile of deals without realizing it? Cross Selling comes to the scene.
If we could link customers for different products and zoom in on those who are happy customers of one product but have not converted in others, we could generate a lot of high quality business. Understanding householding and neighbourhood relationships can lead us to a richer understanding of the customer and her needs. Learning customer lifetime value can lead us to targetting the right product to the exact customer. No major IT changes are needed, a simple connect or dump of the customer data in different business units and a matching utility like Reifier is all that is needed. Effective sales outreach can then cross sell and convert these customers, enhancing the existing relationship and leveraging internal data to the hilt.
Posted on May 1st, 2017