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Washington DC Professional Services Firm Increases Market Penetration Nearly 20%


Situation


Our client provides Councils that support senior executives in emerging markets, helping them to share insights and experiences with their peers in order to address similar business challenges. Our client utilized Vorsight to secure their sales appointments for one year. They made the decision to in source this function to improve market penetration from 60% to 80% −no easy feat.

New Sales Team Needed Structure

The company hired promising new inside sales people, all in need of business-to-business inside sales experience in their new roles. The new sales team needed to learn how to best use their CRM tool for organizing the inside sales process. Our client's management recognized that they had to make changes fast in order to make this new team successful in meeting their sales objectives.


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