HomeResearch Articles The Science of Cross-Sell and Upsell

The Science of Cross-Sell and Upsell

  • Processes for creating demand within existing customer accounts are not optimized in many B2B organizations
  • Implementing consistent processes for cross-sell and upsell increases internal alignment and optimizes customer growth
  • Identify demand units – buying centers with known needs – to help determine where cross-selling and upselling opportunities reside
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