SBI Growth

JUNE 3, 2024

Boost revenue by using white space analysis to identify unmet demand in existing accounts. Selling to current customers has a 60-70% success rate.

Analysis 194

Analysis Account Revenue Customer 194

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

Zoominfo

JUNE 21, 2024

For sales teams, finding the right accounts to target is both critical for success and annoyingly tedious. ZoomInfo Copilot’s AI Account Prioritization feature addresses this challenge head-on, delivering the most relevant accounts directly to sales teams, enabling them to spend more time building relationships and closing deals.

Ideal Customer Profile 130

Ideal Customer Profile Account Intent Data Intent 130

Zoominfo

JUNE 21, 2024

In a ruthlessly competitive market, deep account knowledge can tip the scales between a stalled deal and a successful sale. Enter ZoomInfo Copilot , an AI-fueled sales tool that effortlessly summarizes the essential information for any account, giving sellers the ability to engage confidently and win more deals. Here’s how it works.

Account 130

Account Scale Call-back Competition 130

Sales 2.0

OCTOBER 9, 2020

You could add people to your team to do things like: Post content for you on social media Look for content from others that you can curate on put on social media Research prospects lists Research account information for you so you can make customized approaches to prospects Update the CRM for you Help you write and edit your proposals.

Account 385

Account Scale Social Media Small Business 385

SBI Growth

SEPTEMBER 13, 2023

Market trends are showing signs of accelerating demand, and for companies to take advantage of this, there needs to be robust account segmentation in place.

Segment 177

Segment Account Trends Research 177

Steven Rosen

MAY 11, 2024

Title: “ Leadership Accountability in Sales Burnout ” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction In this article, sales leadership experts Colleen Stanley and Steven Rosen discuss sales leaders’ role in helping their teams avoid burnout, drop out, and manage stress.

Account 120

Account Face-to-face Sales Leadership Quota 120

The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. Identify the people that work at those accounts. First Step.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Understanding the Sales Force

AUGUST 3, 2022

I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday.

Churn 296

Churn Account Territories Consumer 296

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the importance of assertiveness and emotion management in accountability conversations, emphasizing the need for managers to develop the skill of assertiveness, which involves stating what they need nicely. They recommend employing self-awareness techniques such as identifying triggers.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Zoominfo

JUNE 21, 2024

ZoomInfo Copilot’s Personalized Target Account Digest feature empowers go-to-market professionals by alerting them when their most promising prospects exhibit the right signals. Executive Shake-up Notifications Never miss executive changes within your target accounts. Sell Smarter. Win Faster.

Intent Signal 130

Intent Signal Account Buyer Decision Maker 130

Sales and Marketing Management

MAY 21, 2021

Account-based marketing success requires marketers to grasp the who – the person or people behind the purchase decision. The post Orchestrating a Humanized Account-Based Marketing Strategy appeared first on Sales & Marketing Management.

Account Based Marketing 272

Account Based Marketing Account Strategy Marketing 272

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. Do you know where 80% of your revenue comes from?

Account 116

Account Resources Retention System 116

SBI Growth

JUNE 12, 2021

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.

Segment 311

Segment Account Strategy Competition 311

Anthony Cole Training

APRIL 21, 2023

Accountability in an organization is kind of like the old country song by Joe Diffie: Prop Me Up Beside the Jukebox (If I Die). In the song Joe sings the following:

Account 215

Account Follow-up Sales Sales Management 215

SBI Growth

NOVEMBER 30, 2022

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? Especially when making allocation decisions against your current market opportunities.

Account 156

Account Maximizer Opportunity Marketing 156

Sales and Marketing Management

JULY 19, 2021

The post When to Use 1:1 or 1:Few Account-Based Marketing appeared first on Sales & Marketing Management. Narrowing target marketing efforts to a small number of prospects can produce outsized results.

Account Based Marketing 317

Account Based Marketing Account Marketing Prospecting 317

Grant Cardone

MAY 23, 2024

This is what he had to say… Young Intern ALWAYS Wanted to Work for Apple’s […] The post First-Hand Account of Apple CEO, Steve Jobs appeared first on GCTV. The post First-Hand Account of Apple CEO, Steve Jobs appeared first on Grant Cardone - 10X Your Business and Life.

Account 103

Account Trends Video 103

Membrain

JULY 17, 2022

We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. To get them to think differently, addressing problems/opportunities differently. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently.

Account 131

Account Opportunity Customer 131

Revegy

JUNE 27, 2024

Strategic account planning is essential for maximizing revenue from your largest accounts. This guide consolidates expert insights and best practices to help you optimize your strategic account planning. What is Strategic Account Planning? What is Strategic Account Planning?

Account 52

Account Retention Maximizer Revenue 52

Sales and Marketing Management

JUNE 3, 2021

The post The Vital Role of Motivation and Accountability on Your Sales Team appeared first on Sales & Marketing Management. Winning is an essential part of sales, and recognizing reps for big wins will not only make that person’s day but also improve company culture.

Motivation 296

Motivation Account Sales Marketing 296

Membrain

SEPTEMBER 4, 2022

They were struggling with getting their people to develop and execute their account plans. Recently, I was speaking to the leadership team of a sales organization.

Account 131

Account Sales 131

Membrain

APRIL 24, 2024

One of the biggest mistakes I made in my leadership journey was misunderstanding how accountability actually works.

Account 88

Account Sales Management Sales 88

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Zoominfo

MAY 23, 2023

You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions. But today’s best-performing go-to-market (GTM) teams are increasingly using intent data to focus their efforts on the accounts that are the most likely to close a deal.

Intent Data 130

Intent Data Intent Account Data 130

Zoominfo

MAY 31, 2022

Account-based marketing (ABM) is now table stakes for B2B marketers and salespeople looking to hit — and exceed — their goals. By targeting good-fit accounts, marketers can be sure that only the best and most sales-ready buyers enter their pipeline. To target your key accounts, you must develop an Ideal Customer Profile (ICP).

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

The Center for Sales Strategy

DECEMBER 29, 2021

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2021 on key accounts and account list management.

Account 110

Account Education Revenue Strategy 110

Partners in Excellence

JANUARY 3, 2024

Somehow, the New Year is “Account Planning Season.” ” Possibly, last quarter, you were asked to develop your account plan, but certainly in the next month or so, you will be asked to develop and present your account plan. The first problem with account planning is we treat it as an annual event.

Account 83

Account Exercises Enterprise Enterprise 83

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account 93

Account Retention Analytics Vendor 93

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