Search Engine Land

MARCH 8, 2024

For an account manager or a marketing department, control is difficult to give up. Yes we can pin our titles and descriptions, but with the current new AI features being rolled out, it takes even more control out of our hands if we want to test. has eaten into margins. Again, advertisers tend to stick their heads in the sand on this.

Campaign 109

Campaign Retail Manufacturing Clients 109

Partners in Excellence

FEBRUARY 17, 2024

But when my client started talking to end users–people in procurement/logistics/manufacturing, they realized there were monstrous issues. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Sales Pop!

MAY 20, 2023

workforce, and manufacturing had 12 percent. Pink mentioned in his book that the software company Atlassian, which develops the issue-tracking product Jira that we use in development at Pipeliner, collected around $100 million in sales without a single salesperson. Today we can see that in this $2 trillion U.S.

Appointment 98

Appointment Education Sales Contact 98

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 didn’t get training about our products or solutions, the sole focus of that program was to help us better understand banks and banking. I was one of 3 people who didn’t work at a bank.

Gaming 52

Gaming Manufacturing Sales Retail 52

SaaStr

JULY 20, 2021

Partner with auto manufacturers to create new insurance products for connected vehicles and Internet of things-powered data. Emily Villani, Director of Business Development @ Adyen & Gary Yang, SVP Global Head of Account Management and Partnerships @ Adyen.

Finance 103

Finance Manufacturing Growth Account management 103

SaaStr

JANUARY 10, 2020

In his excellent article, The Manufacturer’s Dilemma , the author Geoffrey Moore gives perhaps the most succinct economic premise of the shift to the SaaS model: “The ultimate consequence of all this is as simple as it is devastating: product is no longer king. Overcoming A Manufacturer’s Mentality In SaaS.

Manufacturing 53

Manufacturing Cross-sell Sports Service 53

CloserIQ

JANUARY 16, 2019

Gradeable is currently hiring for its school success/program development department, which combines sales and account management. CabinetM is an enterprise-level marketing technology management platform. The product helps digital marketing teams to assess the effectiveness of different marketing technology tools in use.

Healthcare 92

Healthcare Teamwork Real Estate Manufacturing 92

Salesforce

DECEMBER 14, 2023

Spotlight: Michelin Tire manufacturer Michelin operates in a saturated market with ever-increasing competition. Manager reports Intelligent routing software also provides a holistic view of field sales performance to drive decision-making and keep reps accountable. Watch the demo

Territory 59

Territory Appointment Transportation CRM 59

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Effective leaders know that investing in the right tools will help them streamline and standardize their sales processes, and make for a happier and productive workforce. What is CPQ?

Cross-sell 94

Cross-sell Contract Price Finance 94

Lead Fuze

JUNE 28, 2023

Engaging content attracts attention and leads to natural conversations about your products/services. Especially if you’re selling complex products that require a deep understanding of technical stuff or market trends. You need to convince potential buyers why your product is the bee’s knees.

Negotiate 52

Negotiate Territory Contract Technique 52

Hubspot

MARCH 14, 2021

I post on Instagram three times per week, usually to give visibility to free HubSpot products, tools, or research reports to help prospects and customers grow better and encourage interaction. "I I also have two Facebook accounts — one for the book we wrote Inbound Organization and another for my personal speaking engagements.

Sell 97

Sell Manufacturing Trust Up-sell 97

Partners in Excellence

FEBRUARY 23, 2022

We put in place programs to attract channel partners (or if we are a channel, to attract the companies developing the products/solutions) getting them to sell our products. ” That is the partner takes our products to the end customer, selling the products to the customer.

Strategic partnership 100

Strategic partnership Sales Strategize Commission 100

Partners in Excellence

MARCH 31, 2017

Prospectors prospect, account managers account manage, product line specialists are expert in their product lines, and on and on… Each role is precisely defined, we have the metrics to by which we constantly measure performance. They go from being MQLs to SQLs to qualified opportunities.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58

Veloxy

FEBRUARY 22, 2023

Go here Outside Sales vs Inside Sales: Compare the Pros & Cons Industries that use field sales Field sales is commonly used in industries such as pharmaceuticals, medical equipment, industrial manufacturing, construction, insurance, and real estate. What does a field sales representative do?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Miller Heiman Group

OCTOBER 6, 2020

Others have faced incredible manufacturing and supply chain pressures. Opportunity management. 66% of organizations say their opportunity management needs improvement, and 60% say their account management process needs improvement. Faced with uncertainty, businesses put the brakes on as deals stalled or vanished.

Strategize 109

Strategize Quota Manufacturing Clients 109

Women Sales Pros

APRIL 19, 2019

Not to mention this type of consistent churn slows the productivity of your entire organization. And clarity regarding role, expectations and decision authority levels enable inside sales, outside sales, account management and enablement to work more collaboratively and communicate much more effectively.

Inside sales 129

Inside sales Outside Sales Quota Sales 129

Partners in Excellence

FEBRUARY 16, 2018

These pundits often cite applying manufacturing principles to designing our sales engagement strategies. Some cite the grandfather of lean/agile manufacturing principles, the Toyota Production System (TPS). All these things are supposed to make us better, more productive, more effective, more efficient.

Manufacturing 55

Manufacturing Sales Up-sell Start-ups 55

Partners in Excellence

MARCH 22, 2017

We’ve long had product line specialists, organizations where sales is oriented around different product lines, each sales team responsible for the sale of a specific product line. A terrific strategy for driving product line growth. Enter the realm of account management/territory.

