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Upselling and cross-selling is the art and science of introducing customers to better and complementary products to what they are currently interested in. According to one Forrester research analyst, 10-30% of ecommerce revenues come from upselling and cross-selling.
For example, an inside sales individual within a department may handle the legwork of creating and organizing sales appointments for outside sales personnel, otherwise known as lead generation. In some cases, inside sales personnel may be used to upsell incumbent customers. Inside Sales Trends. Given the rising comfort levels of consumers with buying goods and services online or by phone, inside sales numbers are growing. It is now the fastest growing segment of sales and lead generation. It ...