The Top 3 Ways to Improve New Customer Acquisition

Despite the fact the full year revenue plan attainment is strong across the organizations in our research community, a new year has started and odds are good that many of you are already in the painful situation of already being behind on quota. It’s the natural cycle of sales.
Every fiscal year leaves leaders with the dreaded task of figuring out how they are going to make their goal this year, regardless of what happened last year.   There are four distinct levers that leaders in our 2018-2019 Sales Performance Study are pulling to drive 2019 results.  In our recent blogs, here and here, we talked about the first strategy, putting more leads into the funnel.  Today, we explore the second strategy, capturing new accounts.
Unfortunately, there are few strategies in a sales organization which boast worse efficiency than capturing new accounts. The sheer amount of money and time devoted to the elusive