Customer Centric Selling

DECEMBER 23, 2015

Sales Tips: Is Opportunity-Account Management Lifecycle a Virtuous or Vicious Circle? Co-written by Jim Naro, CustomerCentric Selling® Certified Business Partner/President of The Naro Group and Ron Snyder, President of Plan 2 Win Software. Account planning is just a once-a-year effort. Create a Virtuous Cycle to Close the Gap.

Opportunity 40

Opportunity Account Vendor Face-to-face 40

Mereo

APRIL 28, 2022

>> Opportunities to align: Strategy Development Workshops, Operational Design Workshops, Sales Enablement Sessions, Sales Kickoff Planning and Event. How are these expressed through a shared language, events, leadership consistency and accountability? >> What are your shared goals and values?

Lead Rank 36

Lead Rank Lead Scoring Revenue Leads 36

SBI Growth

NOVEMBER 26, 2012

We were going to meet an existing account in the morning. The accounts software subscription was up for renewal in 5 months. The goal of the call was to grow the account by expanding the use of the software. As we approach the location of the call Erick told us the account: Was a bank. Be careful.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

Highspot

JANUARY 19, 2022

Here are a few you might recognize: B2B or business-to-business sales : Designed for B2B-style businesses that target their sales pitch toward key business decision makers (typically C-suite level leadership or managers) who are responsible for purchasing products, services, and software for their company. The 15 Best Sales Training Programs.

Training 92

Training Lead Rank Hiring Course 92

John Barrows

SEPTEMBER 6, 2018

If you’ve been following me recently you know I went to Gary Vaynerchuk’s 4D (Daily Digital Deep Dive) workshop where I got exposed to all the different departments over at VaynerMedia. For instance, Salesforce sees a world with “No Software.” Original Post. LinkedIn is about a shared sense of purpose.

Exercises 127

Exercises Call-back Distribution SalesForce 127

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: Enterprise to Global Accounts. Seller’s Cost: Low.

Top of Funnel 73

Top of Funnel Revenue Engineering Funnel 73

Sales Hacker

AUGUST 7, 2020

VP Nokia Software, North America Sales. Showcase Workshop. Canadian Sales Leader, LinkedIn Learning Account Executives. BMC Software. Enterprise Account Executive. Mid-Market Account Executive. Account Executive. Account Executive. Sales Technology. Training & Coaching. Customer Success.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Close.io

DECEMBER 17, 2019

CRM software gives you an overview of all your sales activities and helps you stay on top of your tasks. Reporting tools & software. Whether working alone or on a team, you can manage your accounts in one place. Thanks to email tracking software, salespeople can see when their emails are opened and know when to follow up.

Inside Sales 72

Inside Sales Training Lead Rank How To 72

SalesProInsider

SEPTEMBER 4, 2019

In your role as an “expert” – whether as a financial advisor, an accountant, an attorney, a lender, an industrial supply salesperson, or a software solutions consultant– what does it take to be a hero to your clients or customers? Free Training Workshop. How to Be a Sales Hero. AUGUST 22 @ 2 p.m.

Webinar Metrics 68

Webinar Metrics Lead Rank Lead Scoring Objections 68

Crunchbase

MARCH 1, 2023

In celebration of Women’s History Month this year, we’re thrilled to highlight sales directors, account executives and other women who embody what it means to be a leader, innovator and changemaker. Daisy Chung Director of Sales, Orum At Orum, Daisy Chung quickly rose from enterprise account executive to sales director.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Vengreso

JUNE 2, 2023

It’s the largest software conference in the world and an unmissable experience for anyone in the Salesforce community. It includes more than 100 workshops over three days. Last year’s event includes over 1,000 breakout sessions and 50+ workshops to help you gain new skills and get more from the Salesforce ecosystem.

