Research Report

Data-Driven Selling (Abridged)

"Different functions in your company may all be talking about the customer, but the communication infrastructures are built for entirely different purposes."


This paper is designed to give you ideas on how to leverage the customer data you’re already collecting by turning it into account intelligence. It provides 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. If these steps are taken, your company can grow revenue in an efficient and cost-effective way, without adding significant sales and marketing budget.

Note: This research paper is an abridged version of the original research report of the same title. The full report is available to members of TSIA’s Expand Selling research practice, and goes into deeper detail on the actions required to successfully leverage account intelligence for customer growth.

Authored By:

Steve Frost

Vice President, Expand Selling Research, TSIA

Publish Date: August 6, 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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