SellingBrew

Subscriber-Only Express Guide

Already a subscriber? Login

Subscribe and get immediate access to this guide, full access to our research library, and much more...

Five Performance Boosters of Follow-On Sales

Learn How a Shift in Focus Can Increase Your Close-Rates, Shorten Sales-Cycles, and Improve Your Margins

While the acquisition of new customers is certainly important for feeding the sales machine, it might not the best place to focus your attentions if you really want to see dramatic improvements in sales performance. In this guide, you'll learn about:

  • How a primary focus on new customer acquisition can actually hurt close rates, margins, cycle times, etc.
  • How follow-on sales can have a positive influence on five different dimensions of overall sales performance.
  • How the "incumbent dynamic" that usually works against you can be turned to your advantage for a change.
  • How relatively small shifts in where you look for more sales can provide a big boost to your sales metrics.

This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Selling Value More Confidently in Seven Steps

    Salespeople need to be confident in themselves and in the value of the offerings they’re representing. This tutorial helps you give your sales team the confidence they need to sell effectively while maximizing revenue and margin.

    View This Tutorial
  • Overcoming the New Realities in B2B Sales

    Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.

    View This Interview
  • Generating More Sales from Existing Customers

    Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.

    View This Webinar
  • Managing Mix to Boost Sales

    Product and customer mix have an incredible amount of influence over every aspect of your sales performance. In this on-demand webinar, learn how to get proactive about "rigging" your mix to your advantage.

    View This Webinar