The Sales and Rev Ops Effect

New Business, Upsells, and Retained Clients: Finding the Right Pipeline Balance

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In this episode of The Sales Ops Effect, Charlene discusses the risks of having an imbalanced sales pipeline. She explores the importance of diversifying your deal types—new business, upsells, and retained clients—to avoid overleveraging your business on one source of revenue. Charlene shares insights on:

  • The real danger of relying too heavily on a single client or sales channel, and how it can lead to significant business risks.
  • Why having a balanced approach between new business, upsells, and retained clients is essential for long-term stability.
  • How understanding your sales cycle and revenue breakdowns can help identify potential holes in your pipeline.
  • The importance of tracking and reviewing your pipeline health regularly to avoid overlooking key areas of growth.

    • Charlene emphasizes the need for a solid foundation in sales operations to ensure that businesses aren’t caught off guard when things go wrong. She also talks about the value of focusing on existing customers and upselling them, which can often be more profitable than chasing new leads all the time.

    Want to improve your sales pipeline?
    Charlene is offering a free 30-minute consultation call to help you analyze your pipeline and identify where you can make improvements. Book your call here.

    Also, stay tuned for a live event coming at the end of February! It will be an online session focused on using your CRM properly. More details to follow soon!

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    The Sales and Rev Ops EffectBy Charlene Thompson