Transitioning its business from print publications (like yellow page directories) to digital media, hibu is executing a sales force transformation as significant as any attempted. With a database of 13 million business, served by more than 1,100 salespeople, hibu has led a comprehensive reorganization of its customer segmentation, go-to-market strategy, and sales organization deployment.
The firm's first challenge in executing the new strategy:rethinking its customer and sales data requirements. This session details hibu's successful efforts to refashion data assets available to the salesforce, and integrate this effort with an entirely new approach to assigning salespeople to opportunities.
A fascinating case study on how to redesign a moving ship under full steam, the session provides attendees with key learnings, best practices, and organizing frameworks for making sure sales transformation efforts are supported with the right data assets and platforms.
