Partners in Excellence

DECEMBER 28, 2019

It seems universal, we don’t have enough in our pipelines, we have to prospect. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. If my inbox is typical of most people’s 90% of the prospecting emails I get should never have been sent. We have to find more opportunities.

Prospecting 48

Prospecting Manufacturing Pipeline Territory 48

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

APACSMA

DECEMBER 14, 2023

For instance, the early adoption of social media as a sales tool differentiated thriving professionals who harnessed it for connecting with prospects and closing deals. Whether analyzing declining conversion rates or exploring new tools for efficiency, proactive approaches ensure staying ahead. Proactivity is key. Persistence is key.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Salesforce

APRIL 18, 2023

Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails. You simply paste a prompt such as “Write a prospecting email for car accessory buyers” into a chat interface like ChatGPT.

CRM 98

CRM Pitch Territory Presentation 98

Pointclear

MARCH 8, 2011

Strategic account management and marketing automation: a marriage made in heaven or oil and water? Listen to the podcast for our spirited conversation on this topic and many others—all looking at ways to improve sales and marketing alignment and fix processes that aren’t delivering expected return.

Account management 65

Account management Strategize CRM Technology 65

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.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

SBI

FEBRUARY 8, 2018

Erroin: Conversica helps businesses drive revenue by finding prospects that want to do business. Conversica’s conversational AI platform engages prospects in a two way conversation to identify true interest. Execute account-based selling by remaining hyper-focused on pursuing top prospects.

Prospecting 55

Prospecting Gaming Account management Up-sell 55

Sales Hacker

SEPTEMBER 9, 2019

Most account-based journeys follow a seven-step process: 1) Select accounts : Align Sales and Marketing around a list of target accounts that are most likely to deliver revenue, and tier those accounts based on entitlements. RELATED: Making the Business Case to Eliminate Lead Gen Forms in Your ABS/ABM Strategy.

Prospecting 62

Prospecting Sales Follow-up Contact 62

Veloxy

AUGUST 4, 2022

Salesforce dialers use your CRM data to automatically and systematically execute your outbound calls to prospects, leads, and customers. These are the most popular dialers for inside sales and account management teams. Without this feature, you’re apt to go minutes or hours without a high-quality conversation.

Outside Sales 173

Outside Sales Inside sales Quota Commission 173

Sales Hacker

JANUARY 27, 2024

Check the conversion from the top-of-funnel to middle-of-funnel leads. Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue.

GTM 92

GTM Niche CRM Account management 92

Hubspot

APRIL 5, 2023

Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year. By making a few more call attempts, sales reps can boost conversion rates by up to 70%. billion , which is expected to climb to 4.5

Cold Call 82

Cold Call Commission Inside sales Territory 82

criteria for success

NOVEMBER 3, 2021

What do prospects want? You can conduct focus groups and market research, but don’t forget your closest connection to prospective customers. What are your salespeople hearing from their prospects? They should be able to identify prospects’ changing priorities over time. Let's Talk Sales! Listen Now. Are you in the loop?

Sales 98

Sales Account management Clients Prospecting 98

Understanding the Sales Force

OCTOBER 25, 2023

None of that makes them very good at selling, but those scenarios would certainly contribute to ongoing, recurring account revenue. While the Account Manager role and its various variations do fall under the category of sales, let’s be honest. Hold everyone accountable to change. This can work.

Territory 77

Territory Objectives and Key Results Account management Sales 77

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Too many sales people don’t want to prospect, it’s tough work. Or we hire appointment setting organizations to reduce the time sales people have to spend prospecting.

Prospecting 48

Prospecting Sell Appointment Meeting 48

Partners in Excellence

OCTOBER 9, 2022

Prospecting is, probably, the most difficult part of selling. I’m not sure we do ourselves any favors by separating prospecting responsibility from the rest of deal management. I’m not sure we do ourselves any favors by separating prospecting responsibility from the rest of deal management.

Cold Call 126

Cold Call B2B Prospecting Up-sell 126

Veloxy

FEBRUARY 15, 2022

Outside salespeople will usually work from a home or virtual office space and typically serve both as a business development and account management role. These are not hammered in stone, so be sure to ask hiring managers for specific responsibilities and requirements. What do I mean by that? John Lengyel, Comcast Business.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Hubspot

MAY 26, 2023

Outbound calls are any call made by your business, while cold calls happen when sales representatives call prospects without knowing if they’re interested in your offerings. If you lead a sales team, don’t leave your agents empty-handed; give them the training and resources they need to be prepared to communicate with customers and prospects.

Objectives and Key Results 71

Objectives and Key Results Cold Call Technique Appointment 71

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And so it’s 65% more likely to convert a repeat customer than a brand new prospect. Want to see more content like this? Maybe, maybe not.

Prospecting 87

Prospecting Customers Promote X-functional 87

Martech

MARCH 1, 2024

They have also been trained in concepts like customer management, LTV and the financial value of loyalty. At last, marketing professionals are slowly getting involved in customer management and customer experience, adding value to areas like customer success and account management.

B2B 117

B2B Cross-sell Pharmaceutical Account management 117

Understanding the Sales Force

DECEMBER 1, 2020

Qualifying Skills - Caliper looks at a willingness to ask questions in general while OMG looks at the specific information which a salesperson must identify in order to qualify a prospect. Trust - Caliper looks at general skepticism (an outlook on life) while OMG looks specifically at whether the candidate trusts prospects.

