How to Boost Sales Through Cross-Selling and Upselling, Part 1 of 2

As customer acquisition costs continue to rise, be it catalog mailings or other techniques, many marketers have turned to optimizing performance from existing customers as a way to limit costs while improving sales, namely through cross-selling and upselling. In a presentation at the eTail 2008 East conference in Washington, D.C., last week, Michael Dell’ Arciprete, vice president of marketing for Boca Java, an online coffee retailer, rattled off a number of best practices to help online marketers boost sales through cross-selling and upselling.