Acxiom recognized that in order to meet aggressive annual growth goals of 22%, their sales team must have a long-range outlook for strategic opportunities in addition to existing tactical projects.
Acxiom
Critical Path Strategies recommended a new sales process to drive new business within existing customers and build strong relationships with new strategic customers.
Within one year, the sales teams achieved 107% of their collective aggressive goal within the company’s top 11 accounts. Within four years, the team increased revenue from $250 million to $400 million.