Innovating to Maximize Sales Productivity
How a Leading B2B Sales Organization Increased Their Capacity, Productivity and Effectiveness…All at the Same Time
Without adding headcount, how do you pursue a host of new customer acquisitions while at the same time retaining and growing a massive base of existing customers? In this case study, you will learn:
- The critical factor that determines whether or not a sales team can actually hit their numbers in many mature B2B markets.
- How a relatively small sales team can keep close tabs on thousands of diverse accounts to make sure they aren't defecting.
- How individual sales reps can capture all of the potential growth opportunities buried within even massive books-of-business.
- How certain technologies can handle the heavy-lifting and free-up salespeoples' time to cultivate and acquire new customers.
This case study is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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The Fundamentals of Effective Subscription Pricing
With subscriptions, the first order is just a fraction of the business you hope to get over time. So how do you do get the pricing right? In this recorded webinar, learn the processes, practices, and measures that can boost subscription pricing effectiveness.
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How to Maximize Cross-Selling and Up-Selling
Effective cross-selling and up-selling requires operational solutions that only Sales Ops can deliver. In this on-demand webinar, learn how some innovative groups are making happen---efficiently, effectively, and very profitably
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A Better Approach to Incentivizing Sales Behaviors
In this expert interview with Giles House of CallidusCloud, we discuss how companies are moving beyond simply managing their incentive plans more efficiently and are now seeking to use their data to design compensation plans that are significantly more effective.
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A Better Way to Manage by the Metrics
In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managed...and which cannot.
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Digital First Sales Operations
Optimizing Sales Capabilities for the Modern Digital Landscape
