article thumbnail

Account-Based Success

The Pipeline

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.

Account 251
article thumbnail

Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Sales Managers: Think You’re Ready for Referrals?

No More Cold Calling

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. It’s a lonely world for account executives. That’s why we need sales managers. Actually, what we need is strong sales leadership.

Referrals 328
article thumbnail

Why Your Account Based Selling Teams Are Lagging Behind

No More Cold Calling

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Then why are so many account based selling teams given revenue targets and let loose? Revenue can be measured but not managed. Sales managers can’t control the buying process. Referrals received.

Account 287
article thumbnail

7 Must-Have Automated Documents for Sales Success

Learn why automating your documents is key to sales success. Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation.

article thumbnail

What Is Your Company’s Prospecting Culture?

The Sales Hunter

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is not to be the best prospecting person.

article thumbnail

Major Accounts vs. Sales Prospecting: Where to Spend Your Time?

The Sales Hunter

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Who is right?

Account 204