The Science Of Cross-Sell And Upsell

November 9th, 2023

Nora Conklin Principal Analyst

Kelvin Gee Principal Analyst

With contributors:

Steven Casey , Amy Bills , Laurynn Bedard , Arianne Burnette

Summary

B2B cross-selling and upselling are complex processes requiring a coordinated effort to help grow the value of existing customers. However, many organizations fail to set defined plans and processes for expansion efforts as they would for new business. This report introduces a five-step approach for implementing a structured and consistent strategy for cross-selling and upselling.

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