Developing a Steady, Seamless Sales Pipeline for Specialty SW Products

Telecommunications Provider Doubles Monthly Revenue

Grande Communications (Grande), provides cable TV, phone and internet services to communities across the state of Texas. In March of 2013, Grande realized that one if its business functions, the internal commercial sales call center, was struggling to meet sales goals. 

When management started to evaluate staff, they noticed something very important; the commercial sales call center team was talented in customer care and service, however, they were not experienced salespeople.