Customers are feeling pressure to get more done with less, so many of them are reducing the number of companies they do business with. At the same time, companies are urging their salespeople to increase sales to present customers.
Home : increasing penetration
6 ways to sell more to existing customers
Research by The Alexander Group shows that salespeople seriously underpenetrate their existing customer base, as they focus on finding new customers. They forget that the fastest way to build sales is to focus on penetration.
