Sales Evangelist

NOVEMBER 17, 2019

Another secret to success is becoming an account manager. You need to have stellar customer service, be able to ask for referrals, take good care of your base, and keep your competitors from your clients. Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker.

Closing 67

Closing Decision Maker Ideal Customer Profile Gatekeeper 67

Smooth Sale

SEPTEMBER 11, 2018

Giving up on an account was rarely the answer. Included were guards, gatekeepers, receptionists, and people in the basement, in addition to the executives of large corporations. I laughed with delight as the frustration of others was loudly expressed. The only exception was detecting less than a truthful person.

Sports 68

Sports Hiring Loyalty Exercises 68

Fill the Funnel

SEPTEMBER 21, 2010

When I led the Large Corporate Accounts (LCA) inside team at Dell, my sales reps were tasked with making as many phone contacts as they possibly could to both existing customer as well as prospective customers. This was a Business to Business activity with 300 sales reps calling out to accounts with 2,000 employees or more.

Tools 99

Tools Top of Funnel Funnel Campaigns 99

Klozers

JUNE 10, 2014

3) Business Development Manager – a Sales Person with no people skills, that loses so many customers they have to keep finding new ones. 4) Account Manager  a Sales person who only sells to the customers they have, as they cant close any new customers. Much easier to sell on price.

B2B 51

B2B Hiring Top of Funnel Social Media 51

Sales Training Advice

AUGUST 17, 2012

Get a coach or accountability partner. Unfortunately, when we get bogged down in a sales slump, the first thing we do is blame someone else: the economy, our company, our service, bad territory, etc. Get a Coach or Accountability Partner. keep you accountable. Change your attitude. Focus on what you can control.

Quota 49

Quota Gatekeeper Coaching Cold Calling 49

LeadFuze

JANUARY 1, 2022

Examples are CEO, Director X, or gatekeeper. Companies that can benefit from this sales role play exercise are those with a culture of excellence and high performance.Here is one of the customer service role play scenarios. One of the most important skills for a salesperson is to be able to empathize with their customer.

Exercises 52

Exercises Hiring Objections Face-to-face 52

Sales Hacker Training

NOVEMBER 6, 2019

I Identify a challenge (getting through gatekeepers, dealing with a pricing objection, getting to power), and then I identify two different approaches to solving that challenge. The reps who will win in the future will be the ones who use tech to be more efficient, so they can spend more of their time working with customers and on accounts.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Sales Hacker

NOVEMBER 15, 2017

Account-Based Everything / Revenue. Account-Based Marketing. Account-Based Selling / Sales Development. Account Development Representative. Account Executive. Accounts Payable. Accounts Receivable. AB Testing. Annual Recurring Revenue. Artificial Intelligence. Average Contract Value.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Sales Hacker Training

SEPTEMBER 5, 2018

Their BTS Sales Practice solution trains professionals in skills such as negotiation, account strategy development, value communication, and customer empathy. Carew International provides end-to-end support in sales training, leadership development, and customer service. Key Account Management. Account Executive.

Training 103

Training Scale Lead Qualification Lead Rank 103

LeadFuze

DECEMBER 31, 2021

You are unable to speak with anyone else in the account because this person wont put you through. A gatekeeper is usually a person who has to procure products or services for others in their organization, but they dont actually have ownership over solving that problem themselves. Just to give you an idea.

Negotiation 52

Negotiation Hiring Commission Lead Rank 52

Cience

NOVEMBER 20, 2019

Conferences can be a great opportunity for upsell, account expansion, or for mending relationships that have gone sour. Your attendees should be people who can sell (don’t waste these meetings on Marketing, Customer Service, or Administrative employees!). Instead of giving up, we tell them about our inbound SDR service.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40