Membrain

NOVEMBER 25, 2020

If you’ve been following me this year, you may have noticed how much I have been talking about account planning–or, rather, account GROWTH.

Account 150

Account How To 150

SBI Growth

JULY 25, 2019

The all-too-familiar sound of the champagne popping signals the beginning of a new year. It’s Wednesday, January 1, 2020. You have twenty-four hours left of vacation. Twenty-four hours left until you.

Opportunity 196

Opportunity Account Churn Retention 196

SBI

JANUARY 22, 2020

How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue Growth. Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes to transform their Account Planning program. WHEN: THURSDAY, 2/13 AT 11AM PT.

Account 108

Account Revenue Webinar Metrics Exercises 108

Revegy

OCTOBER 2, 2019

Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. Key accounts are hard to win, hard to retain and particularly challenging to grow. 2. Globalization.

Account 69

Account Decision Maker Enterprise Enterprise 69

Selling Essentials RapidLearning Center

JULY 15, 2020

It goes something like this: “If I provide excellent service and support to my existing customers, they’ll order more from me and I’ll be able to grow the account organically, without applying pressure that might upset the apple cart.” Top-class service does pay off, but in retention, not account growth. Guess what?

Account 59

Account Vendor Survey Buyer 59

Pipeliner

JANUARY 24, 2018

Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth. And how do you focus on quality delivery and account expansion, doing both well at the same time?

Enterprise 56

Enterprise Enterprise Account Apparel 56

Steven Rosen

APRIL 20, 2024

She underscores the pivotal role of a robust leadership team dedicated to nurturing employee growth and success. She shares her organization’s various initiatives to provide growth avenues, including stretch assignments, cross-functional projects, mentoring programs, and recognition initiatives.

Strategy 156

Strategy Lead Rank Lead Scoring Retention 156

Steven Rosen

APRIL 20, 2024

.” – Gerilyn Horan Key Takeaways: Creating a safe and supportive environment for team members is crucial for their motivation and growth. Hilton’s focus on employee engagement and growth makes it the number one great place to work globally. The impact of the organization’s coaching culture can be seen in various aspects.

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Lead Rank Lead Scoring How To Retention 177

Membrain

JUNE 17, 2020

What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.

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Account Sales Management Sales 144

Steven Rosen

JANUARY 28, 2024

Helen emphasizes the need for accountability, tough love in leadership, and the value of introducing oneself to the team. Instead of relying solely on job titles, sales teams should identify individuals accountable for solving the problems their product or service addresses. Holding people accountable is an act of love.

Intent 156

Intent Sales Leadership Account ACT 156

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. They advocate for a shift in focus towards individual accountability and driving performance. Steven and Colleen explain how shifting accountability to the individual is crucial.

Account 156

Account Coaching Sales Leadership Resources 156

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. They advocate for a shift in focus towards individual accountability and driving performance. Steven and Colleen explain how shifting accountability to the individual is crucial.

Account 156

Account Video Coaching Sales Leadership 156

Predictable Revenue

JULY 4, 2019

The post How to unlock the growth potential in your account executives with Lessonly’s Justin Clifford appeared first on Predictable Revenue. Throughout their discussion, Collin and Justin tackle a philosophical, nuanced, and undeniably important aspect of sales: inspiring your team to be themselves and excel at their jobs.

Account 59

Account How To Revenue Sales 59

Anthony Cole Training

DECEMBER 14, 2023

It requires a concentrated effort and the growth of each team member. Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).”

Quota 194

Quota Groups Objections Sales Goal 194

Steven Rosen

JANUARY 16, 2023

Lack of Accountability : When facing a more challenging sales environment, salespeople use excuses for not achieving their quotas. It is up to leadership to hold them accountable for their performance. Bold sales leaders succeed by being proactive and taking the initiative to drive sales and business growth.

Leads 317

Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

Close.io

SEPTEMBER 19, 2019

Zuora is a hyper-growth company bucking this impatience trend. Zuora’s account-based outbound system (integrating outbound marketing + outbound prospecting) defies that impatience and generates massive revenue (60%–70% of it) in a market where accounts can take years to consider, decide, and buy. Massive sales team growth.

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Outbound Case Study Ideal Customer Profile Account 60

Steven Rosen

APRIL 1, 2024

This training and coaching should cover conflict resolution, emotional intelligence , and communication strategies, empowering managers to approach these conversations with a mindset geared toward resolution and growth. Moreover, fostering a culture of openness and transparency can demystify the concept of difficult conversations.

Conversion 227

Conversion Construction Survey Compensation 227

Steven Rosen

FEBRUARY 11, 2024

This collaborative effort between sales leaders and their teams becomes a foundation for achieving sustainable growth and excellence. Conversely, organizations that operate as “know-it-alls” hinder growth and innovation. This confidence translates into better prospecting, improved account planning, and more persuasive sales messaging.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Steven Rosen

MARCH 12, 2024

Ryan Thomas , the sales VP of Elastic, Americas, shares his insights on effective leadership, team motivation, and driving business growth. Failing fast and learning from mistakes shows leadership maturity and fosters a culture of growth and innovation.

