Opportunity Type Sales Strategies: Existing Customers

January 1st, 2018

Summary

Not all opportunities flow through the pipeline in the same way; ignoring this fact can detract from revenue performance. When selling to existing customers, sales reps should be well versed in quickly deciding whether a reactive or provocative approach will work best. A customer's current level of satisfaction with the seller is a significant factor in determining how likely a new opportunity from that customer is likely to close.

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