Stay ahead with customer value thinking.

How the company behind The Challenger Sale uses DecisionLink tools to take control of their own customer conversations.

By Joanne Moretti and Mike Maxey

Those of us who have been researching, advising on, managing B2B sales for many years know this statistic almost as a constant – the 80/20 rule. The rule quite simply states:

As a former Chief Revenue Officer, with responsibilities for the Canadian subsidiary of CA technologies, I had oversight over all go-to-market activities; specifically these included: field marketing, sales (including all indirect channels) and customer relationship management, with a dotted line reporting coming in from professional services.  My primary goals always centred around three key pillars, 1) customer acquisition, 2) customer retention and 3) customer expansion.

By David Brock

David Brock