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. Organize your team’s activities by impact — either high or low. High impact activities move buyers forward. Automate low impact, urgent activities.

Product 52

Product High impact Quota CRM 52

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.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

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.

Start-ups 96

Start-ups High impact Technique Follow-up 96

Highspot

JUNE 11, 2019

Highspot’s AI now coexists alongside Microsoft’s “AI for Sales” intelligence system and displays content recommendations alongside leads, contacts, opportunities, and accounts inside Dynamics 365. Speak with your account manager about enabling your Dynamics 365 integration today! Already a Highspot user?

Pitch 40

Pitch High impact Contact Account management 40

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. Selling Skills Let's Start Talking About Sales Manager Enablement.

Gaming 52

Gaming Manufacturing Sales Retail 52

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. For example, I often hired people who had been manufacturing managers to sell manufacturing control systems.

Manufacturing 49

Manufacturing High impact Drivers/motivators Up-sell 49

Partners in Excellence

FEBRUARY 28, 2018

Retain and build share with customers and key accounts. Plan and execute high impact calls. Conversely, if you are great at prospecting, but do a lousy job at qualifying and moving deals through the buying/selling cycle, all your prospecting success will be wasted. Develop business justified proposals.

Referrals 53

Referrals High impact Sales Pipeline 53

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. I often ask sales people about a recent win, asking, “What did you sell that for?” ” Unsurprisingly, the response comes back “$100K in ARR,” or “$1M.”

Technology 56

Technology Technology Networking B2B 56

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. Selling is, and always has been, about creating value with our customers. Account Based Everything Applies To Everything!

Customers 48

Customers Transportation Healthcare Sales 48

SBI

SEPTEMBER 27, 2019

Brainshark’s sales readiness platform – also honored last month in The 2019 International Business Awards® – prepares sales teams with the knowledge and resources they need, right when they need them, so they’re ready for each unique selling situation. Account Planning. It provides users with. Industry News. Sales Enablement.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

SBI

AUGUST 15, 2019

“This honor from the Stevie Awards underscores Brainshark’s commitment to driving perpetual readiness – so reps master their messages and maximize their performance in each and every selling situation.”. Account Planning. Sales onboarding and continuous training – preparing sales teams to deliver value in every buyer interaction.

Objectives and Key Results 28

Objectives and Key Results Non-Profits Territory Strategize 28

SBI

JUNE 17, 2019

Seismic aligns sales and marketing on the right content and messaging needed to engage a buyer in any given selling situation. 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 Account Planning.

Technology 20

Technology Technology Product Strategize 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

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? Where are the real stories of account executives and account managers who are actually using the AI-based tools their companies are touting? Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Ups and downs.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Partners in Excellence

MAY 18, 2022

Additionally, they aren’t held accountable for coaching or don’t know how to coach. I won’t get into all the stuff about effective coaching, and so forth, I’ve written a best selling book, Sales Manager Survival Guide , going into great detail about this.

Technology 59

Technology Technology Contract High impact 59

Partners in Excellence

DECEMBER 9, 2018

If organizations are to grow, we have to acquire new customers–within our existing accounts or net new logo’s. It may be selling the same product, because that’s the one we’ve had the most success with, while ignoring the entire product portfolio for which we have the responsibility to sell.

Territory 83

Territory Pipeline Commission Sales 83

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. 2) Truly Believe in What You’re Selling. John Dukes, Sales Manager. Be confident about what you’re selling and talk to a prospect as if you were sitting down with your best friend face to face.

Prospecting 73

Prospecting Pitch Cross-sell Consult 73

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. Nick Mehta: Yeah, I think you said it really well and we’ll come back to it.

Retail 79

Retail Start-ups Drivers/motivators Up-sell 79

Heinz Marketing

AUGUST 27, 2018

This week Norman Behar , Founder & Managing Director at Sales Readiness Group joins us as we focus on content and best practices in this episode called, Training & Professional Development for your Sales Managers: New Best Practices from Norman Behar. We have account executives. We have account managers.

Pipeline 54

Pipeline Objectives and Key Results Sales Inside sales 54

ConversionXL

AUGUST 21, 2014

I have seen this happen at a few startups I’ve worked with by expanding revenue from the current product, plus up-sell and cross-sell opportunities , but that will be a future post. Before we get there though, I want to mention that David Skok points out something that can massively accelerate SaaS growth: negative churn.

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

Hubspot

NOVEMBER 7, 2023

A CRM system generates an accurate sales funnel for you, which makes it easier to forecast future sales and effectively manage your team’s pipeline. You can also identify specific regions or industries to sell into and benchmark your average sales cycle. What we like: We know that data personalization is highly impactful in marketing.

CRM 74

CRM Contact Contract Objectives and Key Results 74