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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.

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Is Your Sales Process Backwards, Upside Down or Stupid?

Understanding the Sales Force

Let's take upside down, backwards, rule breaking and stupid and use those four conditions to dissect sales processes. I don't think it was the first time I've done that in 50 years of driving, but I'm certain I've never been pulled over for that before. I broke the rules.

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3 Hidden Secrets About Key Account Management

No More Cold Calling

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.

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The Key to Account-Based Marketing Success

Zoominfo

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).

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In the Race to Win More Customers, Sales Needs Digital Transformation

Discover the results and why investments in digital transformation and automation are pushing sales teams ahead. Salesforce users were surveyed about the forces shaping today's workplace.

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6 Steps To Optimizing Your Sales Process

Zoominfo

So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. Even the most evergreen processes need some upkeep once in a while. And today, we’re telling you to give your sales process a little TLC.

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Six Sigma and Your Sales Process

Sales and Marketing Management

Varner I noticed organizations continually invest time and money to improve sales team effectiveness, but which one? There are hundreds of sales training companies offering thousands of programs in all aspects of selling: call planning, presenting, negotiating, managing key accounts, questioning and more. What is Six Sigma?

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Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

After reading, you’ll gain insight into the following components: How to develop a framework for analyzing a vendor’s contact and account data. Critical integrations that fit directly into your sales processes and workflows. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace.

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7 Must-Have Automated Documents for Sales Success

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