Hubspot

APRIL 27, 2023

Account Executive When sales reps show potential for growth and get enough experience creating sales, they often take up the role of an Account Executive (AE). The job of an AE is to close deals by following up on the qualified leads that SDRs generated. Strong communication skills are a must,” Sergienko says.

Account management 77

Account management Commission Contract Sales 77

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. We’ll also discuss essential skills needed to be successful in this field such as negotiation abilities and interpersonal communication techniques.

Negotiate 52

Negotiate Territory Contract Technique 52

Highspot

JUNE 22, 2021

To make the most of your customer stories, present them as a transformation. Negotiate Live. Deals can be won or lost through negotiation. Seasoned buyers are skilled at lowballing sellers, actively voicing uncertainties, and generally keeping their cards close to their chest. Use a Modern Close. ”?.

Technique 82

Technique Negotiate Cross-sell Sales 82

Hubspot

AUGUST 24, 2023

Table of Contents AI Sales Reps Today Examples of AI Sales Reps How to Tell If You’re Taking to an AI Rep When (and Why) Human Reps Are Still Necessary AI Sales Reps Today Sales professionals have traditionally relied on personal interaction to close deals, making it easy to be skeptical of AI's role in this field.

Negotiate 58

Negotiate Objectives and Key Results Represent Trust 58

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. Challenger Negotiations : How to negotiate using the Challenger Selling model. We’ve all been there.

Technique 92

Technique Negotiate Pitch Inside sales 92

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. Closing Skills.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Hubspot

MARCH 6, 2018

Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. The close is what every salesperson works toward. What is a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

PandaDoc

AUGUST 9, 2023

But despite being ever-present and necessary for career development, it’s surprising how many profiles don’t receive passing grades. A job title like Marketing Manager or Copywriter is a good place to start. You also list hard skills like “Account Management” or “B2B Software Sales” in your header.

Networking 83

Networking Legal Cross-sell Teamwork 83

Lead Fuze

SEPTEMBER 30, 2021

We would like to present you with the different positions you can land for a sales job. In the end, don’t overdo it unless you want to highlight your writing skills and present a unique image for yourself. Managed both the supply team and sales representative to find a more flowing rhythm for the supply chain. Marketing manager.

Lead generation 52

Lead generation B2C Cold Call Territory 52

VanillaSoft

SEPTEMBER 15, 2021

On an episode of INSIDE Inside Sales , Mike talks about the buyer’s journey and how each sales role plays a part in each stage of the process, from prospecting to nurturing and negotiating. If the potential buyer demonstrates interest –– even just “some level of curiosity,” the SDR introduces them to an account executive (aka a sales rep).

Process 96

Process Sales Appointment CRM 96

PandaDoc

MAY 30, 2019

Here are 14 ways you can close deals faster and set up your entire company for sustained growth. To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. Take action: Keep close tabs on every calendar of every rep.

Contract 75

Contract Negotiate Strategize Sales 75

Partners in Excellence

NOVEMBER 27, 2018

At the risk of repeating myself, these programs have been upgraded in how they are being presented. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Sell 92

Sell Objection handling Assembly Line Territory 92

Hubspot

APRIL 27, 2018

Chris Moore, channel account manager, HubSpot Cambridge. I’m sure most of it was because they were highly qualified for the position -- but some of it must have been because of the presentation, right?”. Paul Rios, Manager, International Sales and Strategy, HubSpot Cambridge. Obviously HubSpot felt the same.

Quota 74

Quota Cold Call Sales Territory 74

Anthony Cole Training

JANUARY 31, 2012

Four ‘Have To’ Strategies for Closing Sales. accountability (1). close more sales (21). managing sales (4). managing sales teams (18). Negotiating (2). performance management (3). practice management (9). sales management (49). sales management success (1). Sales Manager (2).

Objectives and Key Results 168

Objectives and Key Results Drivers/motivators Sales Up-sell 168

Lead Fuze

AUGUST 12, 2021

Episode 159: Presentation Management – James Ontra. Episode 088: Why Social Selling is About Opening, Not Closing. Best 3 Episodes: Episode 34: How Ultra-High Performers Use Time Management – with Jeb Blount. Episode 42: Anatomy of a Lousy Pitch: Worst Presentation Habits & How to Avoid Them – with Tim Wackel.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

DECEMBER 18, 2019

With over 140,000 active and engaged subscribers globally, we have truly made a dent in the past (ok, recent past), present, and future of sales. negotiating my own comp vs building my team. To me, there are 3 main stages of the sales process: pipeline , closing , and success. But don’t worry. These changes affect everyone.

Sales 59

Sales Consult Technology Technology 59

Sales Hacker

SEPTEMBER 16, 2019

Close Rate. Another big difference is in their close rates. Outside salespeople, on average, boast a much higher close rate than inside salespeople. With a high account value and a high CAC, it’s more economical to work with a difficult client for as long as it takes to win them over. Account management.

