The Situation: A leading telecommunication firm wanted to substantially grow its broadband business to offset the continuing decline of the traditional wire-line business which was being eroded by mobile and competition from cable providers. Growth of the broadband business required a new go-to-market strategy focused on penetrating high population density properties to accelerate growth and...

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The Situation: A leading global industrial firm had designed a very comprehensive set of global account management processes and tools, but was not seeing the expected growth and increased share of wallet within their global accounts. They decided to do an assessment of the account managers to determine where the gaps were in skills and...

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The Situation: A leading global technology firm developed a new go-to-market strategy focused on driving profitable growth by changing the mix of solutions sold to the customers. This new strategy required a new sales coverage strategy implementation and shift in the role of the sales leaders to a “general manager” role to drive this profitable...

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