About the Hosts:

 

Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.

 

 

About the Guest(s):

 

Richard Harris is the founder of the Harris Consulting Group and the author of “The Seller’s Journey”. With a focus on helping founders with their go-to-market strategy and teaching sales reps how to ask the right questions to win, Richard brings a wealth of experience and expertise to the sales industry.

 

 

Summary:

 

In this engaging discussion, Jamie and Richard talk about the importance of balancing efforts between acquiring new customers and focusing on existing ones to drive growth and revenue. They explore the challenges faced by companies in maintaining reoccurring revenue, highlighting the significance of converting existing pipeline opportunities and maximizing customer success teams' potential. The conversation sheds light on the need for realistic goal-setting, investing in employee development, and redefining success metrics to drive sustainable growth in sales.

 

 

Key Takeaways:

 

• Realistic goal-setting is crucial to prevent sales teams from chasing unrealistic targets.


• Investing in employee training and development is essential for bridging skill gaps and improving conversion rates.


• Redefining success metrics from customer success to customer growth can unlock upselling and cross-selling opportunities.


• Balancing efforts between acquiring new customers and converting existing pipeline opportunities is key to sustainable revenue growth.


• Future sales success lies in empowering customer success teams to leverage their natural sales skills for upselling and cross-selling.

 

Connect with Jamie and Richard Harris

• Jamie Shanks: https://www.linkedin.com/in/jamestshanks/


• Richard Harris: https://www.linkedin.com/in/rharris415/

 

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