Case Study

GHX: Creating a New Sales Process to Drive Profitable Growth

July 13th, 2020
Steve Silver, Vice President, Principal Analyst
Steve Silver Vice President, Principal Analyst

Summary

GHX needed to revamp its sales process to align with evolving B2B buying preferences. Without a strong connection to the buyer, it’s easy for the sales process to become disconnected from expectations. An internal deal strategy brought together resources to consolidate deal specifics and created a plan for next steps to win the deal. Cross-functional alignment on customer-facing roles can unlock better service across buyer engagement points. In this Case Study, we explain how GHX leveraged a buyer-aligned sales process to create a consistent buying experience for its customers.

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