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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.

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