What is low-hanging revenue? Simple strategies for immediate revenue growth

Every sales team is chasing bigger deals, higher quotas, and new markets. But in the dash to land the big wins, smaller revenues often get overlooked. Quick, easy-to-close deals that don’t require months of follow-up or complex negotiations are what we call “low-hanging revenue.”  

Low-hanging revenue refers to the easiest, most accessible ways to grow revenue with minimal effort. Think of it as revenue that’s already within reach, such as untouched leads, warm prospects, or existing customers who are ready to expand their business. While these opportunities may seem small individually, they add up fast. 

In this guide, we’ll break down what revenue growth really means, introduce key metrics every sales leader should track, and outline simple, actionable strategies to capture low-hanging revenue before it slips away. Let’s dive in. 

What is revenue growth? 

Revenue growth is the increase in a company’s total income over time, typically measured quarterly or annually. It’s a key indicator of business health and can signal demand for a company’s product or services. It’s also a great indicator of when a company is ready to scale. Unlike profitability, which factors in costs and expenses, revenue growth focuses only on how much money a company is making from their sales. This makes it a critical metric for investors, stakeholders, business leaders, and even potential customers.  

How to calculate revenue growth  

Before diving too far into revenue growth strategies, it’s important to break down what ingredients help cultivate revenue growth. Let’s take it back to math class with a formula: 

Revenue Growth Rate = Current Period Revenue−Previous Period Revenue/ Previous Period Revenue ×100 

By subtracting the previous period’s revenue from the current period’s revenue, dividing that by the previous period’s revenue and multiplying that (hopefully) large number by 100, you’ll have a percentage increase (or decrease) in revenue over a specific time frame. 

Sales teams typically track growth in two ways: 

• Year-over-Year (YoY) Growth: Compares revenue from the same period in different years (e.g., Q1 this year vs. Q1 last year). This helps spot long-term trends. 

• Quarter-over-Quarter (QoQ) Growth: Compares revenue from one quarter to the next (e.g., Q1 vs. Q2). This shows short-term momentum. 

Let’s say a company made $500,000 last quarter and $600,000 this quarter. That means the company saw 20% revenue growth in one quarter, which is a strong sign of positive momentum. 

Why tracking revenue growth matters 

Revenue growth isn’t just a fun number to look at—it’s a key performance indicator of business health and potential growth. Investors, executives, sales leaders all track this number closely because it sends signals about a business’ expansion or challenges.  

Here’s why it matters: 

• Proves market demand: Consistent revenue growth shows that customers want your product and that your sales strategy is working.  

• Drives business decisions: Sales teams use growth data to set quotas, optimize pricing, and allocate resources effectively. 

• Attracts investments: High growth makes a company more appealing to investors and stakeholders looking for strong financial performance. 

Think of revenue growth like a scoreboard for your business. If the numbers are going up, the crowd is cheering, and the camera is highlighting your team’s best wins, you’re moving in the right direction. If not, it might be time to reassess your strategy and find new ways and tools to capture more revenue. 

What is low-hanging revenue?  

Low-hanging revenue refers to opportunities that require minimal effort to capture and can quickly boost a company’s income. These opportunities are often overlooked or underutilized—prospects who’ve already shown interest, low-tier accounts that aren’t a huge sale, or untouched leads that just need a friendly nudge.   

Sellers only have so much time in their workday, so they have to prioritize. That often means focusing on the biggest accounts that require most of their sales energy. But what about those lower-tier accounts that no one has time to follow up on?  

The reality is that low-hanging revenue can add up quickly. By identifying and leveraging these overlooked opportunities, businesses can drive significant revenue growth without a ton of extra time or effort from sellers. In other words, it’s easy money that's being left on the table. But with limited time, sellers need the right tools to help them clear the table and collect every opportunity within reach.  

That’s where AI comes in. Outreach’s AI Prospecting Agent helps sales team pounce on low-hanging revenue opportunities by identifying, engaging, and nurturing these easy-win opportunities. AI steps in where human capacity runs out—ensuring that no opportunity goes missed. 

4 Key factors that impact revenue growth 

Achieving revenue growth isn't just about making sales—it’s about optimizing every element of your process. From sales efficiency to customer retention, several factors work together to drive sustainable revenue. Let’s explore the key areas that can have the biggest impact. 

1. Sales efficiency & pipeline optimization 

The first factor that impacts revenue growth is a streamlined sales process. By optimizing each stage of the sales pipeline, companies can shorten sales cycles and improve conversion rates. Automation and AI tools step in here to help sales teams stay on track. They handle repetitive tasks so sellers can focus on high-value activities. Accurate sales forecasting also ensures resources are allocated efficiently, making sure companies are always ready to hit their targets. When an entire process flows smoothly, it allows sellers to shine and deals to close faster. 

