Account management Conversion High impact Pipeline 
Partners in Excellence
APRIL 1, 2021
How could they possibly have a high impact conversation with senior people? It’s not the role, I think the role can be very impactful. They are expected to have credible/impactful conversations with those customers. How do we get more people that we call interested in having a conversation?”
Partners in Excellence
MAY 3, 2022
When I meet with managers, I ask them, “What data do you use to monitor performance?” ” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You don’t have enough in your pipeline. You aren’t going to make your forecast.
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SalesLoft
SEPTEMBER 27, 2023
Where are the real stories of account executives and account managers who are actually using the AI-based tools their companies are touting? You want to know if AI is actually making a difference on meetings booked, deals closed, and your conversations with buyers. This is frustrating as a seller. Ups and downs.
Partners in Excellence
DECEMBER 9, 2018
If may be prospecting avoidance for any number of reasons–“That’s the SDRs job, I can’t get them to respond, I’ll focus on the people I’ve worked with before… ” At the same time, their pipeline’s are empty. Pipelines help us understand whether we are doing enough to achieve our goals.
Partners in Excellence
MAY 18, 2022
.” Technology can help and complement managers in coaching. It can provide them data managers can leverage in coaching, but technology can never displace the value a manager creates in high impact coaching. Many organizations have another approach, they provide “coaches” for the people.
Partners in Excellence
FEBRUARY 28, 2018
Retain and build share with customers and key accounts. Plan and execute high impact calls. If you like doing deals, but can’t stand to prospect, pretty soon your pipeline will be empty and you will have no deals to move forward. Develop business justified proposals. Closing is all that matters.
Partners in Excellence
FEBRUARY 19, 2018
If they are successful, they more into the “real” sales jobs–AEs, BDMs, Account Managers. ” I would tend to respond, “The opportunity cost is too high, we can’t afford not to invest in this phase of the sales process! The problem is, most of these roles are “entry level positions.”
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