Contemporary Analysis

Data Science

Net New Sales: Sell More by Selling Less

"Selling more by selling less", is a phrase that most salespeople write off.  They can't believe that you can increase sales by focusing less on acquiring new clients, and more on your current customers.  This is a basic misunderstanding and over simplification of the sales equation.  Most salespeople focus only on new people. They fail to recognize the huge crowd of people that have already decided to become clients.  They forget about their current clients. They have already been sold, and are waiting to be called again.  But you have already sold them you say?  Sure, weeks, months, and sometimes years ago.  Don't your think they are ready for something else?  They are.  Salespeople just don't know how to resell to someone that already knows their game, and therein lines the trouble. Learn how we helped increase customer loyalty by reselling current clients. 

Sales is not about new sales, it is about net new sales.  To increase net new sales, salespeople have to also be concerned with reducing the number of their current clients that are lost each month to customer churn.

Current clients.  I find it fascinating that sales people never think of their current clients as leads for more sales. I think this stems from bad Customer Service Management systems that do not allow salespeople to keep track of when customers are ready to be sold another product, and management's lack of understanding about how salespeople should be trained and compensated.  But why?  Why cant sales...

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