FEATURE3 December 2013
Upselling and cross-selling deliver growth, but CEOs don’t rank it a priority
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FEATURE3 December 2013
x Sponsored content on Research Live and in Impact magazine is editorially independent.
Find out more about advertising and sponsorship.
Stuart Butler-Smith reckons rival market research companies can learn a thing or two from the sales strategies of ComScore and Gartner.
The first-half results from the listed research companies were truly a mixed bag. The general themes were:
That last point is particularly important. When the world is in upswing, you can take a few chances, and if one or two of them go wrong, the environment is forgiving.
But this is not a benign environment. This is a difficult trading environment, and getting the basics right – executing correctly – is paramount.
Yet Ipsos, Informa’s Professional & Commercial division, Forrester and Harris Interactive, among others, all suffered from execution issues in ...
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