White Paper: Executing a Territory Sales Model

The executives at a major software company have set high revenue goals for the next two years. Currently the Company sells custom and one-off financial software to major Fortune 500 companies. But to meet their aggressive revenue goals, they must diversify their customer base. The Company has decided to expand sales by defining and growing their mid-market business. The strategy is to sell standard versions of their 100 software titles to companies with revenues between $100 and $500 million. Now, it's up to the Vice President of Sales to develop a plan to penetrate these mid-market companies.

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