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How do I get my people to cross-sell?

In most B2B environments, the cross-selling opportunity often offers the most compelling growth. Unfortunately, the way that many businesses incentivize their customer-facing people is detrimental to cross-selling and potentially therefore, to the customer experience. Technical specialists get nervous when cross-selling hits the agenda. Professional services firms are often guilty of this. I know firms where

Introducing Gordon BDM….

OK so for the first time, here at WordPress, I’m publicly introducing Gordon BDM, my own company. I’ve decided that after 10 years’ learning from many many other very very talented people, I’ve lined up enough ducks to build something special myself. I’ve been at the accountants today getting some tax advice and incorporating Gordon BDM Ltd.
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