FOUNDATIONAL FRAMEWORK

Cross-Selling at Scale: Optimizing Sales and Marketing Motions for Account Growth

With the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling are compelling. Yet many organizations still struggle with cross-selling at scale due to data silos, internal barriers, and lack of alignment between sales and marketing.

Cross-selling at scale requires consistent and disciplined processes for consolidating data and insight, identifying white space and creating and converting demand. With over 25+ years executing best-in-class sales engagement programs, we know the elements to creating a scalable selling engine:

Creating single view of the customer connecting internal and external data sources that house the most relevant customer intent information.
Appling human and analytical engines to prioritize certain buyers and recommend content, channels, and cadence.
Connecting these engines with sales and marketing workflow to answer, “Who do I target? What do I offer? How do I reach them?”

Download the simplified framework and get four imperatives to cross-selling at scale.

A Select Framework from Our EVERGREEN GROWTH ENGINE

Translating strategy to execution has never been more challenging for senior sales and marketing leaders. The MarketBridge Evergreen Growth Engine guides commercial leaders through this dynamic journey.
To get you started, we have pulled together succinct frameworks, each focused on one of the eight elements of our Evergreen Growth Engine. Each framework is the culmination of 25+ years of experience driving commercial success within the Fortune 1000.