Posts Tagged ‘cross sales’

When a Loss is a Win

The statement when a loss is a win sounds contradictory, but perhaps losses are not always what we think.

Customer Relations

Recently I purchased a home improvement product that I needed to install. When I tried to install it there appeared to be something wrong with it, so I returned it for another of the same model. I also could not get that one to install properly. As a result, I returned it and got another brand that worked perfectly and was easy to install. Now, it could well be that Read the rest of this entry »

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The Danger of Seasonality

Having just recently ended the Christmas season and the madness this creates in retail serves as a reminder of how difficult it is to be profitable. This difficulty is even greater when a business has high seasonality. Read the rest of this entry »

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Cross Sales and Up Sales

Nearly every company is trying to figure out ways to increase sales and generate sales that deliver better margins. But are they turning over every stone to do so?

The Typical Approach

One of the first things most companies do is put pressure on sales people to generate more sales. Along with that they often become more lenient in sales terms, thus creating more accounts receivables and in the process likely increasing days to collect. Be careful when you decide to relax your credit terms. This can be a recipe for disaster and reduced cash flow. See 3 Reasons Past Due Receivables May be Worthless and 3 Low Cost Sources of Cash – Part 2 for more on this. But suppose it is not practical to grant more lenient sales terms? What are some other ways to generate increased sales? Read the rest of this entry »

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