Summit Europe Case Studies EIMS Case Study

Joining Inside Sales with ABM to Drive a 20% Improvement in E:B

Sponsor Name: EIMS

Speaker: Florian Bienvenu, Senior Vice President of EMEA, BlackBerry

Where should Inside Sales stop and Field Sales start? EIMS and BlackBerry talk about 3 continuous years of ‘cost of sale’ improvements by successfully moving Inside Sales up the value chain. Challenging the boundaries of where Inside Sales typically stops and Field-based Enterprise Sales start.  Achieved by leveraging marketing techniques more traditionally found in the world of Account Based Marketing. Key takeaways the presentation will address:

  • How a continuous improvement approach delivers strategic improvements in cost of sale
  • How to move Inside Sales up the value-chain without impacting customer experience
  • How Integrating marketing and inside sales can maximise existing account growth