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. Account based selling is no different. But things weren’t changing. It's Account Planning Season.

Sell 94

Sell Territory Cross-sell Referrals 94

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 58

Sell Territory Cross-sell Strategize 58

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 12, 2024

If you find roadblocks, you can examine each phase of the customer journey to identify barriers and strategize ways to improve. Instead, think about upselling or cross-selling. This can reveal potential roadblocks in your sales process which can jeopardize sales targets. Be empathetic: Empathy is essential to closing sales.

Territory 64

Territory E-commerce Pipeline Sales 64