Even though you might naturally be a sales hunter, it’s lucrative to do a bit of farming from time to time. Sales reps who are exhilarated by the thrill of closing new clients can become blind to the revenue for the taking right in front of them — upsell opportunities among current customers.
Growing existing accounts can help reps exceed quota more easily and deepen already healthy relationships. But not all customers have equal revenue potential. How can salespeople pick the right clients to nurture, and plant the seeds for growth?
RAIN Group’s research has revealed a 10-step formula for expanding relationships with your best fit clients. Check out the infographic below for an explanation of the process, peppered with interesting statistics and insights.
Click the image for the full infographic: