Sales Gravy
OCTOBER 23, 2022
Sellers were getting more done, in less time, with better outcomes because all of the distractions that typically took them away from high impact sales activities were gone. Impactful things that generate revenue growth. If you're an account manager, you make an impact by expanding and retaining your accounts.
Partners in Excellence
APRIL 1, 2021
How could they possibly have a high impact conversation with senior people? It’s not the role, I think the role can be very impactful. Why wouldn’t we align the resources that have the ability to have high impact conversations with the people we are targeting? The SDR/BDR role can be very impactful.
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Partners in Excellence
MAY 3, 2022
When I meet with managers, I ask them, “What data do you use to monitor performance?” ” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You don’t have enough in your pipeline. You aren’t going to make your forecast.
Partners in Excellence
AUGUST 26, 2020
We are inundated with training, content, articles, books on “You have to prospect, You have to build your pipeline, You have to follow the process, …… ” These focus on what sales people have to do, they are generally closely followed by techniques and tools focusing on how we do those things.
Highspot
DECEMBER 21, 2022
Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find.
Partners in Excellence
FEBRUARY 28, 2018
Retain and build share with customers and key accounts. Plan and execute high impact calls. If you like doing deals, but can’t stand to prospect, pretty soon your pipeline will be empty and you will have no deals to move forward. Develop business justified proposals. Closing is all that matters.
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?
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