Companies that invest in post-sales customer marketing are three times more likely to succeed with cross-selling.
“Investment in developing customer relationships ensures higher results and growth than companies just focusing on sales,” said Renee Irion, principal analyst of Forrester at the global market research company’s virtual B2B Summit APAC in September 2021.
“For the majority of our clients, a large percentage of their revenues comes from the existing customer base. This revenue stream includes cross-sell, upsell and renewals,” added Irion.
Irion, with her colleague and co-panellist, Forrester principal analyst Rani Salehi, highlighted the role of upselling and cross-sell in growing...