Partners in Excellence

MAY 3, 2022

What you might track for a SDR is different than what you might look at for a channel manager, an account manager, a sales specialist. For example, in our company a key metric is the number of high impact conversations we have with prospects a week. For example, orders/revenue are trailing indicators.

Quota 132

Quota Pipeline CRM High impact 132

Partners in Excellence

DECEMBER 9, 2018

Planning and executing high impact calls is the way we maximize our impact in prospecting and helping buyers move deals through their buying process. All of these “pieces/parts” are critical to the job of sales person, account manager, BDM, or whatever label we apply to ourselves.

Territory 98

Territory Pipeline Commission Sales 98

Partners in Excellence

FEBRUARY 23, 2022

Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. Channels “partners” have been a part of sales ever since sales have existed. They may provided deeper expertise in certain areas than we can, consequently, driving higher levels of success.

Strategic partnership 137

Strategic partnership Sales Commission Strategize 137

Partners in Excellence

AUGUST 26, 2020

We are taught things like “How to qualify, how to handle objections, how to close……” Likewise, as managers, we tend to focus a lot on the What and How. For example, establishing SDR teams, Account Management, Reseller or other ways we might engage our customers.

Start-ups 100

Start-ups High impact Technique Follow-up 100

Hubspot

JANUARY 29, 2018

And I’ve worked at these companies in a variety of capacities: recruiting, sales, and account management. They are: The ability to have an impact on decisions. Actively return to and improve upon your high value actions. Along the way, I’ve noticed the same few situational factors influence employee performance at work.

High impact 78

High impact Sports Follow-up Account management 78

Sales Hacker

FEBRUARY 8, 2019

The rise in remote work has created new challenges and opportunities for managers tasked with leading geographically dispersed teams. 95 percent of employers say telework has a high impact on employee retention. Sales and customer service teams are not immune to these larger trends.

Service 74

Service Product Customers Territory 74

Highspot

NOVEMBER 25, 2019

An efficient salesperson spends time on high-impact activities like call preparation, as opposed to low-impact activities like administrative tasks. Impact is related to sales effectiveness; spending time on impactful activities increases your ability to close deals. High impact activities move buyers forward.

Product 52

Product High impact Quota CRM 52

Hubspot

JULY 31, 2013

Dan MacAdam, VAR Channel Account Manager. Brian Bresee, Channel Account Manager. You have the chance to wear many different hats in a fast-paced, high-stakes, high-impact role. Once you learn to understand and diagnose the problems your prospects are facing, you can problem-solve together.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

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.

Technology 63

Technology Technology Contract High impact 63

Partners in Excellence

DECEMBER 11, 2017

They move from MQLs to SALs to SQLs handled by different specialists called SDRs, BDRs, AEs, Account Managers, Customer Success Specialists. That is they realize success in sales isn’t really about volume and velocity, but it’s about reaching the right people at the right time and engaging them in high impact conversations.

Technology 67

Technology Technology Networking B2B 67

Partners in Excellence

AUGUST 22, 2016

.” We can create and communicate value in terms that directly impact their success. Our playbooks teach us about each of these roles, and guide us to engaging them in high impact conversations. Personas have shifted the way we develop much of our content. But too often, our conversations break down.

Manufacturing 58

Manufacturing High impact Up-sell Drivers/motivators 58

Partners in Excellence

MARCH 9, 2022

Some critical things to think about in driving these high impact buying/selling partnerships: Do we have alignment in our vision of what needs to be achieved? At the same time, we cannot achieve our goals without the collaboration of others. Stated differently, our success is dependent on the success of those we work with!

Sell 77

Sell Strategic partnership Strategize High impact 77

Partners in Excellence

FEBRUARY 28, 2018

Retain and build share with customers and key accounts. Plan and execute high impact calls. Develop business justified proposals. Closing is all that matters. Generate net new logos/customers. Leverage social channels. Implement a Land and Expand strategy. Coordinate/integrate with marketing.

Referrals 62

Referrals High impact Sales Prospecting 62

ConversionXL

AUGUST 21, 2014

Zack wanted to help Zendesk avoid being the kind of company who only calls when seeking renewal, so he helped the company to implement a Customer Account Management (CAM) team that reached out to Zendesk customers using a 12 month program with regularly scheduled check-ins, phone calls, and emails.

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

Partners in Excellence

FEBRUARY 19, 2018

If they are successful, they more into the “real” sales jobs–AEs, BDMs, Account Managers. What percent of those 147 conversations might someone be able to convert to high impact meetings, simply because they were able to and took the time to engage the customer more deeply?

Prospecting 51

Prospecting Sell Appointment Meeting 51

Highspot

JUNE 11, 2019

Our Dynamics 365 integration saves your reps time and helps maintain their account hygiene by automatically logging all activities and shared content to timelines on accounts, opportunities, contacts, and leads. This allows reps to focus on high-impact work and spend more time with prospects instead of on tedious administrative tasks.

