A B2B sporting goods e-commerce platform, backed by private equity, aimed for 60% revenue growth by increasing Gross Merchandise Value (GMV). The company restructured its Go-To-Market (GTM) strategy, focusing on account segmentation, sales enablement, and improved account management. This included ranking accounts by revenue potential, enhancing client relationships, and optimizing sales rep productivity. The results included a 31% increase in deals won, a 40% rise in new business, faster ramp-up times for new hires, and improved quota attainment and client retention rates.

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