2. Customer retention and expansion 

Next, let’s talk about the importance of keeping your customers. Retaining customers is one of the most cost-effective ways to grow revenue. The longer you keep a customer, the more they contribute to your bottom line. But beyond the numbers, genuine care for your customers and their success builds trust, loyalty, and meaningful impact.  

So by focusing on customer success and offering strategies like upselling, cross-selling, and renewal optimization, companies can maximize revenue and value from existing customers. Small adjustments, like personalized offers or loyalty perks, can make a big difference in keeping customers engaged and driving additional revenue. 

3. Pricing & monetization strategy 

Another key driver of revenue growth is pricing strategy. Pricing experiments, such as value-based pricing or tiered packages, can help businesses find the sweet spot between attracting customers and maximizing profits.  

For example, companies that adjust their pricing to better fit customer needs often see a boost in revenue from upsells or upgrades. By regularly adjusting pricing to match what customers value, businesses can open new revenue streams while meeting customer satisfaction. 

4. Sales & marketing alignment 

Finally, aligning your sales and marketing teams can have a huge impact on revenue growth. When both teams work toward the same goals and share insights, the result is a smoother customer journey and more efficient conversion of leads into sales. Companies that prioritize this alignment often see significant boosts in revenue.  

For example, a study by the Aberdeen Group found that organizations with good alignment between sales and marketing teams achieved 20% annual revenue growth in 2010, while companies with poor alignment saw revenue decrease by 4%. Clear communication and shared goals are key to unlocking growth and securing long-term success. 

5 actionable low-hanging revenue strategies 

In this section, we'll dive into some simple yet effective strategies that can make an immediate impact on your revenue growth. Let's dive in: 

1. Leverage existing customers for expansion 

One of the easiest and most effective ways to grow revenue is by focusing on your existing customers. Loyal customers are already familiar with your product or service, so it’s easier to sell to them again. You can encourage this through loyalty programs, referral incentives, and renewal offers. Retaining current customers is significantly more cost-effective than acquiring new ones; in fact, increasing customer retention rates by just 5% can elevate profits by 25% to 95%. Small touches like personalized offers or a simple thank-you message can help keep your customers engaged, increasing the lifetime value they bring to your business. 

2. Optimize your pricing model 

You don’t always need to overhaul your entire pricing structure to see a boost in revenue. Sometimes, it’s about tweaking what you already have. Things like psychological pricing (e.g., setting prices at $99 instead of $100) or offering tiered pricing can influence purchasing behavior and drive conversions. A study by McKinsey found that companies that actively adjust their pricing can see a 2-7% revenue increase. These small changes can have a huge impact when done correctly, especially if you’re targeting customers who are looking for that extra value. 

3. Reduce revenue leakage 

Missed renewals, underpriced services, or churn issues can all leak revenue if not addressed. The good news is these problems can be solved with a little attention to detail, like a s strong sales execution strategy. Take Worldpay, for example. By leveraging Outreach’s platform to refine their sales engagement, they not only added close to $100 million in sales pipeline but also improved conversion rates and customer interactions. Their ability to create meaningful touchpoints with prospects and existing customers reduced the risk of missed opportunities—something that directly impacts retention and long-term revenue growth. 

By reviewing your pricing structure, renewal processes, and customer satisfaction regularly, you can close those gaps and keep the money where it belongs. By tightening up these processes, companies can prevent lost revenue and even turn that around into growth. 

4. Increase sales efficiency with AI & automation 

This piece is so important, it’s worth calling out again. To truly accelerate your revenue growth, you need to streamline your sales process with the right sales AI tools. An AI tool, like Outreach’s AI Prospecting Agent, can help make your team more efficient and effective. The prospecting agent can help your sales team identify and nurture leads at scale, while automating time-consuming tasks like email follow-ups and task reminders. This not only saves your team time but ensures they’re focusing on high-priority leads that are more likely to convert, boosting your revenue with minimal effort. 

5. Cross-sell and upsell 

Cross-selling and upselling don’t have to be complicated. In fact, they’re one of the easiest ways to increase your average order value without needing to acquire new customers. How to make it even easier? Call recording sales software can help. For example, Outreach’s KAIA, is a AI-powered conversation intelligence software with additional features like allowing sales teams to review customer interactions. This helps identify real-time opportunities for cross-selling and upselling by better understanding customer needs and preferences, ultimately leading to higher engagement and conversions. 

Measuring and tracking revenue growth 

Now that we’ve covered some actionable strategies for capturing low-hanging revenue, it’s important to track their effectiveness. After all, understanding your progress is key to maximizing growth. In this section, we’ll explore key metrics to track and how they can guide your strategy toward sustained growth. 

