Contents
Chapter 1 What Is Cross-Selling?
Chapter 2 Realities of the Market: Turning It to Your Competitive Advantage
Chapter 3 Developing Your Strategic Profile: Understanding the Dynamics Shaping Your Business
Chapter 4 Panning for Gold: Identifying Opportunities in Your Client Base
Chapter 5 Building Exit Barriers: Protecting Your Top Clients
Chapter 6 Converting Your Products and Services into Value-Added Solutions
Chapter 7 Mastering Best Sales Practices
Chapter 8 Nurturing: What to Do When Clients Are Not Ready to Buy
Chapter 9 Overcoming Roadblocks and Hurdles
Chapter 10 Getting Everyone on Board
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