Gartner Research

Apply B2C Cross-Sell Tactics to Shape More Opportunities in B2B

Published: 20 February 2019

ID: G00376769

Analyst(s): Carrie Cowan

Summary

Cross-selling is a proven tactic for selling more things to the same customer at the time of launch and into the life cycle. Technology product marketers must become masters of timing and context to create meaningful offers that increase demand for more products and drive more net new sales.

Table Of Contents

Analysis

  • Implement Cross-Selling to Lower Costs and Increase CLTV
  • Leverage Customer Data to Detect and Set Up the Next Cross-Sell Opportunity
  • Drive Relevancy by Selling Solutions Versus Products
    • Revisit Your Segmentation
  • Align Cross-Sell Offers to the Buyer Situation to Deliver Value
  • Summary

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