The Key to Successful Cross-Selling? Your Sales Force

Posted by Ashish Vazirani on Mon, Nov 14, 2016

Samuel Yeung co-wrote this post with Ashish Vazirani.

Companies often resort to extreme measures to acquire new customers, and the outcome isn’t always a revenue-generating addition to the portfolio. Just look at the elephant graveyard of Silicon Valley startups that have died as soon as investor funding dried up. In many cases, over-investment in customer acquisition happens at the expense of cross-selling opportunities in existing accounts, which are oftentimes viewed as tedious maintenance work with little upside.

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