Finally Fixing the Account Development Disconnect
Using Data-Science and Technology To Build a Real Account Expansion and Retention Capability
While account development...customer expansion and retention...is a recognized priority for most sales teams, it also tends to be an acknowledged deficiency for those very same teams! Why the disconnect? Why has it been so hard for sales teams to develop an effective account development capability? Is there a better way? To shed more light on this topic and share what some leading distributors are doing differently in this area, I asked Brian Hirt of CueCode to join me for a discussion.
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Exposing Your Differential Value Step-by-Step
From our best practice research, we’ve cut through the complexity of value-based selling to provide a simplified, step-by-step tutorial for understanding and exposing the differential value of your offerings.
View This Tutorial -
The Marketing Research Analysis Guide
The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.
View This Tool -
The Pitfalls of Sales and Marketing Alignment
Sales and marketing alignment can sometimes do more harm than good. These real-world case studies expose the costly downsides of alignment and reveal the mindset that's often more effective to adopt.
View This Case Study -
Structuring Effective Sales Ops Functions
This research brief answers three popular questions about Sales Ops structures, including: Should Sales Ops be distributed or centralized? Where should Sales Ops report to, or up through? How should a Sales Ops function be structured?
View This Research
Come Join Our Next Webinar
Building AI-Enabled Sales Operations
How to Stop the Dabbling and Produce More Meaningful Business Impacts
