B2B sales people are competitive by nature and, as B2B sales leaders, we are responsible for coaching those competitors. Yet, coaching a team that delivers flawless execution with outstanding results can seem as elusive as the World Series Championship was to the Houston Astros in 2013 when they wrapped three consecutive 100-loss seasons. Yet, the Astros did it. By playing out a long-term strategy, they claimed the title. Sales leaders can achieve stunning success as well, they just need the right strategy.
Achieving growth targets hinges on how well your team can improve the total value derived from the existing customer base. This article from Business2Community and Zilliant SVP of Worldwide Sales Greg Howe provides three secret plays to help you achieve growth targets and hit your numbers in 2018.