Account management High impact Process Up-sell 
Partners in Excellence
JANUARY 26, 2021
In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. They are processed by SDRs, SEs, Demo people, Account Managers and others. Do they know it?
Hubspot
FEBRUARY 25, 2014
The Content Marketing Institute and MarketingProfs estimate that 58% of B2B marketers plan to increase their content marketing budget over the next 12 months, which is up from 54% from the previous year. Many organizations rely on strategic upselling as a high-value revenue stream. Then, bridge the gap with content.
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Partners in Excellence
AUGUST 26, 2020
.” We don’t talk much about these principles in selling or as managers in leading our people/organizations. 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.
Highspot
NOVEMBER 25, 2019
But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. An efficient salesperson spends time on high-impact activities like call preparation, as opposed to low-impact activities like administrative tasks. High impact activities move buyers forward.
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
AUGUST 31, 2022
SE tends to do an outstanding job on product training, sales skills/process/methodology, relevant content, and tools. We learned about corporate banking, retail, trust, international/funds transfer, check processing, credit cards, factoring, treasury, and all sorts of things. The post Sales Enablement, Upping The Game….
Partners in Excellence
FEBRUARY 19, 2018
Many people believe prospecting is the toughest part of selling. If they are successful, they more into the “real” sales jobs–AEs, BDMs, Account Managers. But if prospecting is one of the most difficult parts of selling, why are we assigning our least experienced people to do our prospecting?
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