SBI

OCTOBER 30, 2018

I sat down with Brian Williams, a partner with the Brevet Group, and we discussed what Sales Enablement is (people define it in many ways) and how to navigate the complexity of the technology in the Sales Enablement space. She started her career in sales prospecting technology space and has a lot of background as an analyst.

Technology 55

Technology Technology Territory CRM 55

SaaStr

APRIL 25, 2023

One of the challenges they’ve faced with GTM is that they are a new technology sector, therefore, the traditional technology markets of other companies don’t necessarily always apply, so they’ve really had to draw on their experience overseas. It all goes together.

Engineering 77

Engineering GTM Territory Management Consulting 77

Jeff Shore

JUNE 6, 2018

Learn all about it from Doug and his book – How Clients Buy. He also serves on the Board of Directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine. Earlier in his professional life, Doug served as a consultant with the management consultancy, A.T. BuyersMind #Sales.

Trust 110

Trust Electricity Consult Management Consulting 110

Heavy Hitter

MAY 5, 2019

I’d like to tell you about the most extraordinary technology sales organization—and I should know since I’ve had the privilege to study hundreds of high-tech sales organizations and interview thousands of salespeople and vice presidents of sales. No salespeople work at the company.      That company is AuditBoard. .  

Finance 64

Finance Government Management Consulting Sales 64

Sales Hacker

OCTOBER 30, 2018

Andrea has led numerous sales initiatives and teams at enterprise software and solution providers, including Varolii, IBM, Symphony Technology Group, Vitria Technology, DigitalThink, and PeopleSoft. Brooke Bachesta – SDR Manager at Outreach. Tracy Eiler – CMO at InsideView Technologies | Author.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

SalesPop

MARCH 25, 2021

Technology is primarily about product development, not distribution. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. In order for this expansion of an account to occur, you must continuously create value for your product or service, for that client.

Account management 98

Account management Customers Pipeline Trust 98

SalesBlog!

APRIL 5, 2022

The discovery process should include an analysis of: PEST – political, economic, social, and technological directions and SWOT – strengths, weaknesses, opportunities, threats of the company. There’s no buy-off by the client. If you find yourself not wanting to take the time with a willing client… shame on you.

Consult 52

Consult Sell Presentation Clients 52

Partners in Excellence

APRIL 10, 2014

But technology is even enabling much of that old role to be shifted into even more effective and efficient electronic channels. Changing customer buying preferences, greater comfort with technology, lower costs technologies have facilitated much of this. The other day, I was at a client location. Customers are different.

Inside sales 108

Inside sales Product Sales Account management 108

SBI

APRIL 2, 2019

The modern buyer’s journey dictates the need for a dynamic sales approach which leverages technology to surface everything from process to sales methodology, discovery questions, to handling resistance, and all points in between. Hilmon Sorey, Managing Director at ClozeLoop. Buying Technology. Opportunity Management.

Territory 35

Territory Sales Management Consulting Gaming 35

Hubspot

AUGUST 5, 2014

My Mom (Gillian) opened a marketing consultancy in 1980, helping small, local businesses in the Seattle area with things like business cards, logos, letterheads, yellow pages ads, and the like. In high school, I started building websites for fun, then for her clients -- and that continued into college.

Consult 78

Consult Start-ups Non-Profits Education 78

Veloxy

FEBRUARY 15, 2022

Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). As a leader in field sales consultation and software, we’re here to give you and future reps the ultimate guide for success. Field sales is not dead!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Search Engine Land

MARCH 8, 2023

Report structure for the C-suite An effective SEO report for the C-suite should follow a consistent structure and contain thorough, well-thought-out responses to the client's questions. To give the client useful advice, recommendations should be clear and to the point. How you/the client should respond. Why it matters.

Objectives and Key Results 90

Objectives and Key Results CTR Consult Presentation 90

Sales Hacker

MARCH 2, 2020

Which is why this pioneering guide shows you how to build a fully streamlined sales engine that uses modern techniques and technologies. This comprehensive resource goes in-depth into the human aspects of sales, as well, because there is a point where you have to let go of technology and rely on your ability to sell. Chet Holmes.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Openview

APRIL 3, 2018

This sales rep knew his clients didn’t need that module and wasn’t going to force it on them. As you move forward with the implementation you introduce a project manager, consulting team and/or a customer success manager. At some point an Account Manager gets involved to renew and upsell the customer.

Commission 72

Commission Account management Quota Sales 72

Score More Sales

MAY 21, 2013

He has an MBA from Harvard and a BA in philosophy from Columbia, and spent 20 years in management consulting. In addition to the three books, he has published articles in Harvard Business Review, Commercial Lending Review, Directorship Magazine, Management Consulting Review, American Lawyer, and a number of other publications.

Trust 94

Trust B2B Sell Consult 94

SaaStr

OCTOBER 4, 2019

I come from management consulting and I worked with large companies for quite a few years. And then the stepping into technology, I joined the company called Tradeshift, and sort of the role open was the CFO, but I was kind of playing everywhere and I was also doing financial products. It was just a great inspiration for me.

Start-ups 47

Start-ups Finance Price Engineering 47