Leads 227

Leads Marketing Qualified Lead Motivation Sales Leadership 227

The Center for Sales Strategy

MARCH 4, 2024

Navigating the path to professional growth requires a mix of thoughtfulness, strategy, and accountability. Your growth is dependent on many things in life – your natural talents, the right career choice, the right leadership to support you, and your ability to create a growth plan for yourself. So, where do you begin?

Intent 117

Intent Competition Account Strategy 117

Smooth Sale

APRIL 18, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Top Tips for Starting Your Business and Enjoying Growth Starting your own business is enjoyable and can lead to many rewarding moments. Accounts Package We deliberately and briefly describe an accounts package if you need to become more familiar with it.

Insurance 83

Insurance Insurance Hiring Face-to-face 83

SBI Growth

SEPTEMBER 13, 2023

If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI research on how CEOs are shifting their focus to selling to the existing customer base to accelerate revenue growth.

Segment 177

Segment Account Trends Research 177

Steven Rosen

APRIL 6, 2024

They underscore the significance of preparation, pre-call planning, agreement, and active listening in cultivating an organization’s culture of care and growth. In addition, they highlight the importance of enhancing commitment and accountability through communication strategies that promote initiative and team success.

Conversion 156

Conversion Influencer Coaching Call-back 156

The Center for Sales Strategy

MARCH 12, 2024

Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make.

Account 111

Account Resources Retention System 111

Engage Selling

JANUARY 29, 2014

Classifying accounts for growth is critical. Classifying accounts for growth is critical. Learn how the Sales Leader Classification model will help you avoid a classic mistake most sellers make when deciding how to classify their clients.

Account 48

Account Lead Rank How To Up-Sell 48

Sales Gravy

FEBRUARY 25, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Reflecting on her journey with KaTom, Patricia shared insights into the exponential growth of this hyper-growth organization.

Company 95

Company Leads Marketing Qualified Lead Face-to-face 95

SBI Growth

NOVEMBER 30, 2022

A deep understanding of your customer's ability to spend and over what period is a quick growth lever to pull. But how do you identify which accounts will yield the best opportunities in the short term? Do you have the right account teams assigned to high-potential accounts to maximize value?

Account 156

Account Maximizer Opportunity Marketing 156

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. In addition, BDRs play a crucial role in account growth by building and deepening relationships within existing accounts. These figures are important to gauge BDR growth and retention.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

SBI Growth

NOVEMBER 17, 2021

However, where typical performers are on pace with winning companies when it comes to investment in people-intensive areas such as inside sales, field sellers, and key account reps, high-growth companies are much more likely to invest in areas that boost productivity and help teams work more efficiently: digital selling and enablement.

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Top of Funnel Funnel Inside Sales Quota 294

Steven Rosen

MARCH 1, 2024

Let’s delve into five ways effective coaching can help sales reps embrace prospecting and excel at it, turning avoidance into triumph and significantly impacting the growth of their team’s sales pipeline. 1- Increase Accountability Accountability is key to ensuring that individual sales reps are meeting their goals.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

SBI Growth

AUGUST 10, 2022

Research from SBI’s 2022 CEO survey indicates that top CEOs are getting crisper on their value creation strategy, evolving that strategy to account for less commercial investment, and determining new productivity levers to still meet growth expectations.

Strategy 156

Strategy Survey Lead Rank Lead Scoring 156

Steven Rosen

DECEMBER 3, 2023

3- Accountability and Motivation: Athletes are held accountable for their training and performance by their coaches. This accountability helps them stay focused and motivated. Sales leaders, too, can thrive under a coach’s accountability, keeping them on track toward their goals and aspirations.

Sales Leadership 156

Sales Leadership Coaching Face-to-face Sports 156

Partners in Excellence

APRIL 19, 2024

I imagined myself interviewing for the CRO position in a high growth start up. Dave: Thanks for the opportunity to speak, I’m sure I can have a great impact in driving growth in your sales organization. I’ve built a growth machine. I’ve a great track record at driving growth! What am I misunderstanding?

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Scale Hiring Margin Churn 110

Force Management

FEBRUARY 1, 2024

Whether you're leading an early-stage startup or an established organization, one of the most important things a leader can do is to cultivate a culture of accountability, curiosity and excellence. This month, our guests on the Revenue Builders podcast offered some insightful perspectives on building a successful sales culture.

Scale 140

Scale Revenue Account Leads 140

SBI Growth

DECEMBER 21, 2022

If you have been following SBI’s Missed Your Number series, we’ve made recommendations on immediate actions sales leaders can take to get back on your growth track. In market-leading organizations, Sales teams are supported through a strategic cross-functional interlock with the marketing team.

Demand Generation 156

Demand Generation Demand Generation Targets Marketing Maximizer 156

Steven Rosen

JANUARY 14, 2024

They also highlight the importance of self-awareness and reframing challenges as opportunities for growth. For example, if one of your critical success factors is to drive business in your top 15 accounts, you can use the number of new product entries as a metric. The benefits of execution excellence are numerous.

Video 156

Video Competition Coaching Strategy 156

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. That starts with going after the right accounts that match your ideal customer profile (ICP).

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130