Home Page
Matrix Management
Strategic Planning
Cross-Functional Teams
Facilitation & Training
Visit Our Library
Customer Service Training
Management Consulting
Marketing Services
Who We Are
Contact Us

  Strategic Futures® is a
  registered service mark.

Some Benefits of Integrated Selling… Increased gross revenue and profitability   Increased focus on customers rather than focus on existing products/services   Synergy among products and services that increase market and wallet share   Minimize sales force working at cross-purposes   Minimize sales clumsiness, duplication, expenses, and opportunity costs   And more…

Integrated selling. Cross-selling collaboration. Getting to a bigger bundle of value that both satisfies and anticipates the customer's needs. Avoiding the clumsiness, real cost, and opportunity cost of one sales representative from your company visiting a customer for Product A on Tuesday and another sales representative showing up on Thursday for Product B. For the feet on the street, integrated selling may mean selling a product/service that is outside an individual's comfort zone. Top management wants to do it, but it can be tough for the sales representative to get beyond good intentions and into the genuine “letting go” of past habits and beliefs that is needed to make it happen. It means trusting others from your company whom you may not know well, if at all – as you move to team-based selling. It means opening doors for product/service sets that are just plain foreign. It means seeing new possibilities beyond that which is warm and familiar.

Copyright © 2000-2005 by Strategic Futures Consulting Group, Inc. All rights reserved. No part of this article may be reproduced, copied, transmitted, or disseminated in any form, by any means (electronic, photocopying, recording, or otherwise) without the prior written permission of the author.