Account Manager Tips

JULY 13, 2022

It’s from 2014 but the findings are just as relevant today. The researchers conducted 35 interviews between sales people, sales managers and buying decision makers following failed key account sales proposals. In all my years of key account management, I’ve rarely done them. Lots of useful templates too.

Key Account Management 130

Key Account Management Sales Account Management B2B 130

QYMATIX

MAY 25, 2021

Since researchers define Weak AI by the problem this technology is solving, we need first to agree on the role Sales Controlling in Business-to-Business plays, its primary responsibilities, and challenges. Sales Controllers in B2B medium size organisation are usually responsible for the planning, coordination and controlling of sales.

Artificial Intelligence 98

Artificial Intelligence B2B e-Learning Sales 98

Hubspot Sales

FEBRUARY 9, 2021

According to HubSpot Sales Manager Korina Ortiz , sales professionals need to avoid holding onto outdated positioning statements in 2021. By her account, "These last 12 months have dramatically changed the challenges (and goals) that organizations are prioritizing.". Calling only when a renewal is due is so 2014.

Sales 135

Sales Decision-making Prioritization Account Management 135

QYMATIX

NOVEMBER 2, 2021

Revenue stagnation is a nightmare most managers are scared to dream. No manager wants that. However, sales leaders are currently under tremendous pressure to grow profitably. Sales acceleration and profitability are difficult to mix. Besides, managers often complain about the lack of focus when it comes to sales growth.

B2B 103

B2B Sales Profitability Sales Analytics 103

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. This tool allows sales managers to analyze the email productivity of their reps. EmailAnalytics.

Account Planning 115

Account Planning Sales CRM Prioritization 115

Miller Heiman Group

JANUARY 21, 2020

The latest Sales Operations & Technology Study from Miller Heiman Group found that roughly two-thirds of sales organizations have a dedicated sales operations team, indicating that this function continues to mature and play an increasingly integral role in a company’s sales success. Sales Support.

Sales Technology 75

Sales Technology Sales CRM Organization 75

SBI Growth

AUGUST 13, 2013

To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)

Sales 115

Sales Sales Management Onboarding Marketing 115

SBI Growth

OCTOBER 20, 2013

Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” Invite your boss, a peer and two sales managers.

Construction 115

Construction Sales Leadership Decision-making Onboarding 115

SBI Growth

AUGUST 4, 2013

It does not answer the question that is top of mind with Sales and HR leaders, “How can we improve the performance of our sales team?” The accelerated pace of today’s selling environment requires a new kind of performance management. A more Agile way of assessing sales talent has emerged. Who Killed the Annual Review?

Performance Review 113

Performance Review Leadership Onboarding Sales Training 113

SBI Growth

JANUARY 10, 2014

Now you need to roll it out to your management team. Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. Get your sales managers involved early in the process. Once you have your managers onboard it is time to meet with the team.

Sales 126

Sales Communication Onboarding Sales Management 126

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. It’s especially true for sales roles where the timing to change jobs is predictable. For most sales organizations, that happens on January 1 - only 95 days away! The challenge for sales is unique. But it isn’t.

Sales 120

Sales Financial Services Publishing Communication 120

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Pipeline generation and management. Identify what resonates and drives adoption within your organization. Teach your new sales reps who these individuals are and what’s important to them.

Sales Management 113

Sales Management CRM Onboarding Media 113

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. As a VP of Sales, lack of execution drives you crazy. You spend time with one of your ‘A’ player managers and say “if only everybody executed like that?” How— A rep has a sales call. Customer first.

Sales 123

Sales Decision-making Publishing Prioritization 123

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. To survive in B2B selling in 2014 a new set of skills is required. Chances are your top sales talent is already engaging in some of these activities. They understand how to qualify a lead and convert it to a sales opportunity.

Sales Training 117

Sales Training CRM B2B Organization 117

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. Increase efficiency among your sales team.

CRM 71

CRM Profitability Sales Prioritization 71

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. Increase efficiency among your sales team.

