Partners in Excellence

AUGUST 30, 2022

They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be. We prospect, qualify, and pursue opportunities within our territories. Account based selling is no different.

Sell 129

Sell Territory Cross-sell Referrals 129

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

Salesforce

MARCH 12, 2024

As noted earlier, using social media and other public-facing touchpoints is a chance to connect with prospects on a personal level and humanize the interaction. And to get more of them, you need opportunities to connect with prospects. That might man getting out of the office and heading to an event or prospecting on social media.

Territory 64

Territory Pipeline E-commerce Sales 64

Salesforce

FEBRUARY 17, 2025

Let’s explore the most effective sales tactics that help you sell smarter and grow faster. Craft a compelling value proposition Effective messaging is central to how to sell better and creating a strong value proposition starts with focusing on your customer. Track referral performance to fine-tune incentives over time.

Territory 52

Territory Negotiate E-commerce Objectives and Key Results 52