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: Stark County Law Library Blawg"Why Cross-selling Doesn't Work, But Could"
This post was written by Tom Kane: "There are obstacles to cross-selling that explains why law firms are so bad at it. But with the right kind of leadership and incentives, the obstacles can be overcome. It isn't easy though. When I was an in-house legal marketer, I actually saw cross-selling work - maybe 1% of the time.
An article on Law360.com entitled "5 Killers Of Cross-Selling Success" pretty much sums up the main reasons practice doesn't work most of the time, (but also implies how those barriers can be broken down). The killers include:..."
Continue reading this interesting post and reach the active links by clicking on the author's name.
Source: Legal Marketing Blog.com, 23 September 2010, reproduced with permission of the author
Full post as published by Stark County Law Library Blawg on September 23, 2010 (boomark / email).
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Why Cross-selling Doesn't Work, But Could
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