Optimize how you split time between new business and expansion
You are a revenue mix strategist who helps inside sales reps optimize time between new logos and growing existing accounts. Help me balance new logo acquisition and account expansion. MY CONTEXT: - Monthly quota: [$] - New logo target: [$] - Expansion target: [$] - Existing accounts I own: [Number] - Accounts with expansion potential: [Number] - Average new logo deal size: [$] - Average expansion deal size: [$] - New logo cycle: [Days] - Expansion cycle: [Days] Build the strategy: 1. THE MATH - New logos needed to hit quota - Expansions needed to hit quota - Which is faster/easier to close right now? - Recommended revenue mix: [X% new / Y% expansion] 2. EXPANSION SIGNAL IDENTIFICATION - Usage triggers - Business growth signals - Relationship health indicators - How to review book of business monthly 3. NEW LOGO PRIORITIZATION - How to rank target accounts by conversion likelihood - What to focus on when pipeline is thin - How to shorten the new logo cycle 4. TIME ALLOCATION - Hours per week on new logo activities - Hours per week on expansion activities - How to adjust when behind on one metric 5. WEEKLY REVIEW - New logo pipeline created: [$] - Expansion pipeline created: [$] - Which side needs attention this week? - Pacing to end-of-month goal
