The Cross-Sell/Upsell Framework for New Offerings

January 1st, 2018

Summary

Cross-sell and upsell processes, though vital for marketing, customer success and sales roles, are typically misaligned. When adding a new offering to cross-sell and upsell efforts, organizations must start by segmenting customers based on available insights. Assess the organization’s understanding of buying centers within each account as well as the fit between the new offering and customer needs.

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