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 83

Hiring Account Retention Report 83

Engage Selling

NOVEMBER 29, 2019

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More »

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Account Strategy Groups Sales Management 88

SalesLoft

MARCH 6, 2018

. – when bestselling author Mitch Albom takes the stage to close out our fourth installment of what has become the world’s leading conference for sales professionals. Sales Leadership & Strategy. Sales Operations & Systems. Building Courage and Confidence to Succeed in Sales. Salesloft, Now & Beyond.

Conference 52

Conference Engineering SalesForce Sales Operations 52

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. You can focus on improving other variables of the sale. We should all seek higher-margin, less resource consuming accounts that have other pluses.

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Churn Quota Margin Exercises 310

DiscoverOrg Sales

JANUARY 24, 2017

I come to the Account Based Everything movement as a long-time proponent. The fast innovation taking place in sales enablement technology has served as rocket fuel and turned this into the movement it’s become, adding both efficiency and reach at an exciting pace. Sure, we’re working existing Customer accounts. Same thing.

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Account Account Based Marketing Customer Jigsaw 120

Engage Selling

MAY 19, 2018

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. I’ve worked directly with sales pros for a long … Read More » You heard that right. Now, let me explain.

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Training Objections Closing Sales 59

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

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Lead Rank Quota Face-to-face Hiring 339

DiscoverOrg Sales

MARCH 27, 2017

Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections. Account-Based Marketing. Account-Based Sales Development. Account-Based Customer Success. When you’re taking an account-based approach, you’re not so much focused on quantity as you are quality.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

Sales Hacker

APRIL 16, 2023

Get ready for the ultimate sequence workshop for SaaS AEs! The post Sequence Strategy Lab appeared first on Sales Hacker. If you’re prospecting into small to medium-sized businesses on your own, then this 30-minute, fun and interactive session is a no-brainer.

Strategy 82

Strategy LinkedIn Follow-up Account 82

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

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InsideView Scale Exercises Call-back 223

No More Cold Calling

OCTOBER 17, 2019

That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. But you don’t have a proactive, intentional referral sales prospecting strategy with metrics, skills-building, and accountability for results. You’ll need to move quickly, because we’re already deep into Q4.

Referrals 39

Referrals Cost per Acquisition Cold Calling Sales Qualified Lead 39

Sales Gravy

JULY 14, 2023

On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. Participants can hold each other accountable for their goals, offer encouragement, and provide honest and constructive feedback. If you've ever had a question you wanted to ask Jeb then you'll love this episode.

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Groups Construction Motivation Networking 68

MEDDIC

OCTOBER 9, 2023

In the fast-paced world of sales, where every deal counts and every opportunity is a potential game-changer, mastering the art of effective sales training is non-negotiable. A successful sales training can have a huge impact in revenue. Participation in the workshop, whether in-person or virtual, is equally vital.

Training 52

Training Hiring Negotiation Pivotal 52

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Even the best computers still can’t beat the transformative power of human intelligence.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Sales Hacker

JUNE 7, 2021

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

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Conversion Ideal Customer Profile Customer Face-to-face 107

Anthony Iannarino

JANUARY 21, 2020

On May 6 and 7 and 8, my friends and I will once again host our annual conference, one we believe to be the very best sales conference on Earth. This year will be the fourth year for OutBound , with each year bringing more salespeople, sales managers, and sales leaders. I will offer a ninety-minute seminar. Opportunity to Learn.

Conference 104

Conference Outbound Lead Generation Networking 104

SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. It lists 11 traits of high performance sales cultures. Sales Turnover - A Symptom of a Low Performing Sales Culture. Dani, the VP of North America Sales, is frustrated.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Sales Hacker

MAY 4, 2023

Get ready for the ultimate champion-building workshop for SaaS AEs! Guest: Luvreen Saini – Commercial Account Executive at Outreach. Enabling your champion to sell for you The post How to Build a Champion Lab appeared first on Sales Hacker.

How To 66

How To Influencer Account Sales 66

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. A new year often means a new sales kickoff. The earlier you discover, this the better. Encourage mini advisory boards. At

Webinar Metrics 192

Webinar Metrics Meeting Demographics Exercises 192

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. What specifically are companies doing?

Survey 358

Survey Coaching Training Sales Management 358

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. The impact could literally make or break the deal.

