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

  • A Better Approach to Incentivizing Sales Behaviors

    Giles House Callidus Interview Splash

    In this expert interview with Giles House of CallidusCloud, we discuss how companies are moving beyond simply managing their incentive plans more efficiently and are now seeking to use their data to design compensation plans that are significantly more effective.

    View This Interview
  • Increasing Revenue Through Real Strategic Sales

    Real Strategic Sales Nar Splash

    It’s so easy to get caught up in the tactics of selling. But your sales strategy shouldn't take a backseat to the tactical to-do list. This recorded training session helps you get beyond the tactical and understand what real strategic selling is all about.

    View This Webinar
  • Exceptional Sales Ops Teams

    Exceptional Sales Ops Teams

    Sales Ops is still evolving and there are no long-standing rules for how everything should work. But there's a lot to learn from teams with a track record of success. In this on-demand webinar, we explore the common traits and mindsets of successful Sales Operations groups.

    View This Webinar
  • A Modern Approach for Fixing a Costly Revenue Leak

    research_modern approach for fixing a costly revenue leak

    We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.

    View This Research