Category Archives: eCommerce

Why Cross-Selling Works

Why does cross-selling, the process of selling something additional to someone who is already making a purchase, work?  This article explores some of the theory and rationale behind cross-selling – from qualification to motivation and profitability.

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Foundation Series: Substitutes and Complements

Do you know about substitute goods and complementary goods?  If you’re doing any eCommerce, and are thinking about cross-sell and upsell, you should understand the basics about substitutes and complements.

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Can You Write Website Requirements Without a Product Manager?

A couple weeks ago, our article on writing design-free requirements triggered some great discussion around requirements and design (also known as “reqs and specs”).  What happens when you’re dealing with a website?  There are many stakeholders, who are clear about their own goals.  Who then turns them into requirements?

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SEO Product Management

SEO, Search Engine Optimization, is an area that every online website needs to think about.  The idea is that the more traffic you can get to your website, the more products you’ll sell.  Just because you can lead a horse to water doesn’t mean you can make him drink.  What a great opportunity to product manage your website and ask why about SEO.

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Foundation Series: Cross-Selling and Upselling

You have an eCommerce site.  You sell products online.  Do you cross-sell additional products?  Do you upsell to better products?  This article explains the difference between cross-sell and upsell, and looks at some real-world data about the effectiveness of both.

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Product Manage Your Website

  • You website is not just a tool, it is a service, and therefore a product.
  • Your prospects make buying decisions based on your website.
  • Your customers make repeat-buying decisions based on your website.
  • You risk losing future customers because of your website.

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