Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Hubspot

APRIL 2, 2021

Nowadays, media buying is done in one of two ways: Direct buy – Media buyers forge relationships with publishers to negotiate ad inventory, e.g., working with a newspaper to have an ad placed in the upcoming issue. The negotiation still technically happens but it's done at a much quicker rate through open and private marketplaces.

Objectives and Key Results 92

Objectives and Key Results Cross-sell Negotiate Campaign 92

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success. Corporate Visions.

Technique 92

Technique Negotiate Pitch Inside sales 92

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 98

B2C Pipeline SQL Strategize 98

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Schedule your free workshop NOW!

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 97

Territory Commission Outside Sales Account management 97

PandaDoc

AUGUST 9, 2023

It’s a space where freelancers, content creators, salespeople, marketers, managers, and executives can reach out to one another and network. Your LinkedIn profile is where you sell yourself to other professionals and prospects. It’s another channel to sell your message to prospects. This is a massive oversight.

Networking 83

Networking Legal Cross-sell Prospecting 83

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. As a buying group, visionaries are easy to sell but very hard to please. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

APRIL 2, 2018

It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. If a prospect sends an email saying, “ I’m not sure I can sell this internally, ” reply with, “ I can help with that -- I’ll give you a call and we can discuss. ” Negotiations.

Prospecting 98

Prospecting X-functional Contract Cross-sell 98

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. In accounts where you are a component part supplier, there may be a policy two have second sources–the theory being, if one vendor can’t deliver the parts, another can.

Territory 88

Territory Cross-sell Negotiate Account management 88

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. Partners can be a source of valuable product feedback – connect them with product managers and engineers for feedback from the front lines. Sales Support and Account Management.

Strategic partnership 84

Strategic partnership Objectives and Key Results Cross-sell Strategize 84

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. Partners can be a source of valuable product feedback – connect them with product managers and engineers for feedback from the front lines. Sales Support and Account Management.

Strategic partnership 77

Strategic partnership Objectives and Key Results Cross-sell Strategize 77

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. We can talk about all the accounting stuff.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 95

Sales Up-sell Start-ups Cross-sell 95

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. 2) Always negotiate your hotel room rate. ;)". My first job was selling Honda cars. 6) Richard Rovner , VP Marketing at TheMathWorks. "Two

Healthcare 75

Healthcare Hospitality Finance Consult 75

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 135

Sales Start-ups Up-sell Cross-sell 135

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 56

Cross-sell Territory Growth Up-sell 56