Case Study

GHX: Creating a New Sales Process to Drive Profitable Growth

July 13th, 2020
Steve Silver, null
Steve Silver

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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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.