On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener’s question about how to effectively balance prospecting for new logos with serving and managing existing accounts.

Maggie is a member of my insider group, and she asked me a pretty important question about how to balance prospecting and account management.

“I’m a top salesperson, and I want to stay on top. But one of the things about my job is that I have to manage and service my existing accounts, and I have to go out and look for new logos and new opportunities. And the more business that I sell, the harder it is for me to prospect to go find new opportunities so that I can sell more.”

If in your sales job, you have to go hunt new accounts and you have to manage the accounts that you go out and close, then Maggie’s question makes a lot of sense. It’s hard to be a hunter and a zookeeper at the same time.

Going out, prospecting, facing rejection, knocking on doors, picking up the phone, and calling people is completely different than servicing your accounts, upselling, cross-selling, and retaining the business that you have.

This is one of the key reasons why people struggle to balance prospecting with account management.

P.S. You can access Sales Gravy University Here

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