In this video, SalesChain’s founder and president, Tim Szczygiel, outlines five essential tips for driving net-new growth.

Targeted Prospecting:

Tim emphasizes the importance of a focused approach when targeting potential customers. Instead of a broad, unfocused strategy (the “shotgun approach”), he suggests refining and cleansing your data to create a targeted list of prospects based on industry, market type, and business size. This targeted approach allows your sales team to use their time more effectively, increasing their chances of success.

Bundled Solution Selling:

Tim highlights the need for salespeople to move beyond their comfort zones. While they may be familiar with selling certain products, like print, it’s essential to emphasize the full range of products and services your business offers. This approach not only meets more of your customers’ needs but also increases the value of each sale.

Leverage Strong References:

Tim stresses the importance of having solid references on hand, especially when selling to specialized markets like legal firms or medical practices. Word-of-mouth from satisfied customers is a powerful selling tool, and having these references ready can significantly boost your sales efforts.

Incentivize and Gamify Sales:

To keep your sales team motivated, Tim suggests making the sales process competitive and fun. Utilizing stack ranking reports allows everyone to see where they stand, fostering a healthy competitive environment. However, it’s important to make comparisons fair by adjusting for factors like revenue and profit across both tenured and new sales reps, ensuring an even playing field.

Incorporate into the Commission Plan:

Finally, Tim advises integrating net new business targets into your commission plan. By requiring that a portion of revenue (e.g., 15-20%) comes from new customers, you ensure that even tenured reps who might rely on existing customers are incentivized to seek out new business. A system like SalesChain’s can help blend and measure these sales achievements to support this goal.

These five steps, when implemented effectively, can significantly enhance your team’s ability to grow net new business.