I think this article from Business Day, is relevant to anyone who has a complex sale. It reminds us that the first YES is just the start of the sales process not the end.. Share this article with your sales leaders and see what they think.
Smart sales professionals don’t stop once the deal is done they start
2 Key Learning’s
1. Stay involved longer after the sale is made so you can build the critical relationships with other key influencers inside your customer’s company. This not only increases the odds of successful engagement/implementation but also insulates you company from competition.
2. Include your clients in your lead nurturing programs. Most corporate executives know this truth, “how you sell me indicates how you will serve me.”
Share of Wallet
Finally, a key metric to that I use to measure growth from existing customers/clients is, “share of wallet.” For example, many companies base their budgets on some percentage of revenue. So if their revenue declines while their expenditures to your company remains the same… you’ve just increased your share of wallet. A good sign! Better still they increase their expenditures (to your company) as they grow because you’ve helped them be more successful.