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 Marketing Ops Journal subscriber.
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How to Prevent Customer Defection
In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.
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The Revenue Marketing Center of Excellence
With revenue marketing gaining popularity, many are wondering what kinds of organizational structures will best support the transformation. In this interview, Debbie Qaqish of the Pedowitz Group explains why the Center of Excellence model makes so much sense for revenue marketing.
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New Benchmarks for Pricing Excellence in B2B
In our research, we’ve identified ten areas where “best practices” have been redefined; setting new benchmarks for pricing excellence in B2B. Use this self-assessment to see how your capabilities measure up.
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