Definitions and Glossary
Cross-sell

Cross-sell or cross-selling is the process of selling an existing customer an additional product or service of yours that they do not already have. In a similar way to retention, cross-selling has a much higher success rate than acquisition simply because you know much more about a customer than you do a prospect. In addition, they should already have a trust relationship with you.

For example, because of your existing relationship with the customer you will have accurate information about their of their contact preferences and details (decreasing returned and poorly addressed mail), and you may also have other relevant information about them that you can use to better target your offering.