Marketing Ops Journal

Subscriber-Only Case Study

Already a subscriber? Login

Subscribe and get immediate access to this case study, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • How to Improve Your Close Rates

    Trial and error with something as important as your close rates is risky. So, how do know which strategies and tactics you should be using to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.

    View This Webinar
  • 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.

    View This Guide
  • Suffering from a Costly Case of Sticker Shock

    In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

    View This Case Study
  • Diagnosing Sales Problems

    Failing to identify the true root causes of sales performance problems often leads to a frustrating game of Whack-A-Mole. In this on-demand training webinar, learn how to identify and correct the real root causes behind sales performance issues.

    View This Webinar