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Cross Selling

How to increase revenue per customer?

There are many ways to increase a company’s volume of business and revenues, but not all involve increasing the customer portfolio and market share.

In most cases, companies ignore the advantages of increasing the value of their current customer base by using Cross selling and Up selling techniques.

  • CROSS SELLING allows the company to offer products or services in addition to those already used by its customers, increasing their value for the company and, at the same time, generating greater value for them.
  • UP SELLING on the other hand, is the technique of offering products or services of a higher value and level to those currently being purchased by the customer.

Setting up intelligent strategies of Up/Cross selling is not simple.

The 5 keys to effective cross selling

  1. Defining a tempting product offer for existing customers 
  2. Knowing what customers are being shared with competitors 
  3. Identifying customers who will more probable to buy 
  4. Defining the acquisition plan in the customer portfolio 
  5. Turning D Customers into A Customers.

Our experience in processes aimed at increasing business volumes and profitability with all types of local and multinational companies gives us an advantage in helping you to obtain the maximum performance from your customer portfolio.

If you wish to increase your customer revenue, we can help you

The Marketing Intelligence Review

First publication in marketing and clients strategy

Case Studies

Sanofi Aventis

Objetives: Develop a Strategic Channel Plan and define Sales Strategy.

Solution: Descriptive portfolio Analysis, segmentation, value model and creation of potential market.

Result: Development of Sales Strategy.

Bayer

Objetives: Increase the effectiveness and efficiency of the Sales Network,Growth Opprotunities.

Solution: Physician Targeting, Identification of costumer drivers, Potential Value and Segmentation.

Result: Optimization of resources, Strategic Costumer knowledge, Motivated Sales Network.

NH Hoteles

Objetives: Develop an analytical CRM Project.

Solution: Corporative Sales Intelligence Portal Service.

Result: Aiming the company at Costumer Value, Overall sales vision, and understanding what goes on in the environment

AVIVA

Objetives: Differentation of services, Customer Value Proposal.

Solution: Costumer Segmentation Plan, Costumer Value, Abandonment analysis, Potential Market, Development of operative.

Result: Systematic Orientation towards costumer.

Seur

Objetives: Analyze SEUR's areas, divisions and products.

Solution: Corporative Sales Intelligence Portal Service.

Result: Successful launching of a new products, identification of new segments and loyalization plan.

Services

Cross Selling