CRM Solutions Can Help Cross-Sell and Upsell

Research shows that making the sale still depends primarily on the chemistry between the salesperson and the customer, and not necessarily on features or benefits, Jackson continues. This holds true for cross-selling and with in-house sales teams.

Says Jackson, “Technology is important, but research still shows that the real secret to cross-selling is to develop the relationship between the people who do business together.” Melissa Sepos is the former managing editor of Catalog Success magazine. You can reach her via e-mail: msepos@napco.com.