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" ... Growth is not a standalone phase that startups decide to do overnight. A startup is always growing from the day it starts. Although, there comes a point when a company sees growth opportunities by fueling proven systems and processes. This could mean accelerating customer acquisition with a bigger marketing investment, increasing the average revenue generated from each customer through upsells and cross-sells, capturing new segments with new products and services, expanding into new markets, etc. As in the transition phase, the safest growth initiatives revolve around expanding what is already working. ... "
" ... Marketing is entirely focused on moving down the marketing funnel, while sales has its own funnel and customer conversion goals. Customer success finds ways to keep customer relationships fresh, solving problems and offering useful upsells and expansions. Too often, customer success doesn’t consider the previous experience in sales, and marketing doesn’t set the table for long-term success. That’s someone else’s goal and business process; as marketing is touching the elephant’s trunk, customer success is holding the tail. ... "
" ... To meet your customers’ needs in a cost-efficient way, you need to not only amplify your store fulfillment possibilities with options to buy online and pick up in-store, to buy, reserve and pick up in other stores, and with “endless aisle”, where the customer can browse items that aren’t in stock but can be ordered on request. You also have to turn your stores into fulfillment centres, meaning e-commerce orders can be shipped from those stores, and that they can ship orders placed in other stores. With e-commerce sales soaring it’s also important for the stores to handle returns of goods bought online. It will keep the costs for returns down and also help turn returns into exchanges and stimulate upsells. ... "
" ... Typically, an open source company hosts and manages its entire stack, including the features available in the open core and the premium features of its software, in the cloud and charges users subscription or consumption fees to access various tiers of functionality. Many open source companies that offer service tiers carry a most basic tier that includes only the free open core. A key decision becomes whether to offer this tier for free, hoping to drive upsells to paid tiers, or whether to charge for even this basic tier. Each successive tier typically adds additional functions or features. ... "
" ... Value-driven, post-purchase follow-up is key to generate upsells through a nurturing process. The goal is to turn your one-time customers into repeat buyers, then those repeat buyers into loyalists. ... "