Are you putting more time into new opportunities? Or are you focused on selling more to existing accounts?
It's pretty common for sales professionals to chase after new business when new leads roll in. It's the thrill of the chase all sales professionals possess.
The problem is it can cost 10 times more to acquire a new customer than it does to sell more to an existing customer.
But, selling more to an existing customer can be difficult without the right strategy and tools.