Partners in Excellence

JANUARY 31, 2024

That’s a huge lost opportunity. All we have to do to convert those opportunities is focus on building their confidence in the change initiative. Again, these are opportunities we have already found, we are already actively engaged, we just aren’t bringing them over the finish line. They are not interested.

Opportunity 114

Opportunity Sales Qualified Lead Lead Rank Analysis 114

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

Zoominfo

JANUARY 28, 2022

Scenario When new contacts are added to accounts with open opportunities, sales reps can get additional buy-in for your product or expand the opportunity with additional licenses or spend. Calls are placed into relevant accounts by their SDR team.

Opportunity 100

Opportunity Licensing Campaigns Account 100

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

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 79

Account Exercises Enterprise Enterprise 79

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 89

Account Retention Analytics Vendor 89

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

Hubspot Sales

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” It’s an opportunity to get bad deals out of the pipeline early so reps don’t waste their time and offer reps some valuable insight. That said, don‘t indiscriminately cover every last opportunity in depth each time you have one of these meetings.

Pipeline 106

Pipeline Opportunity Coaching Meeting 106

Zoominfo

SEPTEMBER 7, 2021

Scenario Generate a list of 60-day old open opportunities that have gone 45 days without a meeting. To restart these degraded opportunities, send an email from an executive such as the chief revenue officer, a VP, or a director on the sales team to the main point of contact. Have an SDR follow up with a call after emails are sent.

Opportunity 100

Opportunity Report Follow-up Revenue 100

No More Cold Calling

OCTOBER 12, 2017

Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No Account based selling teams need their own specific strategy with sales activities mapped to each stage of the sales process, which then need to be mapped to the buyers’ processes.

Account 278

Account Cold Calling Segment Buyer 278

SBI Growth

JUNE 25, 2020

How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot.

Opportunity 159

Opportunity Marketing Ideal Customer Profile Account 159

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

Zoominfo

SEPTEMBER 1, 2021

The email should acknowledge your prospect’s interest and offer them an opportunity to take the next step. In this image, the sales rep speaks to the live website visitor and an account profile populates on the right, which is enriched using IP resolution. With data enrichment, the process becomes simpler and faster.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Account 181

Account Revenue Top of Funnel Funnel 181

Zoominfo

SEPTEMBER 7, 2021

Scenario The average opportunity has five stakeholders. The goal of this campaign is to identify additional decision-makers that could keep an opportunity alive in the event that your current contact loses interest, leaves the company, or doesn’t have the influence to get the deal done.

Opportunity 100

Opportunity Decision Maker Campaigns Sales Cycle 100

Zoominfo

SEPTEMBER 7, 2021

Instead, set up an automated sales flow to re-engage the opportunity after 90 days have passed. Use your B2B data intelligence platform to identify and reach out to other key decision-makers on the account, too. This will help increase the closed-won rate of good-fit opportunities that were previously thought dead.

Opportunity 100

Opportunity Decision Maker B2B Closing 100

SBI

JULY 15, 2021

Sales Execution 101: Creating Account Visibility. Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. This requires collaboration and a well-documented account plan. . Account Visibility = Agility.

Account 143

Account Segment Forecasting Webinar Metrics 143

Janek Performance Group

APRIL 19, 2023

Instead, they must maximize revenue from their existing accounts. This makes strategic account planning so essential. It helps organizations recognize opportunities, improve customer satisfaction, boost customer retention, and provide a roadmap for continued success.

Webinar Metrics 62

Webinar Metrics Account Maximizer Retention 62

Hubspot Sales

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. But where should you start implementing AI in your specific account executive role? Account executives can spend hours on end researching prospects. Say I'm an account executive and want to send a follow up email.

Account 82

Account Lead Rank Lead Scoring Ideal Customer Profile 82

Pipeliner

AUGUST 20, 2022

The journey from serving small and medium-sized accounts to winning business with major accounts can be a long one. The key decision-maker in the new account was an ex-client that the CSO’s organization had effectively served for years, paving the way for the big win. That’s the major account world.

Account 98

Account Pharmaceuticals Decision Maker Enterprise 98

Janek Performance Group

JULY 25, 2023

As such, they often prioritize new accounts. This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts. But with account planning, sellers build on the confidence and security they have already established.

Account 62

Account Decision Maker How To Course 62

Zoominfo

SEPTEMBER 7, 2021

To support new buyers and create upsell opportunities, circle back 90 days after their purchase to demonstrate value and show them additional solutions that can help them achieve their goals. Triggers 90 days post-purchase and account in good standing Actions Account manager outreach or email campaign that pitches other product offerings

Campaigns 100

Campaigns Account Buyer Opportunity 100

DiscoverOrg Sales

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). An account-based everything experiment. Subscribe to our YouTube channel.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Sales Hacker

JANUARY 20, 2021

As pipelines shrank due to COVID-19, many organizations shifted from inbound to an account-based sales and marketing outreach approach. They are only engaging in one-to-many ABM and one-to-few ABM, and they are missing opportunities to drive sales cycles with target organizations that are stuck in status quo.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Hubspot Sales

MARCH 7, 2023

Account managers are the liaison between a company and its clients. Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. You can practice formulating answers that highlight your skills as an account manager. Let’s get started!

Hiring 88

Hiring Account Retention Report 88

Zoominfo

SEPTEMBER 7, 2021

Ask your main point of contact at the account for a referral to the best person to pitch on their buying team. Scenario When decision-makers at your company evaluate or purchase from a vendor that could be a good fit, they should alert the sales team.

Opportunity 100

Opportunity Decision Maker Cold Calling Referrals 100

Zoominfo

SEPTEMBER 7, 2021

Scenario Uncover untapped opportunities at customer accounts by calculating the user saturation rate. First, determine the total number of potential users at an account by counting all the contacts that have job titles, functions, and levels consistent with your typical user base.

Account 100

Account Licensing Relationals Opportunity 100

Hubspot Sales

MARCH 16, 2023

Account executives work a fast-paced job that requires talent and discipline. They have to find sales opportunities, negotiate with customers, track multiple customers, and work to deliver on relevant KPIs every day. General Account Executive Interview Questions Expect the interview to start with simple questions.

Account 101

Account Hiring Remedy Education 101

MTD Sales Training

NOVEMBER 15, 2017

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. See if you can learn from them and create the success they enjoy: They recognise that Key Account Management is a business mindset, not a sales initiative.

Account 189

Account Up-Sell ROI Google 189

Sales and Marketing Management

AUGUST 23, 2020

This article examines how to evaluate your current standing and begin translating losses into new opportunities to win. . Fortunately, this psychology provides the first opportunity to reframe the current situation by taking back some control. Start with the value you bring to the table.

Opportunity 177

Opportunity Negotiation Margin Pivotal 177

No More Cold Calling

JUNE 22, 2017

They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Account-based selling teams need their own specific strategy with sales activities mapped to each stage of the sales process, which then needs to be mapped to the buyers’ processes. Identifying and Focusing on Strategic and Major Accounts.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Partners in Excellence

JUNE 30, 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. Once we do win and get that foothold, we seek to expand that relationship, we want to grow within the account.

Account 68

Account Face-to-face Vendor Retention 68