Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. Lower levels of value indicate an older legacy approach to B2B sales, but reaching higher levels suggests that you are closer to a modern sales approach. Modern Approach: Strategic Value.

Strategize 180

Strategize Clients B2B Sales 180

Martech

JULY 31, 2023

Account Based Marketing is intrinsically strategic. ABM is a B2B marketing strategy that focuses on working with target accounts to market in a measured and structured way. If you’re entirely new to ABM check out our introduction guide to account-based marketing , then circle back to learn how to apply it.

Intrinsic 82

Intrinsic Objectives and Key Results Government Strategize 82

Highspot

NOVEMBER 9, 2021

“Customers today are won or lost based on the experience they have with frontline sellers, account managers and customer success staff,” said Jake Braly, VP Strategic Alliances and Partner Revenue, Highspot. About Corporate Visions.

Customers 98

Customers Strategize Consult B2B 98

Search Engine Land

FEBRUARY 27, 2024

This question delves into the agency’s analytical capabilities and its proactive approach to optimizing client accounts. It also helps ensure they have a deep technical and strategic knowledge of finding opportunities. Many agencies won’t perform a free audit unless it’s for a larger account. For B2B or service focus: 21.

Retail 107

Retail Clients Contract Campaign 107

Sales Hacker

AUGUST 7, 2020

Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue. Senior Manager, Mid-Market Sales. Strategic Team Lead. Strategic Account Executive.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Heinz Marketing

SEPTEMBER 25, 2019

The VP of Sales is one of the most important roles within a B2B company. But how can they ensure their Sales Development Reps, Market Development Reps, Sales Team Leads, Account Executives, Sales Team Managers, Account Managers and the like are working like a well-oiled machine? Develops strong relationships.

Strategize 99

Strategize B2B Drivers/motivators Sales 99

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Recruiting and hiring senior-level leadership and strategic individual contributors.

B2C 93

B2C Pipeline SQL Strategize 93

Sales Hacker

JANUARY 27, 2024

More for your eardrums : Max Altschuler is the Founder and General Partner of our company GTMfund , an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders – which GTMnow is the media extension of. Read more about Google Chrome’s 3 AI features here. That’s it, that’s all.

GTM 88

GTM Niche CRM Account management 88

Sales Hacker

FEBRUARY 17, 2022

COVID-19 has changed people’s buying habits, and that’s just as true for B2B buyers as it is for individual consumers. As we begin 2022, B2B buyers are more digitally inclined than ever. Strong pipeline management, deal optimization, and accurate forecasting are going to become even more essential to B2B organizations’ sales success.

Objectives and Key Results 89

Objectives and Key Results B2B Sales Pipeline 89

Smarter With Gartner

AUGUST 24, 2021

But if you’re a chief sales officer (CSO) thinking of introducing B2B subscriptions for the first time, prepare to manage disruption to the sales cycle , especially when moving to consumption-based subscriptions that tie fees to usage. Download now: Strategic Roadmap for Accelerating Sales Growth. Clarify sales roles.

Contract 59

Contract Commission B2B Legal 59

SBI

SEPTEMBER 27, 2019

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner. George Brontén, Membrain’s founder and president.

B2B 32

B2B Prospecting Pipeline CRM 32

Salesforce

JULY 6, 2023

I’m struck by how the four agreements seem purpose-built for the B2B seller. Trending Articles 3 Steps to Strategic AI Adoption 4 min read AI From A to Z: The Generative AI Glossary for Business Leaders 16 min read 6. When I learned not to take anything personally, I suddenly felt like a switch flipped inside of me. It’s not about me.

Quota 86

Quota Closing Education Sales 86

SBI

NOVEMBER 10, 2020

We’re in the B2B space, but we sometimes forget that we’re all humans. Take a more in-depth look at those to understand if there is a problem with building the right relationships, aligning to your buyer’s strategic goals, or positioning value. Where are deals stalling or falling out? Mark Kopcha President, Revegy.

Strategize 70

Strategize Strategic planning Entertainment Technology 70

SaaStr

OCTOBER 25, 2021

Account management it’s same work. A great VP of Sales gets really good at using discounting as a strategic asset at the very end of a deal, but doesn’t overdiscount when it doesn’t help to hit the ARR goal for the year. But it’s rarely if ever a marketing strategy in B2B. Jason, ed. :

Price 117

Price Contract Referrals B2B 117

Heinz Marketing

MARCH 6, 2019

Some of the B2B industry’s best and most relevant account-based marketing (ABM)T research and insights are coming out of TOPO , and Eric Wittlake in particular. ERIC : Account based leaders will be better integrated into the “core” B2B marketing function, but there will still be a distinct leader.

B2C 78

B2C Drivers/motivators B2B Account management 78

Salesforce

NOVEMBER 29, 2023

Your partners will want to know what type of support you intend to provide, such as comprehensive training, access to sales and marketing tools, technical resources, a dedicated account manager, incentives, and rewards. You might use metrics to identify your most strategic partners, so you know where to invest your resources.

Manufacturing 111

Manufacturing Retail Territory Sales 111

SBI

AUGUST 1, 2019

Revegy , a leading provider of account revenue optimization technology, and FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, announced today their collaboration through a new partnership alliance. Revegy and FinListics Announce Partnership Alliance. ????Revegy

Account management 34

Account management Strategize CRM Strategic planning 34

Sales Hacker

OCTOBER 28, 2022

Dustin, a global strategic account executive at Outreach , walked the crowd through his recent big deal with redacted, along with these tips and takeaways for winning enterprise deals: Dustin Brown on winning enterprise deals: Have a hypothesis or POV and constantly be validating it. Dustin Brown — Tips for winning in enterprise.

