Sales Hacker

SEPTEMBER 21, 2021

How to open a regional office. With over 35 years of sales and leadership experience, she’s an accomplished linguist and knows a lot about how companies should expand regionally to maximize growth. You had a chance to then go out and run a region, a set of offices, a set of regions. powered by Sounder.

Territory 97

Territory Finance B2C X-functional 97

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Account Matrixes.

Account management 98

Account management CRM Pipeline Territory 98

Veloxy

JUNE 15, 2023

Essential skills for success include strong customer relations, business development, account management & problem solving abilities. Key skills for success include excellent customer relations, proficiency in new business development, adeptness in account management, technical sales knowledge, and problem-solving capabilities.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

Partners in Excellence

MARCH 20, 2025

“We just need sales training, our people need to sell better, how much does your training cost?” What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? . “They are meeting their quotas and our growth goals,” came the response.

GTM 122

GTM Real Estate Objectives and Key Results Objection handling 122

STAR Results

MAY 31, 2021

For example; in a technical sell the question to ask is if there’s a correlation between a business degree vs. a technical degree regarding sales rep performance? Self-manager. Account management. Time & Territory Management. Have you determined what the top 3 competencies that a candidate must have?

Sales 274

Sales Territory Relationship building Account management 274

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Sell 118

Sell Territory Sports Account management 118

Sales Hacker

AUGUST 7, 2020

Regional Vice President of Sales. Regional Vice President of Sales. Sales Manager. Social Centered Selling. Regional Vice President of Sales. Regional Vice President, Commercial Sales. Regional Vice President. Managing Director, Australia. Regional VP Sales. Sales Manager.

Territory 130

Territory Presentation Strategic partnership Inside sales 130

Salesforce

OCTOBER 22, 2024

A lead’s criteria may not neatly line up with what you consider the product’s main selling point. And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. Having an ally on the inside can make the sales process run more smoothly.

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

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

Sell 114

Sell Objection handling Assembly Line Territory 114

Partners in Excellence

MARCH 18, 2015

Thousands of blogs and articles on social selling, media, marketing focus on building Personal Brands and Thought Leadership. From a corporate management point of view, I’ve always thought it more important to build and reinforce a company’s brand and thought leadership. They always brought new ideas to their customers.

Territory 115

Territory Trust Account management Referrals 115

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.

Territory 118

Territory Account management Cross-sell Sales 118

Partners in Excellence

OCTOBER 12, 2021

This means selling the entire product portfolio, it means expanding into new markets, it requires us to expand our footprint in our current accounts. Sales person 1 did that by selling only product line A. Sales person 2 did that through selling a combination of product lines A and B. They made their goals!

Territory 139

Territory Quota Growth Account management 139

Salesforce

APRIL 2, 2025

These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Fewer touchpoints to conversion imply that the product is able to sell itself, reducing reliance on heavy sales efforts. The data may also reveal areas for product or service improvement.

Product 86

Product Territory Sales Price 86

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account.

Territory 120

Territory Cross-sell Strategize Account management 120

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Account profiles.

Territory 116

Territory Quota Strategic planning Sales 116

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers.

Territory 101

Territory Account management Cross-sell Retail 101

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. If your team sells into the MENA/GCC market, get ready to be empowered. Regional excuses are no longer valid.

Pipeline 75

Pipeline Sell Territory Finance 75

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

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 74

Sell Territory Cross-sell Strategize 74

Sales Hacker

JUNE 3, 2025

And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. And a good example of that is maybe we overinvested in account managers and we needed more sales people. Is it third parties?

GTM 83

GTM Territory Gaming Sales 83

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 69

Territory Cross-sell Account management Prospecting 69

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 62

Territory Cross-sell Prospecting Account management 62

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 116

Territory Quota Sales Drivers/motivators 116

Understanding the Sales Force

SEPTEMBER 11, 2023

There are five keys to improve your ability to consistently hiring salespeople who will be great selling for your company and in your particular selling roles. Whether that’s in a territory, over the phone or by Zoom or Teams is less important than not having to drive to an office. If your On.

Territory 87

Territory Account management Sales Clients 87

Partners in Excellence

DECEMBER 1, 2020

What maximizes the success of a Global Account Manager in hunting in her account will be different from that which is most effective for territory managers. How a SDR applies the selling process in their role will be slightly different from the work of a product specialist, and different from an account manager.

Territory 93

Territory Account management Sales Up-sell 93

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. Selling skills! After all, how can we expect sales managers to coach salespeople to be any more effective than they are?

Territory 97

Territory Account management Sales Sell 97

Engage Selling

MAY 4, 2023

A lot of sellers often complain about their results because of a poor territory, a bad product, terrible leads, or their prices … The post The Right Way to Complain first appeared on Colleen Francis - The Sales Leader.  Is there a right way to complain?

Territory 62

Territory Price Product Sales 62

Salesforce

NOVEMBER 15, 2024

Account Management: An Account Manager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities. They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Understanding the Sales Force

JULY 24, 2013

Difficult selling with all of its challenges leads to easy-to-achieve outcomes. Easy selling, while avoiding challenges, causes difficult-to-achieve outcomes. Companies routinely mislabel salespeople as top producers when the reality is that they''re usually great account managers who''ve inherited the best accounts or territories.

Cold Call 100

Cold Call Territory Sales Account management 100

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. You need to have the people already in place when you’re looking to hire for senior account management. Territory Development. Key Takeaways.

Territory 98

Territory Cross-sell Quota Networking 98

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. Your account plan should include very strong cross sell and upsell plans.

Territory 106

Territory Cross-sell Negotiate Account management 106

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In channel sales, companies (here we’ll call them vendors) sell through intermediaries. This business model is also called indirect selling, because the company doesn’t have a direct connection to the end customer.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. But for a moment, I managed to contain myself. The speaker was clearly smart and had been very successful in selling, perhaps there was something I misunderstood.

Sell 56

Sell Territory Assembly Line Manufacturing 56

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Regional Sales Manager.

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. 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 all the selling was done over the phone.

Territory 67

Territory Account management Sales Manufacturing 67