The “E” in LAER: Driving Expand Revenue with Services by Steve Frost, TSIA

http://www.tsia.com. Companies can’t become “LAER Effective” without a proactive engagement model for growing their existing customers. Sales, however, can’t do this all by themselves, and Services teams can drive revenues for their companies by leveraging their interactions and relationships with customers. They can generate and leverage account intelligence, provide active assistance to their sales brethren, generate leads with existing customers, and even close certain types of sales on their own. TSIA’s VP of Expand Selling Research, Steve Frost, will offer best practices for how to utilize Services teams at various stages of the funnel, and provide examples of how TSIA member companies are driving cost-efficient growth from their existing customers.