Sales 84

Sales Follow-up Quota Presentation 84

SBI

AUGUST 2, 2019

FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, and ????Revegy Revegy , a leading provider of account revenue optimization technology, announced today their collaboration through a new partnership alliance. FinListics and Revegy Announce Partnership Alliance.

Account management 32

Account management Strategize CRM Strategic planning 32

Veloxy

FEBRUARY 22, 2023

Field sales is often used in business-to-business (B2B) sales, but can also be used in business-to-consumer (B2C) sales. Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Sales Hacker

NOVEMBER 26, 2019

2019: LinkedIn’s #1 B2B Sales Expert to Follow. Sales Consulting & Strategic Selling Programs. If you sell in a complex B2B situation, with long sales cycles and multiple stakeholders, your initial discovery will set the foundation for the rest of the deal. Ryan Staley – VP of Strategic Accounts, FlexTG.

Gaming 103

Gaming Objectives and Key Results Sales Up-sell 103

SBI

OCTOBER 29, 2019

Allego and Seismic Form Strategic Partnership to Optimize Sales Readiness with Personalized Content, Learning and Collaboration, All in One Place. Revegy, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning. Rowe Price.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

Heinz Marketing

MAY 2, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We can fly our people to Vegas and our reps, they’re our success folks, our account managers, they’re visiting people on site. We’re good. Is to get people to buy.

Pipeline 98

Pipeline Pitch Sales Account management 98

Highspot

JANUARY 19, 2022

Here are a few you might recognize: B2B or business-to-business sales : Designed for B2B-style businesses that target their sales pitch toward key business decision makers (typically C-suite level leadership or managers) who are responsible for purchasing products, services, and software for their company.

Technique 92

Technique Negotiate Pitch Inside sales 92

Partners in Excellence

APRIL 26, 2021

Complex B2B buying journeys, typically impact several parts of the organization. Related to the previous point, how does this initiative support the corporate strategic objectives. Some things they probably don’t know: Who else should be involved in the buying process?

Customers 89

Customers Contract Legal Negotiate 89

Partners in Excellence

MAY 27, 2021

For example, product management/marketing, strategic planning, finance, legal, HR, manufacturing, logistics, operations… Each part of the organization has dependencies on each other. 83% of customers involved in complex B2B buying prefer these channels and are actively seeking to minimize or eliminate sales involvement.

Strategic planning 121

Strategic planning Manufacturing Legal Finance 121

Sales Hacker

APRIL 7, 2020

We’re going to guide you through how to approach team management during a crisis so you can keep your company growing and your team positive and productive. It All Starts with a Plan: Strategic Selling in a Crisis. Ask account management and sales teams what responses they’re getting from the front lines.

Clients 62

Clients Drivers/motivators Pitch Cold Call 62

Pointclear

MARCH 17, 2015

Mike presents the idea of “building an arsenal of weapons” to strategically and successfully conquer chosen targets: the sales story, the proactive telephone call, and the face-to-face sales call. Sales Process B2B Sales' How is the “sales story” a weapon?

Cold Call 96

Cold Call Sales Territory Presentation 96

SBI

APRIL 29, 2019

With large enterprise clients top of mind, Revegy used the UI design to streamline workflows, eliminate clicks and strategically leverage color to simplify work for distributed teams that manage complex client relationships and goals. Account Planning. Anne Kimsey, Vice President of Product for Revegy. Sales Enablement.

Product 31

Product Teamwork UX Strategize 31

SBI

JUNE 12, 2019

OppSource , a leading provider of next-gen sales engagement for B2B sales teams, announced today the hire of Derek Gavigan as Vice President of Sales. June 12, 2019 (GLOBE NEWSWIRE): OppSource , a leading provider of next-gen sales engagement for B2B sales teams, announced today the hire of Derek Gavigan as Vice President of Sales.

B2B 25

B2B Strategize Technology Technology 25

Partners in Excellence

SEPTEMBER 16, 2016

But for some reason, while we have had the capability of being very focused in how we engage B2B customers for years, we choose not to do so. Related Posts: What’s Wrong With Strategic Accounts? Account Based Everything What’s The Purpose Of Account Planning? What am I missing?

Drivers/motivators 85

Drivers/motivators Strategize Prospecting Technology 85

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Referral Marketing.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

SBI

DECEMBER 9, 2019

Revegy, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. Account Planning. Account Planning.

Strategize 26

Strategize Technology Technology Up-sell 26

Hubspot

MARCH 21, 2018

To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team. As they’re purchasing more goods for personal use on Amazon and other websites, they’ll naturally expect this model to work seamlessly in the B2B environment as well.

Outside Sales 91

Outside Sales Inside sales Quota Sales 91

SBI

JANUARY 31, 2020

Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services, today announced the release of IT Deal Alert Priority Engine TM Email Alerts to help enterprise technology sales teams quickly identify and take action on the best opportunities in their territory. Account Planning. Account Planning.

Territory 29

Territory Engineering Strategize Technology 29

SBI

SEPTEMBER 27, 2019

Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

Sales Hacker

JANUARY 18, 2019

You have finagled and negotiated pricing with vendors and fought upper management for more budget; however, you and your marketing team have not defined what success actually looks like. Create tangible goals for your business objectives. The Holy Grail Metric. Again, it’s 2019. A business card in a fishbowl doesn’t cut it.

Contact 93

Contact Sales Follow-up Clients 93