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Defining the Key Criteria for Program Success

Date: September 14, 2015

Author: Mark Middlekamp

Description:
This publication discusses the key criteria needed across multiple functions (sales, services, customer success, marketing, sales operations) to build a successful lead generation program focused on expansion revenue growth with existing customers.

Applicable Disciplines:
Expand Selling

Keywords:
data analytics, customer data, lead generation, upsell, cross-sell, expand selling, expand selling

Functional Areas:
Finance,Human Resources,Marketing,Sales,Service Delivery,Strategy

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