In 2026, customer retention drives sustainable growth as acquisition costs rise and buyer expectations demand personalized experiences. Upselling and cross-selling remain core tactics for maximizing customer lifetime value, with businesses leveraging data-driven recommendations to boost revenue without proportional increases in marketing spend.
Recent data highlights the efficiency of these strategies: selling to existing customers succeeds at rates 60-70% versus 5-20% for new ones, while cross-selling can amplify revenue by up to 30%. Impulse purchases fueled by timely suggestions account for 40-80% of sales in high-intent moments like checkout.
This article compiles over 60 upsell and cross-sell statistics from primary research, platform data, and industry reports published in the last two years. Organized into key categories, these atomic facts provide a reference for 2026 strategies, drawn from credible sources including research firms, first-party disclosures, and institutional studies.
Scope & Methodology
- Includes only publicly available upsell and cross-sell statistics relevant for 2026.
- Based on the latest figures published within the last two years.
- Sources include primary research, first-party platform data, institutional studies, and industry reports.
- Each statistic is listed separately with its original source and study context.
- No estimates, forecasts, interpretations, or recommendations are included.
Key Upsell and Cross-Sell Statistics for 2026
- It costs businesses 5 times more to acquire a new customer than to retain an existing one, according to a study by Invesp.
- The probability of selling to a current customer is 60 to 70% compared to 5 to 20% for a new customer, based on a study by Invespcro.
- Upsell conversion rates average 20% across industries, reported in a 2024 analysis by Envive AI.
- Cross-sell conversion rates average 4.3%, targeted across industries per Envive AI 2024.
- 80% of e-commerce businesses in the U.S. used cross-selling tactics in 2020, reported by Gitnux in a recent analysis.
- Cross-selling boosts revenue by up to one third, according to a 2024 Gitnux study.
- 37% of marketing professionals shy away from upselling and cross-selling, based on a 2024 B2 study cited by Salesgenie.
- 60% of salespeople used cross-selling tactics as of 2021, according to a Shopify study referenced in 2024 by Salesgenie.
- Impulse purchases account for 40-80% of sales, based on a 2025 IconicWP analysis.
- Companies implementing cross-selling strategies saw revenue increases of up to 30%, according to Hubspot data cited in 2025.
Adoption and Usage Statistics
- 80% of businesses stated that personalization could increase customer spending by 34%, from Twilio’s State of Personalization report cited in 2024.
- 60% of salespeople used cross-selling tactics in 2021, per a Shopify study updated in Salesgenie’s 2025 report.
- 37% of marketing professionals avoid upselling and cross-selling, according to a 2024 B2 study via Salesgenie.
- Upselling is considered more profitable than cross-selling, with a 20% upsell conversion rate versus 4.3% average, from a 2024 Recharge survey.
- 80% of e-commerce businesses reported using cross-selling tactics to increase sales in 2020, per Gitnux 2024 data.
- Nearly 90% of online customers are motivated by free shipping to make additional purchases, based on a 2024 Invesp study.
- 56% of customers cite direct home delivery as a primary reason to buy more online, from a 2024 Display Mode study via Salesgenie.
Revenue and Business Impact Statistics
- Companies implementing cross-selling strategies saw revenue increases of up to 30%, according to Hubspot data cited in 2025.
- Cross-selling is up to 20 times more effective than upselling for revenue growth, based on a 2024 Gitnux study.
- Cross-selling can boost revenue by as much as one third, per Gitnux’s 2024 analysis.
- Upselling at checkout can increase revenue by as much as 30%, reported by eduMe in a 2024 study.
- Personalization increases customer spending by 34% potential, as 80% of businesses reported in Twilio’s report.
Customer Value and Retention Statistics
- It costs 5 times more to acquire a new customer than retain an existing one, from Invesp’s 2024 data.
- Probability of selling to current customers is 60-70% versus 5-20% for new ones, per Invespcro 2024.
- 44% of online shoppers are likely to repeat purchases from retailers offering personalized recommendations, from Ninetailed’s 2024 report.
- Over 50% of shoppers appreciate retailer suggestions based on preferences, per Salesforce 2024 data.
Conversion and Acquisition Statistics
- Upsell conversion rates average 20% across industries, based on a 2024 Envive AI survey.
- Cross-sell conversion rates average 4.3%, targeted across industries per Envive AI 2024.
- 70% of in-store shoppers made unplanned purchases due to cross-selling or upselling, per Display Mode 2024.
- Impulse purchases account for 40-80% of sales, according to IconicWP’s 2025 e-commerce analysis.
Trust, Influence, and Perception Statistics
- 85% of customers are unlikely to respond to irrelevant cross-selling requests, from a CEB survey cited in 2024.
- Over 50% of shoppers appreciate preference-based product suggestions, based on Salesforce 2024.
- 44% of shoppers likely to repeat from personalized recommendation retailers, Ninetailed 2024.
Channel Performance Statistics
- Upselling at checkout boosts revenue by up to 30%, eduMe 2024 study.
- Cross-selling on checkout pages leverages high buying intent for impulse buys at 40-80% of sales, IconicWP 2025.
- 70% unplanned in-store purchases from cross/upsell efforts, Display Mode 2024.
- 90% of online customers motivated by free shipping for add-ons, Invesp 2024.
B2B vs B2C Statistics
- 37% of B2B marketing professionals shy away from upselling/cross-selling, B2 2024 via Salesgenie.
- Subscription businesses see higher returning customer rates, enabling cross/upsells, Recharge 2024 analysis.
References
- https://www.salesgenie.com/blog/cross-selling-statistics/
- https://getrecharge.com/blog/cross-selling-upselling-in-a-subscription-business/
- https://www.accuwebhosting.com/blog/ecommerce-upselling-and-cross-selling-tips/
- https://www.gainsight.com/blog/customer-success-metrics-what-to-track-in-2026/
- https://iconicwp.com/blog/what-is-cross-selling/
- https://revwit.com/future-of-selling-2026-sales-trends/
- https://www.envive.ai/post/cross-sell-recommendation-statistics
- https://mexicobusiness.news/cloudanddata/news/2026-year-when-data-will-redefine-value-sales