Closing the Gap on Growing Existing Customers
A SellingBrew Research Briefing Exploring a Critical Capability That Most B2B Sales Operations Are Lacking
Our research into leading sales operations shows that for most established B2B companies, selling more to their current customers is a very important issue...with some very serious problems and implications. In this research briefing, you'll learn about:
- Where "growing sales to existing customers" falls in the list of top priorities for established B2B sales operations.
- The number of sales operations reporting a serious deficiency around understanding untapped account potential.
- Five "hidden" impacts this capability gap has on territory planning, coverage mapping, sales incentives, and more.
- Where the majority of sales operations are turning in order to address the problems and close the capability gaps.
This research 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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Finding Margin Leaks in Your Sales Processes
Of course, every sale is the result of a process. And with any process, the quality of the final product is influenced by the raw materials. This diagnostic helps improve revenues and margins by identifying the root-causes of erosion in your sales processes.
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The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
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How Marketing Automation Is Changing Sales
In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.
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How to Crater a Market with Cost-Plus Pricing
For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.
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