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Date: August 18, 2015

Author: Mark Middlekamp

Description:
This publication defines the building blocks needed for effective expand selling, explores several of these building blocks in depth, and provides TSIA's recommendations related to starting expand selling initiatives.

Applicable Disciplines:
Expand Selling

Keywords:
expand selling; pacesetters; customer engagement model

Functional Areas:
Engineering;Finance;Human Resources;Marketing;Operations;Partner Management;Sales;Service Delivery;Strategy;Training

Markets:
Consumer Technologies;Enterprise IT and Telecommunications;Healthcare and Healthcare IT;Industrial Equipment