CRM 71

CRM Profitability Sales Prioritization 71

SBI Growth

AUGUST 31, 2013

This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Sales Turnover - A Symptom of a Low Performing Sales Culture. Revised sales territories.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

AUGUST 8, 2013

The crown jewel of sales excellence is the Field Ride-along. World Class sales organizations emphasize manager & rep ride-alongs. Sales Managers go into the field for 1-2 days with their reps and ‘ride-along’ to observe and coach. Why do sales leaders invest in field ride-alongs?

Marketing 113

Marketing Facilitation Meetings Innovation 113

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too.

Sales 118

Sales Decision-making CRM Value Proposition 118

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Get details on what best-in-class organizations are doing differently next year. Team meetings are run by sales managers.

e-Learning 123

e-Learning Leadership Sales Decision-making 123

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. Author: Dan Perry.

Finance 120

Finance Sales Management CRM Marketing 120

Miller Heiman Group

OCTOBER 17, 2019

While this approach can generate net-new business, its approach contradicts a key concept that research has proven: in uncertain economic times , the best way to grow your sales organization is to invest in deepening customer relationships. Consultative selling is not dead, as Challenger argues. It’s evolved.

Decision-making 51

Decision-making Sales Facilitation Prioritization 51

Help Scout

JULY 6, 2021

Though they’ve been around since 2014, they’ve seen significant growth over the last few years. Front helps teams of all types — support, marketing, and sales — manage communications. Best for teams looking for project management capabilities. Front: Advantages and disadvantages. Price : Starting at $15/agent per month.

Decision-making 65

Decision-making Media Software Software 65

SBI Growth

JUNE 30, 2013

Training organized in “sprints”. The sales manager owns the process and is paid on average ramp time. Your 2014 quota is going up. You are going to need to hire new sales reps. No waiting for the “next available class”. Metrics based on capabilities demonstrated. Learning activities completed is useless.

Onboarding 123

Onboarding Sales Publishing B2B 123

Hubspot Sales

JANUARY 17, 2018

Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Bowery Capital has been producing this show since 2014, so there’s a lot in the archives.

Sales 145

Sales B2B Artificial Intelligence Value Proposition 145

SBI

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. And they can form their own fantasy sales teams. Shocking… yes.

CRM 52

CRM Decision-making Sales Management Software 52

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Too often, Sales VPs don’t get ideas outside of their own sales organizations. What cold calling was in 1997 referrals will be in 2014. The pressure is on to consistently perform.

Sales 120

Sales Meetings Decision-making Sales Management 120

SBI

APRIL 9, 2014

As it goes for business, so it goes for Sales. Do you employ leverage to get the most from your sales organization? One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg. Can you get it yourself?

Decision-making 55

Decision-making Banking Sales Software 55

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Integrate your CRM, webinar management and more, most with one click. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Act-On ToolSkool.

Marketing 55

Marketing CRM Sales Decision-making 55

SBI

JUNE 4, 2014

What problem/s are you solving for sales and/or marketing organizations? Duncan: Our most recent data found that over one-third of sales reps aren’t prepared for sales calls. As their manager, do you know what they know? This helps sales management to proactively manage and measure team strengths.

Financial Services 55

Financial Services Onboarding Marketing CRM 55

Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Enter our treasured Key Account Managers. Business Manager, TDC Erhverv. And to discover White Space, White Space Analysis is the way to go.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Enter our treasured Key Account Managers. Business Manager, TDC Erhverv. And to discover White Space, White Space Analysis is the way to go.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Account Planning 22

Account Planning Value Selling Sales Media 22

SBI

JULY 29, 2014

What problem/s are you solving for sales and/or marketing organizations? Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014?

Internet 54

Internet CRM Decision-making Software 54

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Account Planning 20

Account Planning Value Selling Sales Media 20

Hubspot Sales

JULY 14, 2020

Between 2014 and 2019, the increase in influencer marketing spend mirrored the decrease in print advertising spend. Sales has changed fundamentally, especially in the last couple of years. Dan Tyre , Sales Director, HubSpot. "I With this in mind, it’s no secret internet influence has been on the rise for years.

Sales 86

Sales Media Publishing Internet 86

SBI

JANUARY 13, 2015

This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Adam: FantasySalesTeam helps sales managers run more engaging and higher performing sales contests with their reps. Most traditional sales contests have three problems.

Investors 47

Investors CRM Publishing Decision-making 47