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Research Report

Data-Driven Selling

This report is for Customer Growth and Renewal members only

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This paper is designed to help you leverage the customer data you’re already collecting by turning it into account intelligence. It will provide frameworks on how to translate the data your services teams are generating and the data you get from the usage of your offerings into the language of sales. It will help your analytics teams figure out where to look for new opportunities and what to look for. Finally, it will provide guidance on how to package these data-driven insights for the sales organization in an effective way that ensures they find them valuable and worthy to pursue. If these steps are taken, your company can grow revenue in an efficient and cost-effective way, without adding significant sales and marketing budget.

Authored By:

Steve Frost

Vice President, Expand Selling Research, TSIA

Publish Date: July 25, 2019

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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