Outside Sales 82

Outside Sales Inside sales Profit margin Sales 82

Sales Hacker

MAY 8, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. The first was as a Strategic Account Manager where I had a handful of named accounts.

Consult 61

Consult Contract Closing Up-sell 61

Heinz Marketing

SEPTEMBER 17, 2018

You can find us on iTunes, Google Play, Stitcher, Spotify, wherever fine podcasts are sold, and every episode of Sales Pipeline Radio, past, present, and future. I was at Content Marketing World yesterday and did a presentation on sales content that sells, and one of the questions was, “What the heck is sales enablement?

Pipeline 57

Pipeline X-functional Sales CRM 57

Engage Selling

MARCH 24, 2018

Stuck deals aren’t just ones that haven’t closed yet. Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. They’re the ones that have … Read More »

Closing 48

Closing Objection handling Presentation Negotiate 48

PandaDoc

APRIL 3, 2023

To make sure your sales playbook is truly useful to your sales team, you need to take a close look at your buyer personas and update them with information that is as detailed as possible. Your sales process is the entire sequence of repeatable steps your sales reps take to move a lead through your sales funnel and close a deal.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Salesforce

JANUARY 31, 2024

Give presentations and demos. Manage customer relationships. . Account executive (AE): An AE’s job is to close new business. Lastly, they negotiate to get to an agreement and close the deal. This involves walking customers through the features of your product and how you use them.

Networking 59

Networking B2C Cross-sell Negotiate 59

Closing Bigger

MARCH 21, 2009

Some of the key courses and areas of focus in the program include: Principles of Selling, Business Presentations, Professional Selling, Business Negotiations & Contracts, and Business Law and Ethics.

Launch 40

Launch Hospitality Manufacturing Entertainment 40

Closing Bigger

MARCH 21, 2009

Some of the key courses and areas of focus in the program include: Principles of Selling, Business Presentations, Professional Selling, Business Negotiations & Contracts, and Business Law and Ethics.

Launch 40

Launch Hospitality Manufacturing Entertainment 40

Sales Hacker

SEPTEMBER 5, 2018

For sales reps, Advantage provides learning experiences for every role — on diverse topics such as sales negotiation, customer empathy, task prioritization, emotional intelligence , and B2B sales acceleration. Problem Solving Negotiations. Effective Finals Presentations. Sales Negotiation. Key Account Management.

Negotiate 83

Negotiate Consult B2B Clients 83

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 81

Sales Sell Objection handling Customers 81

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Process 78

Process Objection handling Sales Presentation 78

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Unlike a closing sales rep, SDRs don’t carry a traditional quota. Sales Engineer.

Territory 94

Territory Commission Outside Sales Account management 94

Hubspot

MAY 3, 2018

But, at the end of the day, you still need to nurture prospects, close deals, and hit your quota. Technology will help salespeople close more deals and hit higher quotas. But, as AI is applied to the qualifying and presentation phases of the sales process, products will sell themselves.” John Kauffman, CEO, Lammaore USA Inc.

Sell 99

Sell Inside sales Sales Education 99

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Engage Selling

FEBRUARY 10, 2018

You know how it goes. You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. Eat a greasy meal here, pull a late night there, and then load up … Read More »

Tradeshows 54

Tradeshows Clients Meeting Objection handling 54

Engage Selling

OCTOBER 21, 2017

No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave … Read More »

Prospecting 54

Prospecting Objection handling Sales Presentation 54

Engage Selling

SEPTEMBER 23, 2017

It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Stop wasting your time with it. Here are the better questions to ask: Why do sales teams … Read More »

Cold Call 54

Cold Call Objection handling Sales Presentation 54

Engage Selling

AUGUST 12, 2017

Strong partnerships between sellers and buyers were once considered the key to success in the marketplace. Yet, despite having the ability to customize products and include clients in the sales process, there was often a barrier that made buyers feel … Read More »

Clients 48

Clients Objection handling Process Product 48

Engage Selling

JULY 15, 2017

In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers. Now, using that … Read More »

Growth 48

Growth Objection handling Customers Account management 48

Engage Selling

JULY 1, 2017

You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork. It means having a reliable system to accurately forecast when clients are going to leave, so you can take steps either to … Read More »

Growth 48

Growth Clients Objection handling Account management 48

Engage Selling

MARCH 10, 2018

As a sales strategist, I regularly remind people that there’s a fine line between persistence and stalking. Persistence today takes form through engagement online. Get engagement right today and you exceed your goals. Get it wrong and buyers disconnect, block … Read More »

Objection handling 48

Objection handling Sales Presentation Account management 48