Revegy

SEPTEMBER 24, 2022

Introduction Account-based sales is still a new process for many sales organizations. Many sales leaders report that they are executing this process successfully. Sales executives may feel they are successfully implementing the Account-Based Sales process. But what do the numbers say?

B2B 52

B2B Organization Sales Account Management 52

Revegy

AUGUST 12, 2021

We have entered an era of account-based everything. Fundamentally, account-based sales is a fancy term for GETTING TO KNOW YOUR CUSTOMERS and leading with relevancy. While it feels and sounds simple enough, we know that it takes some time to encourage reps to rethink their sales strategy.

Sales 59

Sales 59

Revegy

SEPTEMBER 1, 2021

When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […]. The post [eBook] A Buyer’s Guide for Account-Based Sales Solutions appeared first on Revegy, Inc.

Suppliers 64

Suppliers B2B Sales Meetings 64

Revegy

JULY 14, 2021

Account-based selling means leaning into your customers to identify growth potential and then working together so that you are both successful. The first step in succeeding with account-based sales motion is having a plan in place to add continuous value.

Sales 59

Sales 59

Revegy

SEPTEMBER 29, 2021

We recently held a webinar with guest speaker Seth Marrs, a Principal Analyst at Forrester, to pick his brain on the future of account-based sales (ABS). The post [Webinar] The Future of Account-Based Sales appeared first on Revegy, Inc. In […].

Sales 52

Sales B2B 52

Upland

OCTOBER 17, 2023

And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Revegy

AUGUST 24, 2021

When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […]. The post [eBook] A Buyer’s Guide for Account-Based Sales Solutions appeared first on Revegy, Inc.

Suppliers 52

Suppliers B2B Sales Meetings 52

Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. Read more here: How Buyer Centric is your Sales Organization?

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Arpedio

DECEMBER 5, 2022

Aligning Sales and Marketing for a Winning Ticket in the Account-Based Selling Lottery. Account-based selling (ABS) is one of the most popular topics in the B2B sales space right now. Studies show that it can cost businesses more than $1 trillion each year when sales and marketing aren’t aligned.

Marketing 52

Marketing B2B Account Management Innovation 52

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Revegy

JULY 12, 2022

Sales is trying to close more deals, marketing is trying to create more leads, and customer success is trying to ensure retention. The post The Account-Based Experience: Find Your Sales, Marketing, & Customer Success Zen appeared first on Revegy, Inc.

Customer Success 52

Customer Success Marketing B2B Sales 52

Hubspot Sales

JULY 1, 2019

According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales? An account-based model treats every account like a market of one. Read on for a deep dive into account-based sales. What Is Account-Based Selling?

Stakeholders 79

Stakeholders Finance Sales Decision-making 79

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. What are their motivations?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. What is a sales process? A sales process is a flow, and it is usually brand-free.

Sales 195

Sales Negotiation Decision-making CRM 195

Revegy

OCTOBER 15, 2021

Successful sellers have a deep understanding of their accounts and use a variety of buying signals to find (and win) more opportunities. Account-based selling enables these skills, helping sales teams successfully navigate the increasingly complex buying process to grow revenue from new and existing accounts.

Sales 52

Sales 52

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. Second, sellers need to align their sales processes to their customers’ buying cycles.

Software 221

Software Software Account Planning Account marketing 221

SOAR Performance Group

DECEMBER 17, 2021

Please join the February 11th virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter. The topic for the meeting will be “Moving From Opportunity-Focused Selling to Account-Based […].

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

Upland

FEBRUARY 17, 2023

Buying groups have changed the world of B2B sales. Here’s how to just that when working with buying groups. What is a Buying Group in B2B Sales? Due to the increasing commonality of buying groups, sellers rarely sell one-on-one when working with their key accounts. In short, you must become a trusted advisor.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. Second, sellers need to align their sales processes to their customers’ buying cycles.

Account Planning 195

Account Planning Account marketing Innovation Marketing 195

Upland

JUNE 1, 2023

When focusing on driving revenue, it’s important to take a holistic view of the account. When approached correctly, your existing customer base can be your next growth engine. Leveraging account planning can be the best way to unlock the full effect of your land and expand strategy.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. What is a Sales Forecast? Is Sales Forecasting Outdated? Some claim that sales forecasting is outdated. However, sales forecasting is still relevant today.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Sales Readiness Group

JULY 4, 2023

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Let's take a closer look at the differences between sales and account management and how to leverage them to optimize sales strategies, train teams, and effectively nurture the existing client base.

Account Management 127

Account Management Management Sales Sales Management 127

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. What makes these sales podcasts the best? Do you sell?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

The Center for Sales Strategy

JUNE 6, 2023

As we continue to navigate 2023, it becomes crucial for sales professionals and organizations to stay ahead of the curve by embracing emerging trends that can enhance their sales strategies and drive sustainable growth.

B2B 108

B2B Sales Organization 108

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52

Hubspot Sales

MAY 3, 2021

LinkedIn's some 722 million members make for a massive pool of data that could provide sales organizations with invaluable guidance about potential opportunities and ideal prospects. What is LinkedIn Sales Insights? LinkedIn Sales Insights is tailored toward Sales Operations and Sales Managers to plan sales and go-to-market strategies.

Sales 132

Sales Construction Sales Analytics CRM 132

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Hubspot Sales

APRIL 27, 2023

Because most SaaS products are subscription-based and allow for recurring revenue, this business model is becoming the go-to for many businesses — new and old. In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role.

Sales 102

Sales Account Management Communication Sales Management 102

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. Are sales teams investing in AI?

Artificial Intelligence 110

Artificial Intelligence Emotional Intelligence Sales Decision-making 110