Cross-Selling and Hidden Customer Needs—the Sales Turbo

Alexander Nowroth ()
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Alexander Nowroth: Lebenswerk Management GmbH

Chapter Chapter 5 in Sales and Business Models in the Logistics Industry, 2025, pp 113-152 from Springer

Abstract: Abstract Almost all sales organizations (95%) fail to adopt and implement cross-selling strategies. Cross-selling offers numerous advantages, not least of which is that a cross-selling-oriented organization increases customer loyalty and makes your company significantly more innovative. In this chapter, I explain step-by-step how to achieve this demanding team transformation. We'll focus on both the conceptual and implementation phases. To stay one step ahead of your competitors, you'll need to anticipate customer needs faster than they do.

Date: 2025
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DOI: 10.1007/978-3-658-48407-1_5

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