SalesForce 59

SalesForce Hotels Conference Call-back 59

SBI

MAY 2, 2018

Our AI software delivers real-time sales and pricing guidance for all sales channels – direct, inside, eCommerce and more. The guidance generated by our AI engines enables sales reps to effectively manage all of their accounts and product SKUs. We turn a company’s data into actionable intelligence that is proven to drive growth.

Revenue 139

Revenue How To ROI Case Study 139

Sales Hacker

MARCH 1, 2024

Instead, Gainsight hosted a conference about the practice of customer success, theorizing that through early conversations, they could create value for a persona who would eventually buy their software. The proof of their success came when the company went from $0 to $100M in ARR, and was later acquired by Vista at a $1.1B

Media 71

Media Company Distribution How To 71

Hubspot Sales

APRIL 13, 2022

The handoff of a customer's account from the sales team to the service team can reveal a lot about the customer culture of your business. To avoid a frictional handoff between these two teams, take a day or two to workshop an SLA with the service team and revisit it often to make sure it's serving its purpose. Automate your workflow.

Networking 79

Networking Pipeline Up-Sell Closing 79

Hubspot Sales

JANUARY 26, 2023

The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. In the second quarter of 2022, ecommerce accounted for 14.5% of total retail.

Social Media 94

Social Media Case Study Media Fashion 94

Vendor Neutral

APRIL 22, 2021

Walk Customers through the Adoption Process Especially if you’re a technology or software company, make sure you’re not neglecting the critical adoption piece. If a customer doesn’t have an effective strategy to utilize or to adopt that technology within his or her organization, that’s an easy and needless way to lose an account.

Retention 59

Retention Webinar Metrics Strategy Cancellation 59

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

The Pipeline

JANUARY 13, 2012

I had a call from Bob, a director of sales with software company. This easy to achieve with or without the latest tools or apps, all you need to know is a crayon and some paper, as long as you poses the second element, accountability. Wednesday I posted a piece about the importance of working your sales cycle, not the calendar.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Nutshell

SEPTEMBER 23, 2020

The upcoming launch of Nutshell’s first-ever email marketing tool (currently slated for release in January 2021) will take our product from best-in-class CRM to a new competitor in an emerging category: growth software. Learn more about the brand workshop structure that Nutshell used to kick off this project.

Face-to-face 127

Face-to-face Call-back Exercises Infusion 127

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Every software company is different, and likewise, every partner program is different. 3 Types of SaaS Partner Programs.

Commission 112

Commission Referrals Hubspot Marketo 112

SugarCRM

APRIL 19, 2022

The right customer self-service software makes the difference in helping your audience find what they need while freeing up customer service reps to focus on more specialized and complex matters. See personalized information (when logged in to their account). Account preferences and changes. Eighty-eight percent of U.S.

Customer 44

Customer Knowledge Base Customer Service Consumer 44

The Pipeline

AUGUST 5, 2011

We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. This feature essentially allows you to manage your Twitter account and Twitter streams without having to leave the app.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Anthony Cole Training

JUNE 5, 2015

Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software. I asked Ike to tell me more about Software Advice. Our team of software advisors provides free telephone consultations to help buyers build a shortlist of systems that will meet their specific needs.”.

Hiring 120

Hiring Sales Management CRM Scale 120

Showpad

DECEMBER 11, 2020

If these segments of the company factor into sales as a whole, it naturally follows that a high-performing sales training platform should be integrated with software used by those other departments. Even IT plays a role, keeping your e-commerce page and mobile applications up and running. It must support your sales training program.

Training 59

Training Hiring Exercises Collateral 59

Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. Account Executives doing cold calling). Typical reasons and triggers to outsource parts of your sales process include: Drastically changing your sales model ( introducing SDR/AE split , Account Based Selling, etc.). W hat is Sales Outsourcing?

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

Customer Centric Selling

MARCH 29, 2016

Decades ago I began my career with IBM selling to small to mid size businesses that wanted to migrate from ledger cards to electronic accounting systems. Fast forward and consider the millions of dollars being spent on Customer Relationship Software (CRM). The mantra at the time was “garbage in, garbage out.”.