Key metrics to track 

Here are the most important metrics to track when measuring revenue growth: 

Revenue Growth Rate (YoY, QoQ) 

Revenue growth rate is the percentage increase (or decrease) in revenue over a specific time period. It can be calculated on a Year-over-Year (YoY) or Quarter-over-Quarter (QoQ) basis. YoY compares revenue from the same period in different years, helping identify long-term trends. QoQ compares revenue from one quarter to the next, providing insights into short-term momentum. By tracking these rates, businesses can gauge overall growth and adjust strategies accordingly. 

Customer Lifetime Value (CLV) 

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer over their entire relationship. CLV is crucial for understanding the long-term value of your customer base and helps prioritize efforts to retain profitable customers. For instance, by improving CLV through targeted upselling or loyalty programs, businesses can see substantial revenue growth with fewer resources. 

Customer Acquisition Cost (CAC) 

CAC is the cost of acquiring a new customer, calculated by dividing total acquisition expenses by the number of new customers acquired. Keeping CAC lower than CLV is essential for profitability. Tracking this metric allows businesses to ensure their customer acquisition strategies are cost-efficient, ensuring that the revenue generated from each customer outweighs the investment spent to acquire them. 

Churn Rate & Retention Rate 

Churn rate is the percentage of customers who stop doing business with your company over a set period, while retention rate is the percentage of customers you keep. Both metrics are critical for measuring revenue sustainability. Reducing churn by improving customer satisfaction, offering personalized services, or addressing pain points can help businesses maintain and even grow revenue without needing to acquire new customers. 

Bonus tip: To quickly identify potential churn indicators and improve your chances of retention, check out our churn risk quiz. 

The role of predictive analytics in revenue growth 

When it comes to increasing revenue, timing is everything. Predictive analytics helps sales leaders identify patterns in past sales performance to uncover trends, forecast pipeline health, and refine go-to-market strategies. 

By analyzing historical deal data, sales teams can spot which types of prospects are most likely to convert, when buyers are most engaged, and where revenue is slipping through the cracks. This allows them to focus their efforts on where they’ll have the biggest impact—whether that’s re-engaging dormant accounts, doubling down on high-performing sales plays, or identifying customers ready for expansion. 

Turn low-hanging revenue into scalable growth with Outreach 

By identifying and capitalizing on low-hanging revenue opportunities, your sales team can achieve quick wins and set the foundation for long-term growth. Whether it’s leveraging existing customers, optimizing pricing models, or using AI to automate and prioritize key sales efforts, each strategy helps to unlock revenue with minimal effort. 

Now is the perfect time to evaluate your current sales strategy and start implementing at least one of the tactics we’ve covered in this guide. By doing so, you can begin driving immediate growth while laying the groundwork for sustained success. 

Plus, if you’re interested in how Outreach can amplify these efforts and streamline your sales cycle, check out our Sales ROI Calculator. Get a sneak peek at the impact of optimizing your sales process with Outreach and watch the results speak for themselves. 

FAQs about revenue growth 

What is the difference between revenue growth and profit growth? 

Increasing revenue doesn’t always mean increasing profitability. Revenue growth refers to the increase in total sales or income over time, whereas profit growth focuses on the increase in earnings after expenses. A business can see a rise in revenue but still experience lower profitability due to rising costs, ineffective spending, or inefficient operations. To truly maximize growth, it's essential to focus on both increasing revenue and optimizing costs for better profitability. 

How do I find low-hanging revenue opportunities in my business? 

Identifying low-hanging revenue opportunities is all about looking for quick wins. Start by analyzing your existing customer base—are there opportunities for cross-selling or upselling? Next, review your sales cycle and customer touchpoints—where can you streamline or add value? Implementing sales automation can also help identify and prioritize opportunities that might otherwise be overlooked. By focusing on high-return activities that require minimal effort, you can unlock revenue without major investment. 

What is a good revenue growth rate? 

A good revenue growth rate depends on several factors, including industry benchmarks and business stage. For example, high-growth industries like tech or SaaS often see annual growth rates of 20-30% or more. However, for more established businesses or those in slower-growing sectors, a 5-10% annual growth rate may be considered strong. It's important to compare your growth against peers in your industry to set realistic expectations and gauge your progress. 

How does sales automation impact revenue growth? 

Sales automation, powered by AI and real-time analytics, is a game-changer for revenue growth. Automation streamlines repetitive tasks like data entry and follow-ups, freeing up your sales team to focus on high-impact activities. With AI-driven insights, you can better understand customer behavior, predict sales trends, and pinpoint the best leads for conversion. By integrating automation into your sales cycle, you’ll improve efficiency, drive better outcomes, and accelerate revenue growth.