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Rethinking Account Based Selling

Partners in Excellence

Managers coach us, helping us execute those plans much more effectively. ” A close friend’s territory was the states of North/South Dakota. ” The territory managers would identify new accounts in their territories. In my first years as a seller, by territory was “Chase Manhattan Bank.”

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What’s Different About Account Based Marketing/Selling?

Partners in Excellence

When I first started selling, I had one named account, with principal operations at 1 New York Plaza and Chase Plaza in downtown Manhattan. A friend had the states of North and South Dakota. Our jobs were exactly the same, we were supposed to turn over every stone in our territories, finding every opportunity we could.

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5 Reasons to Join a Sales Community Right Now

Salesforce

A sub-group: This could be an industry, like aerospace or insurance, a demographic, like women or minorities, or a role, like sales development reps (SDR) or account managers. Check the tone of the community The easiest way to do this would be to make a free account and lurk for a week or so.

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An Essential Guide to Using the MEDDIC Sales Framework

Salesforce

And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. Having an ally on the inside can make the sales process run more smoothly.