Pitch 40

Pitch High impact Contact Account management 40

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? Last quarter Salesloft launched ‘Rhythm’ which has been a game changer in helping me to consistently focus on my most high impact tasks. This is frustrating as a seller.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Partners in Excellence

NOVEMBER 3, 2017

Too often, I think we distract ourselves from understanding the true impact of Digital Sales Transformation by being distracted by technology, sales stacks, social selling, and the shiny toys being promoted. Ironically, we get to the heart of Digital Sales Transformation by going to the basics of high impact selling and sales management.

Customers 51

Customers Transportation Healthcare Sales 51

Partners in Excellence

AUGUST 31, 2022

A large part of it is they don’t understand their customers, and their businesses, so they can’t have relevant/high impact conversations. It seems like a pretty simple, but high value add set of programs that SE can put in place. Sales people struggle to connect with their customers.

Gaming 54

Gaming Manufacturing Sales Retail 54

SBI

SEPTEMBER 27, 2019

Judges recognized Brainshark’s multi-pronged approach to sales enablement, with solutions for: Sales content authoring – making it easy for anyone to create high-impact, multimedia content that drives sales learning and effectiveness. Account Planning. It provides users with. Industry News. Sales Enablement. Industry News.

Objectives and Key Results 36

Objectives and Key Results Non-Profits Strategize High impact 36

Hubspot

NOVEMBER 7, 2023

By leveraging segmentation in your CRM, you're not only managing customer relationships but also optimizing them for better business outcomes. What we like: We know that data personalization is highly impactful in marketing. By segmenting your audience, you can easily manage messaging and personalization. Set up lead scoring.

CRM 78

CRM Contact Contract Objectives and Key Results 78

SBI

AUGUST 15, 2019

Brainshark was recognized for its multi-pronged approach to sales enablement, including its solutions for: Sales content authoring – making it easy for anyone to create high-impact, multimedia content that drives sales learning and effectiveness. Account Planning. It provides users with. Industry News. Sales Enablement.

Objectives and Key Results 32

Objectives and Key Results Non-Profits Territory Strategize 32

SBI

NOVEMBER 13, 2019

These data insights reveal the call context, word usage, timing and other tactics that the world’s best reps use so that companies can understand what drives revenue and adjust techniques to accelerate high-impact outcomes across their entire organization. Account Planning. It provides users with. Industry News.

Technique 27

Technique Sales Strategize Conversion 27

SBI

JUNE 17, 2019

The CODiE Awards have long recognized the most innovative high-impact products in the market and the 2019 winners continue this grand tradition,” said Jeff Joseph, SIIA President. “We Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors.

Technology 20

Technology Technology Product Sales 20

SBI

JUNE 19, 2019

The CODiE Awards have long recognized the most innovative high-impact products in the market and the 2019 winners continue this grand tradition,” said Jeff Joseph, SIIA President. “We Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors.

Engineering 20

Engineering B2B Technology Technology 20

SaaStr

MARCH 26, 2019

So know that, and then know how high impact it is. Like account manager or recruiter. What’s really critical about this framework is just one, know if it’s irreversible or very difficult to reverse or very tunable. I think changing your pricing for your product around the world is in that upper right quadrant.

Launch 64

Launch Engineering Product Start-ups 64

Hubspot

FEBRUARY 25, 2014

Content marketing should be executed in tandem with your company’s account managers and client service representatives. Enter content marketing -- a tool for building relationships with an organization’s stakeholders and prospective customers. Ask your customer-facing team -- what questions are existing customers asking?

High impact 78

High impact Sports Follow-up Strategize 78

Heinz Marketing

AUGUST 27, 2018

We have account executives. We have account managers. For example, an account manager’s managing the accounts may only need some very light prospecting skills to navigate within those accounts. in terms of sales enablement technologies, specialization, tools.

Pipeline 60

Pipeline Objectives and Key Results Sales Inside sales 60

SaaStr

AUGUST 15, 2020

Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. One that is completely, almost custom for each account and very low touch. Or better yet, you don’t even have to show up. Nick Mehta: Yeah.

Retail 106

Retail Start-ups Drivers/motivators Up-sell 106

SaaStr

MARCH 18, 2019

So know that, and then know how high impact it is. Like account manager or recruiter. What’s really critical about this framework is just one, know if it’s irreversible or very difficult to reverse or very tunable. I think changing your pricing for your product around the world is in that upper right quadrant.

Launch 54

Launch Engineering Start-ups Finance 54

Sales Hacker

OCTOBER 7, 2021

Prior to Flowhaven, I was an MPS Manager with Xerox Business Soultions Southeast and and Account Manager at Berney Office Solutions. During my tenure at Xerox Business Solutions Southeast, I helped the company develop, grow and maintain accounts across the Southeast. To help you prioritize, do the high impact items first.

Sales 136

Sales Up-sell Start-ups Cross-sell 136