Valerus, an energy company, faced slowed growth due to a sales force unprepared for market changes. Partnering with ZS, they transformed their sales approach, focusing on value rather than relationships. By restructuring territories, retraining staff, and developing a scalable sales platform, Valerus enhanced their methodic customer base. The transformation led to immediate revenue growth and higher gross profits, proving the effectiveness of adapting sales strategies to market needs and customer value focus.

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