Most acquisitions fail to generate the expected revenue growth because they can’t operationalize a joint sales motion. Sales reps continue to work in their separate CRM systems, and it is hard for sales reps on each side to know who exactly they should start collaborating with on each account.
You can’t wait for both sales teams to get into the same CRM system. To drive revenue quickly after an acquisition you need to empower sales teams with the information they need where they already work.
If you get this right – then you can identify net new accounts for each sales team to sell to, accelerate cross-sell revenue growth, and even shorten your sales cycle.
As a sales leader I know how important our partners are for our current and future revenue growth. PartnerTap helps us prioritize who to partner with on each account, collaborate with sales reps at each of our partners, and co-sell into target accounts.
– Chris Welch, VP Sales, Direct Travel