Is Your Cross-Sell Strategy Doomed?

Is Your Cross-Sell Strategy Doomed?: The Enterprise Council on Small Business (ECSB) conference in October featured some new research on the dynamics—and possibilities—of cross-selling among small and medium-sized businesses. Some of the results probably mirror what most of us have experienced in our 2012 planning: More than nine out of 10 companies plan to increase their emphasis on cross-selling in the coming year. This, despite the fact that the ROI of cross-selling continues to decline with almost two-thirds of the programs studied missing their goals.