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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