Spotlight: Transforming from a Task Oriented to Customer Oriented Sales Culture (Backcountry)

Document created by Alex Nassi Employee on Aug 11, 2017Last modified by Alex Nassi Employee on Oct 3, 2017
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Back Country, the parent company of four business suites that sell wilderness adventure and outdoor sporting goods, wanted to make a change in its sales culture. Rather than focusing on the mundane tasks of addressing customer inquiries and opportunities - it instead opted to build a more holistic and intelligent view of the customer. This has resulted in a more customer-centric culture, improved pipeline reliability and increased sales volume. In this session, Back Country’s Peter Tew will outline how the Sugar platform aided the company’s shift - and reveal some cool integrations and customizations (such as its “Customer Passions” widget) that have enabled Back Country to build better business relationships.



Peter TewBackcountrySenior Product Manager



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