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ENTERPRISE SALES IT PLAYBOOK

How to Hit Your Number Using Your Existing Account Base

 

 

We sat down with IT buyers from Exelon, Starbucks, Vanguard, and BB&T to find out how, when, and where to expand your footprint within your top accounts.

In this guide, you'll learn:

  • When to begin the expansion process
  • How to make the initial ask without rubbing your POC the wrong way
  • How to demonstrate value to new prospects within the organization
  • When to bring in your tech experts during the sales cycle
  • How to maintain the broader relationship over the long term

Get the Playbook

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