Case Study

GHX: Creating a New Sales Process to Drive Profitable Growth

July 13th, 2020

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.