CASE SUDY: Cross Telecom embraces sales enablement tools to increase closed-won deals

Arrow S3 (a merger of Cross Telecom and Shared Technologies) is an end-to-end integrator of telecom technologies. The company employs a direct sales model with account executives (AEs) located throughout the United States. One of the marketing department’s primary roles is to enable the sales team to be their own ‘marketing machines’ – to farm new business.