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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.

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More Subscriber-Only Resources From Our Library

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    Sales planning is often perceived as not much more than tactical busywork. In this on-demand training session, you'll learn how innovative sales operations are taking a radically different approach to identify untapped growth opportunities and develop prescriptive account and territory plans.

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    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.

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  • How Many B2B Sales Teams Lack Negotiation Skills?
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    Recently, we conducted a PulsePoll to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.

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