Drivers/motivators 122

Drivers/motivators Consult Up-sell Sales 122

Highspot

MAY 12, 2020

This is particularly challenging when you consider the role of functions like account management or customer success in building lasting customer relationships. But, customers have different needs than prospects, and enablement efforts must be tailored accordingly. Consider a use case like content.

Customers 98

Customers Account management Relationship building Consult 98

SaaStr

MAY 25, 2020

I bet things will get even better if you do: “Say no to a non-ideal prospect as fast as you can” — Loren Padelford, GM of Shopify Plus. “Create a mutual milestone doc for prospects to outline a path to implementation. Lack of clarity and alignment can create friction for both the prospect and the rep.”

Closing 135

Closing Process Contract Price 135

Martech

SEPTEMBER 21, 2023

B2B marketing, usually kept at arm’s reach from customers, can now know them as well as account managers who have long-standing customer relationships. All of this can be known, created and executed without ever having a conversation with a prospect. Here’s what this means for B2B marketing organizations.

B2B 107

B2B Construction Drivers/motivators Campaign 107

Salesforce

JULY 6, 2023

It’s about the prospect.” I realized that even with all my experience, I never truly understood the importance of a champion: someone with influence inside a prospect company who can advocate for the sale on your behalf when you’re not there. I ended up improving my conversion 40% that month.” It’s not about me.

Quota 86

Quota Closing Education Sales 86

SBI

AUGUST 17, 2021

Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. Doesn’t matter if the conversation is virtual, if it’s engaging and relevant. Sales intelligence and buyer intent data also help account managers spot cross-sell opportunities and prevent churn.

Sell 58

Sell Cross-sell Account management CRM 58

Sales Hacker

OCTOBER 28, 2022

The hard but high-value, long-term stuff — QBRs, prospecting executives, planning — is done in the prefrontal cortex, where “deep work” happens. For Melissa — with a background in teaching and broadcast news — that super power turned out to be video prospecting. When I lose a deal, this is when I’m prospecting the most heavily.

Sales 88

Sales Follow-up Quota Presentation 88

Spiro Technologies

DECEMBER 1, 2022

The AI Engine also now drafts an email based on the call, which an account manager can quickly send to their customer to recap their conversation and capture next steps. With this new release, Spiro’s AI Engine now generates a call summary in order to provide fast, concise, relevant updates. CEO Adam Honig.

Manufacturing 52

Manufacturing Engineering Account management Presentation 52

Salesforce

JULY 18, 2023

Kristen Handler , senior account manager, Red Argyle Dear Kristen: Convincing CFOs that your deal is a win doesn’t come down to persuasive language or sexy pitches. Start your sales conversation by focusing on how your solution will potentially contribute to net profit. How do I get CFO buy-in so my deals close?

Finance 52

Finance Price Pitch Up-sell 52

Salesforce

JULY 18, 2023

Kristen Handler , senior account manager, Red Argyle Dear Kristen: Convincing CFOs that your deal is a win doesn’t come down to persuasive language or sexy pitches. Start your sales conversation by focusing on how your solution will potentially contribute to net profit. How do I get CFO buy-in so my deals close?

Finance 52

Finance Price Pitch Up-sell 52

Hubspot

MARCH 14, 2021

So to help you up your social selling game, we reached out to a few HubSpot experts for some key tips and tricks you can apply to better leverage your social media presence to connect with prospects and make hard sales. Leverage information on social media to connect with prospects on mutual experiences. Let's dive in.

Sell 97

Sell Manufacturing Trust Up-sell 97

Partners in Excellence

NOVEMBER 19, 2019

We make account planning about completing the forms/templates/reports that represent the “account plan.” ” Account planning has very little to do with the forms and templates. We have a mindset that account management/planning is a “farming” activity.

Represent 70

Represent Account management Prospecting Quota 70

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. It’s easier to accommodate the prospect and get in touch ASAP when you don’t need to fly out reps for a meeting.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

JANUARY 20, 2021

What is account-based sales and marketing? But ABM is an integrated business strategy where marketing, sales, and account management/customer success teams work together to win, protect and expand key accounts that can provide your organization with the greatest revenue growth potential.

Objectives and Key Results 67

Objectives and Key Results Appointment Campaign Sales 67

Sales Hacker

JULY 3, 2020

There are six key questions you need to consider to get to the core of how your services can help your prospective clients’ businesses. And what makes things more complicated is that often there is so much overlap between the teams that even your prospect isn’t sure who needs all to be involved. Let me give you a real-world example.

Cross-sell 120

Cross-sell Closing Service Conversion 120

Partners in Excellence

JANUARY 3, 2023

What support, coaching, and development will managers provide to help people achieve these goals? While we are having these conversations about our corporate, organizational, and team goals, it’s important for every manager to have a discussion with each individual on their own personal goals and aspirations?

Pipeline 68

Pipeline Account management Growth Start-ups 68

Closing Bigger

SEPTEMBER 18, 2023

If my client possesses vast industry knowledge and I only understand the basics, how can I add value to our conversation? A significant cause of this problem can be a lack of business acumen, leading to reduced credibility in customer conversations. It’s nearly impossible. And that is of the typical client in my industry.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Search Engine Land

JANUARY 17, 2023

Sales are practically zero, cost per conversion is up 20x ($6 to $120), yet his Optimization Score is at 100%. Many account managers underestimate the importance of audience signals (I’ve seen some skip it completely). Performance Max is a fully automated bidding zone and manual bidding doesn’t enter this conversation.

Retail 100

Retail Campaign Non-Profits Start-ups 100