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2019 TMSA Sales Training Seminar

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Pipeline Management: Growing a Book of Business
According to CSO Insights (Miller Heiman), capturing new accounts is a top goal for many organizations, yet revenue from new customers averages only 29.9% of total revenues. On the other hand, sales cycles for existing customers are about half the length of new business, making them a smart focus.

After this session, you’ll be able to:

  • Strike the right balance between new customer acquisition and existing customer expansion & retention
  • Evaluate your customer portfolio to identify where highest growth potential exists
  • Identify a strategy to diversify revenue streams

The good news: you don’t have to choose between expanding market share and cost of sale! This session will focus on developing a productive and growing sales pipeline and customer portfolio. It will help you evaluate your customer portfolio and put growth strategies in place that lead to a balanced portfolio with increased wallet share from customers. We’ll explore how you can leverage a customer segmentation model, develop a growth strategy, and ensure you spend your time on the right activities to achieve customer growth.