The ABM Cookbook: 5 "Recipes" to Keep Sales Focused on Target Accounts
If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!
Agile Project Management for Sales Development
Software development might not be the first place sales professionals look to improve their win rate, but it wouldn’t be the first time that blending expertise has produced positive results....
How to Build a Successful Sales Team: VIDEO
Steven Bryerton explains how to structure a sales team to ensure you're getting the best out of all team members, in every role, all of the time.
How to Create a Customer Insight Report Your Whole Team Can Use
Include the customer's business strategy in your prospect insight report. I’ve seen a customer meeting end because sales couldn’t answer this opening question: “Can anyone here tell me what our business strategy is?” Not a pleasant memory.
Account-Based Sales Development: 8 Steps to Global Success
What is global account-based sales development? In short, it is an outbound sales campaign for a well-defined portion of a multinational account. It could be a target account you’re already prospecting,...
How Data Proliferation Enables Growth and Disruption
Historically, business relationships revolved more around golf-course deals and long-standing relationships: Good for incumbents, bad for newcomers. That’s changing.
What 15,000 Demos/Year Taught Us About Converting Inbound Sales Leads
The fastest way to find our lead-quality sweet spot is to agree on lead Fit. These are firmographic and demographic identifiers - like industry, company size, and individual title - that we know our sales team can convert effectively. Once we identified what makes a lead a “good fit,” we addressed lead qualification.
Want Better Lead Generation? Get Marketing & Sales in Line
Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation.
Embrace Outbound Sales Prospecting and Eat the Frog
Wouldn’t it be nice if every lead you got was a hot lead: a hand-raiser who converted on your website and requested more information or a call from the sales...