Most revenue leaders know this truth intimately, even if they rarely say it out loud: It’s easier and far more cost-effective to grow an existing account than to land a new one. In fact, according to Bain & Company, increasing customer retention by just 5% can increase profits by 25% to 95%. Meanwhile, McKinsey research shows that top-performing sales organizations derive over 50% of their growth from existing customers. Yet, despite the abundance of data sitting inside Salesforce, most tea...
