6 research-backed sales strategies to expand your customer relationships
Download Are Your Sales Reps Leaving Money on the Table? to learn how to better grow existing customer accounts.
It’s a safe bet that you spend a lot of time searching for new leads you can turn from suspects to prospects and finally customers. After all, there’s never-ending pressure to meet monthly and quarterly sales goals, keep your pipeline full, and perform at the top of your game.
But consider for a moment a different approach, one that focuses on serving existing clients, not on chasing new leads. Research suggests that selling to current clients is cheaper, easier, and generates larger deals.
With each of the six sales strategies, make it clear that there is real added value to the customer in expanding the relationship. Phrase that as an expectation, assuming all goes well and according to plan. Use at least one, or try combining several in your next sales proposal, and it will do wonders for your sales pipeline, win-rate, average deal size, and quota attainment.
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