CRM 40

CRM Report Pipeline Quota 40

Customer Centric Selling

JUNE 24, 2015

IBM taught me about hardware and software and I mistakenly thought my job was to educate buyers. Business owners wanted reports (billing, inventory control; accounts receivables, sales analysis; accounts payable, general ledger; etc.) Grab one of the last seats available at our next open workshop in Boston, Aug 3-6 !

Epiphany 40

Epiphany Territories Call-back Small Business 40

Customer Centric Selling

MAY 15, 2015

A student selling accounting software to heating oil distributors realized during a workshop he lost a recent sale because the business owner decided to buy a delivery truck instead. How to Document Value I have no intention of making salespeople accountants that present ROI’s to senior financial executives.

How To 40

How To Vendor Proposal Buyer 40

Sales Hacker

JUNE 16, 2022

Manage your budget like a joint checking account and make the hard decisions together. You want to ensure your sellers are devoting their energy to the accounts that are most likely to convert to revenue in the least amount of time possible. Bonus: Check out Richard’s upcoming free job skills workshop !

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

Babette Ten Haken

JANUARY 18, 2018

Sales reps are handsomely compensated for winning new accounts and compensated at only a fraction of this amount for retaining them. It doesn’t matter whether you sell coffee, the latest App, manufacturing outcome, medical device or software system. However, here’s the dichotomy. Are your processes: Anecdotal or documented?

Sports 74

Sports Retention Customer Compensation 74

Mereo

JANUARY 26, 2022

Wage increases are impacting the prices of services in categories like accounting, software subscriptions and services, and even healthcare. Mereo uses a Value Messaging Workshop to help clients prepare this compelling story that can be clearly articulated by your sellers. US wages rose by 4.7% SELLER DECISIONS.

Lead Rank 41

Lead Rank Lead Scoring Transportation Retail 41

HeavyHitter Sales

JULY 1, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting for their company.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Sales Evangelist

FEBRUARY 16, 2020

Stephen enhances marketing and communications for a global software firm by coaching individuals and businesses to improve their own brand. PersonalBrand Optimize Your Profiles Your social media accounts are mission critical for your brand. podcast and is also a digital brand strategist.

Small Business 52

Small Business Small Business Social Media Marketing 52

Hubspot Sales

OCTOBER 26, 2017

AA-ISP’s Inside Sales conference focuses on helping front-line inside sales reps and managers in their day-to-day roles through a combination of talks and workshops. SaaStr is a conference for -- you guessed it -- people working at SaaS (Software as a Service) companies. Speakers include: Not announced yet. Date: 2/6/18 - 2/8/18.

Conference 111

Conference Scale Inbound Hiring 111

Sales Hacker

DECEMBER 18, 2019

Sorry y’all, but nobody wants your whitepaper anymore… #4: AE’s, Account Managers, and Customer Success Reps will finally get some love. Account executives, Account Managers, and Customer Success Reps have largely been forgotten about. How can you identify your ICP ?

Vendor 52

Vendor Trends Top of Funnel Ideal Customer Profile 52

SalesLoft

DECEMBER 28, 2016

SaaStr is the largest community of people who like enterprise software on the planet. It’s one the most exciting times to spend three full days with our customers, hear firsthand accounts of what they are working on, and connect with our partners.”” Visit the event site here. Revenue Summit.

Conference 52

Conference Scale Hotels Demand Generation 52

Lessonly

MAY 13, 2021

The day will be full of keynote sessions, workshops to help you level up your skills, and even fun events like yoga and beer making. Jeremy West , Technical Account Manager. Frontline teams are unstoppable with Lessonly’s training, enablement, and coaching software. Paige Scott: The strongest llama this side of the Mississippi.

Scale 49

Scale Face-to-face Sports Coaching 49