Account management Conversion High impact Up-sell 
Partners in Excellence
APRIL 1, 2021
I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.
Hubspot
FEBRUARY 25, 2014
But no one brain can be a conversion optimizer, designer, and content expert at once. The Content Marketing Institute and MarketingProfs estimate that 58% of B2B marketers plan to increase their content marketing budget over the next 12 months, which is up from 54% from the previous year. And most importantly, it’s tough.
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Partners in Excellence
JANUARY 26, 2021
In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. “If it takes so many emails/dials to produce a conversation, to double the conversations, we simply double the emails/dials.” They are processed by SDRs, SEs, Demo people, Account Managers and others.
SalesLoft
SEPTEMBER 27, 2023
But one question remains: What’s it like to sell with AI? Where are the real stories of account executives and account managers who are actually using the AI-based tools their companies are touting? Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Ups and downs.
Partners in Excellence
DECEMBER 9, 2018
I don’t like dusting the high spots on your shelves or the high ceilings. And I can’t stand picking up all of Dave’s stuff! ” (Yeah, a few of you are probably siding with him on my picking up my stuff, Kookie has already put me on a performance improvement plan.). He needs to do the whole job!”
Partners in Excellence
FEBRUARY 19, 2018
Many people believe prospecting is the toughest part of selling. If they are successful, they more into the “real” sales jobs–AEs, BDMs, Account Managers. But if prospecting is one of the most difficult parts of selling, why are we assigning our least experienced people to do our prospecting?
Partners in Excellence
AUGUST 22, 2016
Our playbooks teach us about each of these roles, and guide us to engaging them in high impact conversations. But too often, our conversations break down. We know what they care about, we know how we should be talking to them, but we fall short in our abilities to actually have the right conversation.
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