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.
Business Analysis / eCommerce / Product Management
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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.
eCommerce / Product Management
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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?
Business Analysis / eCommerce / Product Management
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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 […]
Business Analysis / eCommerce / Foundation series
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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.
eCommerce / Product Management
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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.