New Report: The Path to Profitable Growth

Balancing resources between hunting and farming teams is tough. Chasing new logos can be costly and time consuming, but is it worth it?

Turns out it may not be as valuable as you think: Just 29 percent of B2B sales come from new customers acquired in the past year. If your company is large, the number is even lower, as firms with more than $250 million in annual sales generate just 20 percent of sales from new accounts, on average.

Learn more about trends in hunting vs. farming and what successful sales organizations are doing today in our new report with the Sales Management Association, The Path to Profitable Growth.

SMA Capture

Featuring the results on a survey of more than 100 sales leaders, the report reveals trends in:
• Sizing and assessment of growth opportunities from customers and prospects
• Sales performance management practices that differentiate new and existing customer performance.
• Measurement approaches used to quantify growth opportunity in new and existing customers.
• Alignment between organizational strategy and sales/marketing tactics.
• Specific tactics used by sales organizations to maximize customer retention and growth.

Interested in learning more about pain points and trends in complex B2B sales organizations? Check out our recent visibility survey, detailing how sales teams are hurting themselves by flying blind.