Salesforce

APRIL 2, 2025

Product-led sales is a sales strategy where users experience and engage with a product first often through a free trial or freemium model before sales teams leverage usage data to drive conversions and expansions. Higher conversion rates: Consumers are typically more likely to make a purchase after experiencing a free trial.

Product 86

Product Territory Sales Price 86

Salesforce

OCTOBER 22, 2024

And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. Having an ally on the inside can make the sales process run more smoothly.

E-commerce 87

E-commerce Territory Pitch Sales 87

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. Buyers Are Self Educating, So Should Sellers!

Territory 120

Territory Account management Cross-sell Sales 120

Partners in Excellence

OCTOBER 12, 2021

Over the past couple of weeks I’ve had a lot of conversations about sales performance. I’d go further, saying Sales person 1, even though he hit his number, significantly underperformed the potential in his territory. Yet there exists potential for product line B in his territory.

Territory 140

Territory Quota Growth Account management 140

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. Account Manager. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

Salesforce

NOVEMBER 15, 2024

An SDR who has career conversations with their manager is aware of the timelines, skills, and next steps required to advance in their careers. Account Management: An Account Manager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

JUNE 3, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. To have some of these pretty, pretty tough conversations and to really restructure how the sales organizations were being managed at the time. So it was treated as the fifth region.

GTM 83

GTM Territory Gaming Sales 83

Partners in Excellence

JANUARY 28, 2014

” The conversation went on for a few moments, the sales person kept coming up with different answers, describing different activities, but never answered my question. (I An account or territory plan is not a deal! Account and territory planning, executing them helps us identify potential new deals.

Territory 110

Territory Account management Pipeline Represent 110

Partners in Excellence

AUGUST 14, 2014

As an example, some years ago, we were helping a very large organization redesign how they handled strategic accounts. They had teams working at the major locations of each customer, and territory sales people handling smaller offices of these customers (along with the rest of their territories). Did my problem get solved?

Customers 112

Customers Territory Strategize Inside sales 112

Partners in Excellence

JULY 1, 2014

Are you aggressively looking for new opportunities—within your accounts, within your territories? Are you conversant in the key issues your customers face–as individuals, businesses, in their markets? Are you working collaboratively with them to help them put in place strong deal and territory strategies?

Territory 102

Territory Account management Pipeline Represent 102

Partners in Excellence

NOVEMBER 1, 2012

It seems I spend half my life in reviews–territory reviews, pipeline reviews, deal reviews. The first is to get a snapshot or status updated of the “state of the business,” whether it’s a deal, territory, pipeline, account–whatever. Then sales managers have to take the time to review them!

Territory 106

Territory Pipeline CRM Follow-up 106

SalesforLife

MAY 15, 2019

Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years. Like millions of people in the MENA/GCC region, Arzoo has embraced social selling. Bottom line: There are 21 million people on LinkedIn in the MENA/GCC region. Regional excuses are no longer valid.

Pipeline 75

Pipeline Sell Territory Finance 75

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. Managers often avoid coaching and development because it may involve difficult conversations with their people. If we don’t invest time in territory or account planning, we aren’t optimizing our prospecting. Many avoid prospecting.

Territory 77

Territory Pipeline Strategic planning Account management 77

Partners in Excellence

DECEMBER 9, 2018

Or the one I hear too often, “My job is to focus on deals, I don’t have time for all this account/territory planning or pipeline/forecasting stuff… ” Or, I don’t have time to plan my deals or my calls, I’m experienced, I can just shoot from the lip. ” Or, “Management is beating me up.

Territory 102

Territory Pipeline Commission Sales 102

Hubspot

JUNE 8, 2021

Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Account managers are evaluated on customer retention and satisfaction metrics.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

APRIL 11, 2019

This sales rep may get nervous and frustrated when management talks about cutting territories, making changes to alliances, strategic partners, the inbound lead system, or anything that affects their current opportunity to make money. RELATED: 12 Expert Tips For Managing a Successful Sales Team. It’s All About Personalization.

Extrinsic 100

Extrinsic Drivers/motivators Intrinsic Commission 100

Partners in Excellence

MARCH 28, 2013

I’m an unapologetic believer in the concept, “It’s your God-given right to 100% share of customer and 100% share of territory.” ” Everything I’ve been taught, everything I’ve taught or coached has been around maximizing the full potential in the “territory.”

Territory 105

Territory Growth Represent Technology 105

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. Hold everyone accountable to change. This can work.

Territory 80

Territory Objectives and Key Results Account management Sales 80

Miller Heiman Group

APRIL 9, 2019

A Field of Play may be a specific region, division or department that makes decisions independently—and possibly with different key players—than the larger account. Analyzing your answer ensures you’ll have the right conversations and offer the right solutions to the right stakeholders at the right times.

Territory 92

Territory Account management Price Contract 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. Regional sales managers oversee sales reps for a determined district and are focused on helping their team meet sales goals.

