Veloxy

JUNE 15, 2023

Essential skills for success include strong customer relations, business development, account management & problem solving abilities. The Role of Outside Sales Reps An outside sales representative’s primary responsibilities include generating leads, cultivating relationships, providing product information, and closing sales.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Martech

APRIL 11, 2025

Were hearing a lot from these larger up-market customers within the SMB that theyre feeling just as overwhelmed with all of these changes, Angela DeFranco, VP and general manager of product for Marketing Hub, told MarTech. Large enterprises have more resources. Small teams have resource limitations.

Territory 92

Territory Government Account management Contact 92

Sales Pop!

JUNE 13, 2022

In reality, a company needs to implement an overall solution, not one for account management, then another for reporting, yet another for outbound calling, and yet another for something else. No, in addition to sales automation, Pipeliner addresses project management, key account management, activity management, and much more.

Pipeline 246

Pipeline CRM Angle Sales 246

Sales Hacker

AUGUST 7, 2020

Manager, Business Development. People First Productivity Solutions. Regional Vice President of Sales. Regional Vice President of Sales. Sales Manager. Regional Vice President of Sales. Regional Vice President, Commercial Sales. Regional Vice President. BQ Productions. Regional VP Sales.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce 87

E-commerce Territory Pitch Sales 87

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. 3: Account Managers. Why Start with Inside Sales? .

Inside sales 232

Inside sales CRM Sales Pipeline 232

Partners in Excellence

APRIL 18, 2014

.” It could be an account, collection of accounts, industry segment, or geographic territory. It’s up to us to maximize the results produced in that territory. Yes, our companies give us quotas and goals, but like great entrepreneurs, we really want to maximize our penetration, share, growth in the territory.

Territory 123

Territory Account management Quota Strategize 123

Sales Gravy

OCTOBER 23, 2022

On this episode of the Sales Gravy Podcast, I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the way that you work. They were suddenly more productive. If you're an account manager, you make an impact by expanding and retaining your accounts.

Product 92

Product Construction Territory Pipeline 92

Sales Pop!

NOVEMBER 18, 2021

Sales Enablement Tool and key account management ( KAM). These are now united under the single revenue engine of project management. Our product approach has so revolutionized backend administration that a full-time administrator is no longer required. sales, marketing, product, and support.

Lead generation 246

Lead generation A/B testing Referrals CRM 246

Partners in Excellence

OCTOBER 12, 2021

When we looked at new customer acquisition and expansion within accounts, there was virtually none. We dove deeper, we looked at the product lines driving the most revenue. Over 95% came from their older, traditional product lines. We have to look to balanced performance across the entire product line.

Territory 140

Territory Quota Growth Account management 140

PandaDoc

MAY 2, 2025

This is your teams source of truth: a hub for approved building blocks like product descriptions, fee schedules, case studies, or disclaimers that reps can pull into documents as needed without having to recreate or reword content manually. Use Workspaces to organize content by region, product, or sales team.

Legal 52

Legal Territory Contract Price 52

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. Sales Professional 3.0

Territory 120

Territory Account management Cross-sell Sales 120

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

Hubspot

MARCH 25, 2020

There are few times more exciting in a company than during a product launch. Still, a question always arises when a new product launches: do enough people know about this product launch for it to be successful? Featured Resource: Product Marketing Email Templates [Download Now]. Internal Product Launch Email.

Launch 101

Launch Product Contact Follow-up 101

Partners in Excellence

MAY 30, 2017

Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. No Room For Farmers!

Territory 71

Territory Cross-sell Account management Prospecting 71

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. The role of an SDR is, in many ways, hustle culture personified.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

DECEMBER 20, 2016

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve.

Territory 64

Territory Cross-sell Prospecting Account management 64

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. Renown for their most accurate contact and account intelligence, ZoomInfo will automatically keep your records accurate and up to date, even when you’re not engaging. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

DECEMBER 1, 2020

While they may provide outstanding skills, increase people’s knowledge in markets, products, sales approaches; it’s critical the people going through these programs understand how to apply what they are doing directly to their jobs. I think many sales enablement programs may face the same challenge.

