Mike Kunkle

MAY 11, 2022

Opportunity management is the act of purposefully uncovering and satisfying each buyers’ decision criteria and buying process exit criteria, to successful shepherd the opportunity through the stages of the buying and sales process to a final win decision. Strategic Account Management. Account Planning.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Management Sales Organization 48

Insightly

DECEMBER 2, 2021

If your company is using account-based marketing, the buy-in of sales and marketing is crucial. ABM campaigns require sales results, account management expertise, agile digital marketing, and creative thinking. Yet, what about tools that align the goals of marketing with the goals of sales?

Marketing 98

Marketing Sales CRM Sales Management 98

Insightly

DECEMBER 2, 2021

If your company is using account-based marketing, the buy-in of sales and marketing is crucial. ABM campaigns require sales results, account management expertise, agile digital marketing, and creative thinking. Yet, what about tools that align the goals of marketing with the goals of sales?

Marketing 95

Marketing Sales CRM Sales Management 95

Hubspot Sales

JUNE 8, 2021

Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Account managers are evaluated on customer retention and satisfaction metrics.

Finance 104

Finance Sales Account Management Leadership 104

Brooks Group

DECEMBER 27, 2022

Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole. For our purposes, we will be discussing sales goals as they relate to the sales manager. Behaviors Based on Position.

Sales 77

Sales Sales Leadership Leadership CRM 77

Jeffrey Gitomer

APRIL 25, 2013

“I want our people to be MORE accountable.”. Our main issue this year is ‘accountability.’”. Accountability is the number one recurring theme throughout sales leadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers, and (of course) sales.

Leadership 78

Leadership Sales Leadership CRM Sales Training 78

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48

Arpedio

DECEMBER 22, 2021

Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world. Chris has previously worked 40+ years for DHL, latest as Global Sales Director.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world. Chris has previously worked 40+ years for DHL, latest as Global Sales Director.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Insightly

AUGUST 28, 2023

That said, sales teams are among the most avid consumers of CRM reports (more on that later), so many key reports target this audience. Following is a brief summary of the five most common (and most useful) CRM reports for your sales leadership team. Account managers. Marketing teams.

CRM 52

CRM Decision-making Investors Profitability 52

SalesGlobe

JULY 13, 2022

Say it’s an account manager or an account executive, and they’re in both companies. So an account manager may not be an account manager. We have to understand the differences between those sales process and cycle definition, particularly as it pertains to cross-sell. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Engage Selling

JUNE 3, 2022

How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader.

Sales 130

Sales Client Relationships Account Management Sales Leadership 130

Engage Selling

SEPTEMBER 9, 2017

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your sales manager’s number-one job now is to teach and … Read More »

Leadership 48

Leadership Sales Management Meetings Management 48

Engage Selling

JUNE 17, 2022

Discover six ways to handle price increases like a sales pro! The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader. Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More.

Sales 118

Sales Client Relationships Account Management Sales Leadership 118

Engage Selling

JUNE 10, 2022

The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader. ??????? Is there such thing as an ideal buyer? I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More.

Sales 125

Sales Client Relationships Account Management Sales Leadership 125

Engage Selling

APRIL 8, 2022

A Sales Prevention Department? The post The Dreaded Sales Prevention Department first appeared on Colleen Francis - The Sales Leader. You might have one. Right on the Money thinking is all about getting your business back on the right footing so you can compete and grow … Read More.

Sales 112

Sales Client Relationships Account Management Sales Leadership 112

Engage Selling

SEPTEMBER 2, 2022

???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. The post How to Integrate Social Media Into Your Sales Strategy first appeared on Colleen Francis - The Sales Leader.

Media 107

Media Sales Account Management Sales Training 107

Engage Selling

APRIL 1, 2022

The post Win More Business With This Strategy | Sales Strategies first appeared on Colleen Francis - The Sales Leader. ?? Getting time on your side is a powerful strategy that will help you win more business! What do I mean by “getting time on your side”? I discuss this … Read More.

Sales 117

Sales Client Relationships Account Management Sales Leadership 117

Brooks Group

SEPTEMBER 7, 2022

There is no magic formula or silver bullet to solving sales challenges. Sales managers have to know their people. Yes, you have a sales team — but that team is made up of unique individuals. This can naturally happen during team meetings or sales training days, but it doesn’t have to end there. Track Progress .

Sales 52

Sales Sales Training Communication Supply Chain 52

Engage Selling

JUNE 24, 2022

???????? One of the shifts we’re noticing in today’s marketplace involves the move to inside sales. Field sales reps are doing more inside sales than ever before. The post The Move to Inside Sales | Sales Strategies first appeared on Colleen Francis - The Sales Leader. So, those of … Read More.

Sales 92

Sales Account Management Sales Leadership Sales Management 92

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Management 52

Management Sales Software Software 52

Engage Selling

JULY 29, 2017

One of the big mistakes I see in sales today—at all levels within an organization—is the belief that coaching and training are owed to us. Don’t get me wrong: both are wise investments for employers to make in their people, … Read More »

Organization 48

Organization Sales Account Management Negotiation 48