Using installed base selling to maximize revenue : a step-by-step approach to achieving long-term profitable growth / Remi Gicquel, Paul-André Lambert.
There is no such thing as an easy sale. However, selling to an existing customer--whether by refreshing an old product or introducing a new and different product--is often easier, faster, and returns higher margins. Centering your organization's sales strategy on your installed base is a smart...
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