Territory 93

Territory Account management Sales Up-sell 93

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 118

Territory Quota Sales Drivers/motivators 118

Partners in Excellence

JANUARY 28, 2014

An account or territory plan is not a deal! Account and territory planning, executing them helps us identify potential new deals. We have people we can leverage, pre-sales specialists, marketing, product marketing, and others. But a quote doesn’t produce revenue. A sales call is not a deal!

Territory 110

Territory Account management Pipeline Represent 110

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. Typically it meant, how many of the bank’s product lines were you consuming.

Territory 108

Territory Cross-sell Negotiate Account management 108

Sales Hacker

FEBRUARY 8, 2019

The rise in remote work has created new challenges and opportunities for managers tasked with leading geographically dispersed teams. For example: 65 percent of workers said that remote work would give their productivity a boost. 86 percent said that working alone allows them to hit maximum productivity.

Service 77

Service Product Customers Territory 77

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Account Manager. This is where account managers come in. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Partners in Excellence

APRIL 25, 2016

Hire a bunch of people, give them territories with goals and turn them loose to sell. Sometimes the territory was geographically defined, sometimes it was industry/segment defined, sometimes it was defined by accounts. We’ve had organizations organized by product line—each going after the customer separately.

Territory 70

Territory Account management Sales Manufacturing 70

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 102

Territory Pipeline Commission Sales 102

Salesforce

NOVEMBER 29, 2023

Alliances are partnerships with companies that sell complementary products. Distributors buy directly from the businesses, then market and sell to customers in their operating regions. Franchisees pay to use a brand’s identity, processes, and business model to sell that brand’s products or services. Franchisees.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Sales Hacker

APRIL 11, 2019

This let her focus on her sales meetings and her productivity increased and close rates skyrocketed. This sales rep may get nervous and frustrated when management talks about cutting territories, making changes to alliances, strategic partners, the inbound lead system, or anything that affects their current opportunity to make money.

Extrinsic 103

Extrinsic Drivers/motivators Intrinsic Commission 103

SalesLoft

FEBRUARY 19, 2020

We’ll cover topics ranging from motivation and productivity to innovative tactics. Objections come with the territory when making cold calls. The Revenue Methodology & Mastery track focuses on tactics around innovation and efficiency to nurture deeper client relationships and accelerate revenue growth. 3 Must-See Sessions.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. New accounts. Accounts by region.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

SalesforLife

MAY 15, 2019

Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years. Like millions of people in the MENA/GCC region, Arzoo has embraced social selling. She says LinkedIn is a valuable tool that she uses to resolve issues with products or services that she has purchased.

Pipeline 75

Pipeline Sell Territory Finance 75

Sales Hacker

MARCH 12, 2020

Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Examine what factors are causing open territories in the first place. Is the territory just not capable of achieving that quota? Is it unrealistic sales quotas?

Territory 97

Territory Quota Referrals Commission 97

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 116

Sell Objection handling Assembly Line Territory 116

Partners in Excellence

MARCH 28, 2013

I’m an unapologetic believer in the concept, “It’s your God-given right to 100% share of customer and 100% share of territory.” ” Everything I’ve been taught, everything I’ve taught or coached has been around maximizing the full potential in the “territory.”

Territory 105

Territory Growth Represent Technology 105

A Sales Guy

NOVEMBER 27, 2013

In addition, they aren’t using all your products or services. What sucks with these types of customers is they aren’t buying all your products and services. There is tremendous additional revenue opportunity in these accounts. This is not fertile selling territory. They are happy with your service.

Customers 114

Customers Territory Up-sell Clients 114

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Drive sales for specific product. Acquire “seed” accounts. Manage deal flow. Increase upsell/cross-sell rate. Lower expenses.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

APRIL 5, 2023

Outside sales representative positions include some travel time to meet with buyers and pitch products. Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year.

Cold Call 90

Cold Call Commission Inside sales Territory 90