Territory 48

Territory Sell Assembly Line Manufacturing 48

Spiro Technologies

MAY 26, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products. He moved back to California and his buddy needed help servicing some of the customers in California with a drawer slide product. What is the range of products that E.B. Adam: Gotcha.

Sell 52

Sell Manufacturing Hospitality Start-ups 52

Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

Sell 92

Sell Objection handling Assembly Line Territory 92

Sales Hacker

SEPTEMBER 18, 2020

Marketing and Sales Development groups tackle engagement, Sales covers execution, and Customer Success and Account Management handle continuity. Prospects don’t appreciate moving through your system like they’re on a manufacturing line — being moved from a Marketing Qualified Lead to a Sales Accepted Lead.

Engineering 122

Engineering Teamwork Manufacturing Technology 122

Partners in Excellence

NOVEMBER 10, 2014

Then I continued asking: Field direct, inside sales, telesales, channel, SMB, Large Account, Global Account, Commoditized Product, Complex Systems, Services, Ideas, B2B, B2C, Retail, B2B2C, early stage start up, big brand/Fortune 500. I can go on. I’ve seen great B2B sales people who are clueless on B2C.

Quota 96

Quota B2C Manufacturing Non-Profits 96

Partners in Excellence

NOVEMBER 9, 2021

They invited him to participate in many projects, projects around their future product directions, how to improve manufacturing processes, how to create better customer experiences for their customers. The salesperson’s involvement was deeply valued by the customer.

Manufacturing 65

Manufacturing Pipeline Strategize Meeting 65

Partners in Excellence

APRIL 25, 2016

There were variations of that theme, sometimes we used indirect sales organizations, like manufacturer’s reps, resellers, channel partners, and others to sell for us. Sometimes the territory was geographically defined, sometimes it was industry/segment defined, sometimes it was defined by accounts.

Territory 50

Territory Account management Sales Manufacturing 50

Partners in Excellence

MAY 27, 2021

For example, product management/marketing, strategic planning, finance, legal, HR, manufacturing, logistics, operations… Each part of the organization has dependencies on each other. Simply smashing these functions together under one organization doesn’t solve these problems–and could exacerbate them.

Strategic planning 125

Strategic planning Manufacturing Legal Finance 125

Partners in Excellence

AUGUST 22, 2016

She was trying to get out of the call, suggesting a follow up call from an account manager or a demo—I have to give her credit, she went for the demo. As our products and solutions become more complex, it’s impossible for the sales person to have deep enough knowledge on all the products.

Manufacturing 49

Manufacturing High impact Drivers/motivators Up-sell 49

A Sales Guy

MAY 15, 2013

I had a desire to touch on a company specific topic that will affect many of the people in this community who sell a product. Inventory velocity measures the rate at a product level, where inventory turn measures at a divisional or corporate level. Imagine you’re a supplier of speakers for headphone and car speaker manufactures.

Manufacturing 110

Manufacturing Retail Up-sell Quota 110

ConversionXL

MARCH 20, 2019

Demandbase’s costs place it in the 96th percentile for “Marketing Account Management” software. As the Forrester report notes, “Jabmo is best for marketers targeting global industrial/manufacturing accounts.” Terminus pitches the product as an “all-in-one” solution. Other products do solely that.

Real Estate 117

Real Estate Campaign B2B Contact 117

PandaDoc

DECEMBER 12, 2022

Account management : With the Person Account feature, you get a complete view of customers as individuals, including activity history and service and sales engagement. Create and track quotes and orders : This means your teams can manage the pricing of your company’s products and services.

E-commerce 52

E-commerce CRM Price A/B testing 52

Hubspot

AUGUST 24, 2023

Artificial intelligence (AI) sales agents enable representatives to achieve more significant outcomes, boost productivity, and provide exceptional customer experiences by automating manual processes, customizing prospect outreach, helping successful lead scoring, and offering enhanced sales forecasting and analytics.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

Partners in Excellence

MARCH 7, 2017

Even more ironically, the call to action at the end of his post is to recruit partners to sell his company’s products. And his products are focused on helping sales people become more effective! Companies develop new products by having engineers, product managers, customers and others interacting with each other.

Manufacturing 55

Manufacturing Sales Finance Technology 55

Closing Bigger

SEPTEMBER 18, 2023

A-Zone Pipeline Management: Those familiar with my seminars or podcasts know I discuss the A-zone or the 80-20 rule frequently. Here, I’ll delve deeper into how we can strategically approach our pipeline with an A-focused mindset and its effects on our sales productivity and performance. Is it getting them to the right events?

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Your sales organization is in charge of generating revenue for your business by convincing buyers to purchase a product or service.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Partners in Excellence

OCTOBER 29, 2015

We may say: We’re targeting the financial services industry, or manufacturing companies, or any other segment. Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. But any of these are huge.

Manufacturing 91

Manufacturing Cross-sell Territory Finance 91

SBI

JULY 26, 2018

Project Kickoff, Brand App Design & Development: Your dedicated account manager will outline the requirements, processes, and timelines to ensure a smooth fast implementation. The Modus Platform is optimized for manufacturers with dealer and other non-direct sales channels, as well as health services with direct sales forces.

Gaming 38

Gaming Presentation CRM Manufacturing 38

Sales Hacker

JANUARY 29, 2018

The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product. This high- velocity creates a “manufacturing line” approach. The Sales POD.

Territory 75

Territory Quota Sales Manufacturing 75

Partners in Excellence

SEPTEMBER 26, 2012

As sales roles become increasingly complex, with differing roles in the organization–account managers, territory managers, product specialists, pre-sales specialist, business development executives, and so forth, a sales competence framework helps identify different skill and capability levels for each role. .

Territory 94

Territory Quota Sales Drivers/motivators 94