As we enter 2025, many companies are staring at ambitious growth targets. Over the past years, many companies’ growth often came from selling more to existing accounts and increasing prices. But those levers are becoming less impactful. 

When working with companies to deconstruct targets and identify the revenue streams that will achieve them, one insight stands out: LANDING MORE NEW LOGOS IS ESSENTIAL (caveat: subscription businesses are a bit of a different animal, but that would require a separate article). 

Yet, this shift often raises concerns among revenue leaders —they often state that their sales reps are heavily focused on existing accounts and may not be capable of pursuing new ones.  

And while pursuing new logos seems very close to expanding existing accounts (it’s all about selling after all, right?) it can be quite a big lift to get going with “hunting” if the organization isn’t used to it. The reps will face many “rejections” that people – quite naturally – struggle with, the work is super tedious, sales cycles are very long, and you can’t expect to see in-quarter impact, jeopardizing short-term quota attainment, etc. 

Instead of framing this as a failure of individual salespeople, organizations should focus on creating a “new logo pursuit capability.”  

This webinar will provide a firm structure and tangible recommendations on how to build this capability and run your “new logo pursuit” engine.