Installed base selling is about the timely maneuvering of sales teams to engage into an installed base protect or expand sales play as well as winning strategic new logos. In this chapter, we develop how to maximize the sales coverage, taking advantage of all available sales resources, be the internal resources or channel partner resources. We describe how to align the sales roles to the target accounts and cover all business segments. Eventually, through ...
© Remi Gicquel, Paul-André Lambert 2020
R. Gicquel, P.-A. LambertUsing Installed Base Selling to Maximize Revenuehttps://doi.org/10.1007/978-1-4842-5146-1_66. Installed Base Selling and Sales Coverage
The sales execution
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