Account management Cross-sell Service Territory 
Sales Hacker
JULY 25, 2022
Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. Metrics to measure in a sales manager dashboard.
Partners in Excellence
MAY 30, 2017
Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. No Room For Farmers!
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Hubspot
JUNE 8, 2021
Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Nearly half of their time is spent selling remotely (i.e. Account Manager. This is where account managers come in.
Partners in Excellence
MAY 3, 2022
The end users, for the purposes of this discussion, let’s look at customer service, will see the problem in a different way. Finance will see the problem in a different way than IT and customer service. Yet when we talk about the same things to the end users, they look at us with their eyes crossed.
Gong.io
JULY 27, 2022
How has your product or service met expectations? Territory plans. They’re not about sales performance, they’re about product/service performance. When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities.
Hubspot
OCTOBER 16, 2017
If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. If they sell nothing in a month, their salary is zero.
Sales Hacker
APRIL 16, 2018
9) Territory planning and territory creation [33:30]. 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. Sales management at Global Crossing. Global Crossing had just bought Frontier Communications.
Expert insights. Personalized for you.
102 
Let's personalize your content