If you’re a Revenue leader, chances are you care about two pretty straightforward things: 1) acquiring new customers and 2) selling more to existing ones. But when it comes to the latter, very few Sales execs are completely confident they aren’t leaving money on the table somehow. Whether they missed an upsell opportunity with a customer they didn’t know was at capacity or they discover a rep didn’t push a certain product because they didn’t realize a customer could benefit from it, every organization is missing out on revenue.
The problem is that this lost revenue can be sizeable. Gartner estimates that 80% of a company’s future revenue will come from 20% of its existing customers. And the more mature an organization is, the more it can count on and—indeed should be—milking money from its existing customer base. Here’s the good news. You likely have everything you need to capture this expansion: you have customers. The first step is driving the positive customer outcomes needed to keep customers coming back for more.
Author: Priyanka Srinivasan