Strategic Account Management Association
FEBRUARY 2, 2021
To be sure, a sales leader or SAM manager will have responsibilities beyond revenue. And yet several trends are converging to make decisions over deployment or resources more difficult. Only around 60 percent of account managers are making quota, per HBR. Because most sales professionals hate their CRM system.
Strategic Account Management Association
FEBRUARY 15, 2022
How people make decisions. The brain makes decisions based on reflexes —instincts through which we subconsciously alter behavior to ensure biological fitness. The brain makes decisions based on habits , which implies repeating actions that prove rewarding. The brain makes decisions based on goals.
Upland
MAY 4, 2023
So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.
Mike Kunkle
APRIL 8, 2023
In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.
Speaker: Ruth Stevens, President of eMarketing Strategy
But guess what: It’s after the sales team has gotten into the act where marketing can have an even bigger impact on results. The next step in the process is to provide leverage to sales as they engage with the prospect, close the deal, and then nurture and deepen the customer relationship.
Revenue Storm
JANUARY 10, 2023
Armed with new tools, techniques, and thinking after completing sales training, sales professionals often ask, “How should I begin?”. As we commence a sales pursuit, it is never too early to start to document the client decision-making process. So, why do we recommend starting here?
Customer Think
OCTOBER 17, 2022
After spending 30 years deconstructing the mind-brain interface that enables choice and decision making, and training a decision facilitation model I developed for use in sales, coaching, and leadership, (Buying Facilitation®), I’m always amused when I hear anyone deem a decision ‘irrational’.
Advertiser: ZoomInfo
Members of the C-suite are the key decision-makers when it comes to making major investments in their organizations. That’s why every salesperson’s goal is to make their pitch directly to a senior executive—ideally, sooner rather than later.
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“B2B buyers spend just 15% of their time interacting with brands before making a purchase decision” (Gartner). How can B2B marketers reach active buyers sooner in the sales cycle and influence their purchase decisions? That means B2B marketers miss out on 85% of a buyer’s journey! Intent signal data can help.
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