This article first appeared on SellingBrew Playbook.
Intuitively, most of us recognize the importance of staying ahead of customer defections, expanding sales into existing accounts, and protecting profits through better pricing and negotiation. But beyond simply acknowledging their importance, just how valuable are these things? We know they’re a big deal; but how big are they? What are these things actually worth to us in terms of revenue and profit? Well, there’s some new research that provides the answers…and they’re more significant than most of us would even suspect. In this Expert Interview, Zilliant’s Maria Carballosa and Barrett Thompson discuss the results of a recent analysis of over 1 billion transactions, representing more than $50 billion in sales generated in the last year by industry leaders in number of different verticals. Read more here.