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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Beyond Reporting with Sales & Pipeline Analysis
To actually improve overall sales performance in a big way, reporting alone simply WILL NOT get you there. This recorded training session shows you how to make the transition from reporting to true sales and pipeline analysis that can drive improved sales performance at-scale.
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Enabling Remote Sales At Scale
Ready or not, the remote/virtual mode of interacting with customers and prospects is here to stay. So, how do you equip your team with the right tools, skills, and practices to be most effective?
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Overcoming the New Realities in B2B Sales
Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.
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Why Strategic Accounts Defect to Competitors
Learn what research conducted by AskForensics reveals about the real reasons companies fail to retain strategic accounts and what they can do about it.
View This Research
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Making Sales Ops More Responsive
Boosting Speed, Flexibility & Agility Without Sacrificing Quality & Rigor
