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 Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The Ugly Truth About Follow-Up on New Leads
Most of the leads your team generates are going into a black hole! In this guide, learn why 70% of new leads are not being followed-up by sales...and what you should be doing about it.
View This Guide -
Masterful Marketing Operations
Marketing 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 traits and mindsets of successful Marketing Ops groups.
View This Webinar -
Exposing the Power of Price Elasticity in B2B
Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
View This Interview -
Digging for Gold by Analyzing Wins and Losses
How many companies really understand why they lose deals...or why they win? In this expert interview, Rick Reynolds of AskForensics discusses lessons learned from win/loss analysis of nearly $12 billion worth of business.
View This Interview
