In the literal sense, weak signals are a business strategy tool. The idea, formalised by Igor Ansoff in the 1970s, is to listen to all the partial and fragmentary signals in order to build up a ‘Strategic Early Warning System’ – and avoid (un)pleasant surprises. They are called weak signals, mainly because the frequency is […]

Upselling and cross-selling are often confused. They are both techniques for increasing sales from existing customers, but they use slightly different approaches to do so. Upselling is selling an improved version of the product or service, while cross-selling is selling complementary products. In practice, the line is quite fine, especially in B2B. However, cross-selling techniques […]