7 Tips to Help Your Salespeople with Selling to Existing Accounts

NCMA

strategic account management tips

Written by:Lisa Rose

According toMarketing Metrics, the probability of selling to existing accounts who are happyis up to 14x higher than the probability of selling to anew customer. Selling to existing customers is much easier than finding new customers, but many salespeople don’t have the skills to do it well.

As a sales manager, you can help your sales team tap into the revenue potential of their existing customer base by coaching them on these essential skills.

Tip 1. Prioritize Accounts

Some accounts provide more opportunity than others. Help your salespeople identify where to focus their time and attention based on factors such as size, industry, fit, and strength of relationship.

Accounts that are open to new ideas and that welcome a more strategic relationship are usually better targets for growth. Likewise, when a company is growing aggressively, it may be more likely to provide growth opportunities for…

View original post 672 more words

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s