Cold Call 90

Cold Call Commission Inside sales Territory 90

Sales Hacker

JANUARY 29, 2018

Each IC would be assigned to a region. The regions were based on ZIP codes calculated to represent approximately to have the same amount of potential. SDR: Sales Development Rep – S tarts a conversation with a client through outbound actions such as emails/calls. This would mean five ICs were needed.

Territory 89

Territory Quota Sales Manufacturing 89

Sales Hacker

SEPTEMBER 29, 2023

Scott Brown (Former CMO & Advisor): “Hosted and field events have been extremely effective in customer and prospect conversion to pipeline – from smaller dinners to fantastic 100-150 people half day summits. Take the engaged persona and accounts and convert them further with these events. See more top GTM jobs here.

GTM 125

GTM B2C Growth Territory 125

Partners in Excellence

AUGUST 15, 2019

It was an interesting conversation. But as we looked at the data, very few people were using them, including the managers. We went on to look at their account planning, territory planning and other prospecting approaches. I was meeting with a very thoughtful sales executive.

Territory 118

Territory Technology Technology Pipeline 118

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. Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field.

CRM 98

CRM Pitch Territory Presentation 98

Search Engine Land

MARCH 9, 2023

Also on this day Russia-based advertisers can no longer reach global audiences on Google properties and networks 2022: This policy change took widespread ad suspensions from platforms across the industry into new territory by targeting businesses in Russia. and an increase in mobile web usage.

E-commerce 87

E-commerce Territory Engineering Networking 87

Sales Hacker

FEBRUARY 17, 2022

Conversational intelligence. These tools use language processing to capture unstructured data from remote spoken conversations that occur between buyers and sellers. The insights gleaned from this process – what was being said on calls, what led to conversions, and what didn’t – resulted in more efficient calls and more conversions.

Objectives and Key Results 102

Objectives and Key Results Sales B2B Pipeline 102

Hubspot

APRIL 27, 2018

Chris Moore, channel account manager, HubSpot Cambridge. My website is a conversation starter and the gateway to my resume.". Devon Brown, manager, growth recruiting, HubSpot Cambridge. She says, “Buzzwords can be detrimental, but when it comes to a resume, recruiters and hiring managers like to see them!".

Quota 95

Quota Cold Call Sales Territory 95

Hubspot

NOVEMBER 28, 2022

That includes simplifying lead distribution and management. In this post, you’ll explore the best lead distribution software that can help you optimize your sales process and improve lead conversion. Chili Piper is an inbound lead conversion and scheduling app with routing capabilities. What is lead distribution software?

Territory 90

Territory Price CRM Lead generation 90

Partners in Excellence

JUNE 6, 2012

” It offers an interesting view and initiates a great conversation on critical elements of developing and implementing a customer focused “Go To Market Strategy.” In leadership, we would look at talent management/develeopment, performance management, role of the leader, culture/values and other areas.

Sales 108

Sales Objectives and Key Results Territory Go To Market 108

Martech

JULY 25, 2023

Before the pandemic, many marketers had already been accustomed to working on initiatives that involved collaboration with people outside their own offices since many brands operate across regions or around the globe. Easier tracking of billable hours and human resource management.

Territory 98

Territory Contract Clients Follow-up 98

Hubspot

APRIL 2, 2018

Below are seven conversations you should never have over email. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. It’s important that you’re able to guide the conversation as it’s happening.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Conversely, Sales Operations roles focus solely on the direction of the sales team, their metrics and success, and things pertaining to only the sales team – not how their success or failure impacts other related teams across the organization.

Finance 114

Finance Cross-sell SQL GTM 114

Sales Hacker

JULY 19, 2022

Join us for a great conversation about transitioning in sales and technology selling. Today on the show we’ve got Celine North, she’s the VP of revenue at Boardable, and we have a great conversation about her sales background and career. Without further ado, let’s listen to my conversation with Celine North.

Sales 103

Sales Drivers/motivators Consult Commission 103

Search Engine Land

JUNE 14, 2023

Agencies who ask client account managers to handle the publishing outreach are common – but not ideal for the publishers. Single points of contact can employ a holistic, strategic approach and get into richer territory like beta testing and thematic alignment. Question 6: What's your setup for working with publishers?

Contract 83

Contract Cross-sell Territory Niche 83

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 77

Objectives and Key Results Appointment Sales Campaign 77

Hubspot

APRIL 29, 2024

During the discovery call, identify ways the prospect can save time, effort, and money (outside of the purchase price) to make the conversation about total cost of ownership rather than just a spot transaction price. Keep your interactions conversational and genuine. Act like a consultant to point out areas of cost savings.

Sell 74

Sell Objectives and Key Results Consult Price 74

Partners in Excellence

APRIL 25, 2017

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” At this point in the conversation, there is an uncomfortable back and forth: Me: “Why do you think your compensation structure is the problem in achieving your numbers?

Commission 64

Commission Territory Referrals Process 64