Study 84

Study Face-to-face Policies Sales 84

Sales Lead Management Association

JUNE 3, 2019

June 7: Account Based Marketing for Mid-Size Companies (Live Online) 10:00am–12:00pm PSTYou’re invited to expand your knowledge of ABM Best Practices that can dramatically improve your sales pipeline in the DMAnc.org's Live Online workshop, Account Based Marketing for Mid-Size Companies.We’ll share ABM go-to-market step-by-step tactics and sales pipeline (..)

Account Based Marketing 48

Account Based Marketing Account Company Marketing 48

No More Cold Calling

SEPTEMBER 13, 2018

It takes commitment to a referral sales strategy. It’s a discipline that requires metrics, building skills, integrating referrals into their sales process, providing reinforcement and coaching, and ensuring accountability. Without these components, there’s no chance a referral sales strategy will gain traction.

Negotiation 219

Negotiation Strategy Salary Referrals 219

Alice Heiman

AUGUST 1, 2023

Are you a CEO perplexed by your company’s stagnant sales? According to the insightful Larry Mandelberg, renowned author of “Businesses Don’t Fail, They Commit Suicide,” CEOs often become detached from the sales process and unknowingly hinder their team. The solution may lie within your own actions.

Guidelines 62

Guidelines LinkedIn Enterprise Enterprise 62

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. We’ve got to maximize our share of account.

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Top of Funnel Funnel Pipeline Exercises 103

SalesLoft

OCTOBER 21, 2016

The account-based model for modern organizations continues to deliver success across the board. From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As

Ideal Customer Profile 52

Ideal Customer Profile Account Outbound Campaigns 52

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. If you’re like most people, you will have found there are hundreds or thousands of entries and within the top three is LinkedIn (but only if you have an account; if you haven’t, shame on you!). Happy selling!

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Paul Cherry's Top Sales Techniques

JUNE 6, 2016

In order to be a good manager, you need to hold employees accountable. Accountability is still one of the most important aspects of sales management. Unless you hold your employees accountable to some measurable degree of success, your business will plateau and remain stagnant.

Account 45

Account Face-to-face Motivation Follow-up 45

Sales and Marketing Management

JUNE 28, 2018

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. More than ever, understanding one’s field is critical to sales success.

Buyer 209

Buyer Guidelines Insurance Insurance 209

Customer Centric Selling

FEBRUARY 13, 2013

Sales Training Article: Accountability for Sales Enablement By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII series. Sales Enablement is everybody’s problem and nobody’s problem.

Sales Enablement 63

Sales Enablement Account Training Quota 63

Braveheart Sales

JANUARY 7, 2020

Have you spent money on sales training without seeing rewards? Many sales training organizations focus on tactics and strategies only. And establishing a sequential flow to any sales conversation is critical. These all make complete sense within the framework of a sales workshop or a sales kick-off.

Training 59

Training Sales Cycle Account Coaching 59

Customer Centric Selling

DECEMBER 23, 2015

Sales Tips: Is Opportunity-Account Management Lifecycle a Virtuous or Vicious Circle? The gap between opportunity management and account planning is not new and it’s typically driven by several misconceptions, such as: Opportunity management is a “won and done” achievement. Account planning is just a once-a-year effort.

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Opportunity Account Vendor Face-to-face 40

The Pipeline

SEPTEMBER 8, 2012

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program.

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Cold Calling Sales Qualified Lead Pipeline Objections 257

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. Like many companies, we’ve had to refine our sales engagement and delivery process. Read it here.

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Training Face-to-face Coaching Exercises 147

SalesLoft

SEPTEMBER 1, 2023

With LeanData and Salesloft as this year’s co-sponsors, the conference hosts 2,500 attendees with 25+ speakers sharing their knowledge and experience across 20+ sessions and workshops. Take for example, LeanData’s VP of Commercial Sales, Rob Simmons. Some of the best connections are made at OpsStars.

Conference 52

Conference Hiring Networking Face-to-face 52

Partners in Excellence

OCTOBER 20, 2021

Ironically, the other day I was running a “coaching” workshop with an outstanding client. As part of that workshop, we talked about our shared propensity to focus on what’s wrong. I moved my mouse to the “Trash” button and selected that. It is too easy to backslide and whine about what’s wrong.

Scale 103

Scale Social Selling Forecasting Channels 103

Awarathon

SEPTEMBER 15, 2023

The same may be stated for a sales coach who employs effective coaching for sales approaches. Their guidance, support, knowledge, and approval support salespeople through each stage of the sales process. What does sales coaching entail and how does it work? That’s especially true in the current selling climate.

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Coaching Webinar Metrics Decision Maker Sales Coaching 52