Closing the Gap on Growing Existing Customers
A MindBrew 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 Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
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Identifying Your Value Along Five Dimensions
You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.
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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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Fixing the Root-Causes Behind Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real root-causes.
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Navigating the B2B Marketing Minefields
There are many myths and misconceptions about B2B marketing that can trip you up, hold you back, and prevent you from achieving success. In this on-demand webinar, you'll learn what they are and how to avoid them.
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