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Should sales leaders have their compensation tied to net recurring revenue/renewal rates? 👇 As sales leaders, our primary focus is often on generating new business. But to align with broader company goals—reducing churn, increasing recurring revenue, and boosting profit margins—we must also prioritize the health of our existing customer relationships. Customer-health scoring as a tool for net new business sales leaders? It can bridge the gap between acquiring new business and maintaining strong, profitable relationships. 👉 Take a page from CS to identify best-fit customers & gain actionable insights that directly support your company’s growth objectives. 💸 Here are 4 ways customer-health insights can be applied to new business development: 𝗧𝗮𝗿𝗴𝗲𝘁 𝗛𝗶𝗴𝗵-𝗤𝘂𝗮𝗹𝗶𝘁𝘆 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝘄𝗶𝘁𝗵 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗣𝗿𝗼𝗳𝗶𝗹𝗲𝘀: By analyzing customer health data from existing successful clients, you can develop a success profile to identify new prospects who are most likely to thrive with your product. This targeted approach allows you to focus your outreach on prospects that match the characteristics of your most profitable customers, increasing your chances of closing high-value deals. 𝗥𝗲𝗳𝗶𝗻𝗲 𝗬𝗼𝘂𝗿 𝗩𝗮𝗹𝘂𝗲 𝗣𝗿𝗼𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻 𝗕𝗮𝘀𝗲𝗱 𝗼𝗻 𝗛𝗲𝗮𝗹𝘁𝗵 𝗠𝗲𝘁𝗿𝗶𝗰𝘀: Customer-health scoring can reveal which aspects of your product provide the most value to existing clients. Use these insights to craft a more compelling value proposition for new prospects. Highlight the specific benefits that resonate most with similar companies, making your pitch more relevant and persuasive. 𝗢𝗽𝘁𝗶𝗺𝗶𝘇𝗲 𝗬𝗼𝘂𝗿 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆: Use the behavioral data from successful accounts to inform your outreach strategies. For instance, if you notice that high-engagement clients respond well to specific messaging or channels, replicate those tactics in your prospecting efforts. Tailoring your approach based on proven success patterns can help you connect with new prospects more effectively. 𝗗𝗲𝘃𝗲𝗹𝗼𝗽 𝗣𝗿𝗲𝗱𝗶𝗰𝘁𝗶𝘃𝗲 𝗜𝗻𝗱𝗶𝗰𝗮𝘁𝗼𝗿𝘀 𝗳𝗼𝗿 𝗡𝗲𝘄 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀: Leverage insights from customer health scoring to create predictive indicators for prospect behavior. For example, if certain engagement patterns correlate with successful onboarding, identify these signals early in your prospecting process. This proactive approach can help you prioritize leads that show the highest potential for a successful long-term relationship. What's your favorite CS strategy that you've deployed in net new business? -- Enjoyed this post? Click here 👉lnkd.in/emVkCrf3 to hit follow & ring my 🔔 for more Post inspo credit to HBR #SalesLeadership #B2BSales