Partners in Excellence

FEBRUARY 23, 2022

Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. We put in place programs to attract channel partners (or if we are a channel, to attract the companies developing the products/solutions) getting them to sell our products.

Strategic partnership 137

Strategic partnership Sales Strategize Commission 137

Partners in Excellence

MAY 3, 2022

What you might track for a SDR is different than what you might look at for a channel manager, an account manager, a sales specialist. For example, in our company a key metric is the number of high impact conversations we have with prospects a week. For example, orders/revenue are trailing indicators.

Quota 131

Quota Pipeline CRM High impact 131

Partners in Excellence

DECEMBER 9, 2018

If organizations are to grow, we have to acquire new customers–within our existing accounts or net new logo’s. It may be selling the same product, because that’s the one we’ve had the most success with, while ignoring the entire product portfolio for which we have the responsibility to sell.

Territory 95

Territory Pipeline Commission Sales 95

Hubspot

JANUARY 29, 2018

And I’ve worked at these companies in a variety of capacities: recruiting, sales, and account management. They are: The ability to have an impact on decisions. Identify high value actions that will help you progress. According to Atlassian, 60% or less of work time is spent productively. They’re not.

High impact 78

High impact Sports Follow-up Account management 78

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. Don''t ask questions just to figure out if you think they''ll be likely to buy your product. The best salespeople know their products and services can help a willing customer reach their goals. Ask ''Why?''

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

ConversionXL

AUGUST 21, 2014

Below, are 10 case studies on how to reduce churn for your SaaS product. I have seen this happen at a few startups I’ve worked with by expanding revenue from the current product, plus up-sell and cross-sell opportunities , but that will be a future post. These small changes had a big impact. Why Did This Happen? The Execution.

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

Partners in Excellence

DECEMBER 11, 2017

Customers become depersonalized widgets on our marketing and sales production lines. They move from MQLs to SALs to SQLs handled by different specialists called SDRs, BDRs, AEs, Account Managers, Customer Success Specialists. Logically, if we do more, faster, we can scale the results.

Technology 65

Technology Technology Networking B2B 65

Partners in Excellence

MAY 18, 2022

.” Technology can help and complement managers in coaching. It can provide them data managers can leverage in coaching, but technology can never displace the value a manager creates in high impact coaching. Many organizations have another approach, they provide “coaches” for the people.

Technology 63

Technology Technology Contract High impact 63

Partners in Excellence

AUGUST 22, 2016

.” We can create and communicate value in terms that directly impact their success. Our playbooks teach us about each of these roles, and guide us to engaging them in high impact conversations. For example, I often hired people who had been manufacturing managers to sell manufacturing control systems.

Manufacturing 55

Manufacturing High impact Up-sell Drivers/motivators 55

Partners in Excellence

MARCH 9, 2022

Most of our organizations have some sort of partnering relationship, whether it’s co-development of products, engaging in a project collaboratively, aligning to pursue special opportunities. We have many labels for them, Alliances, Strategic Partnerships, even Joint Ventures. Do we have a common view of how we describe success?

Sell 77

Sell Strategic partnership Strategize High impact 77

Highspot

JUNE 11, 2019

Our seamless integration gives your sellers an immersive and cohesive experience that increases productivity and up-levels buyer engagement. Content is suggested based on Dynamics 365 attributes like what product you’re selling, which industry your prospect is in, or which competitor you’re up against in the deal.

Pitch 40

Pitch High impact Contact Account management 40

SalesLoft

SEPTEMBER 27, 2023

Where are the real stories of account executives and account managers who are actually using the AI-based tools their companies are touting? Last quarter Salesloft launched ‘Rhythm’ which has been a game changer in helping me to consistently focus on my most high impact tasks. This is frustrating as a seller.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Partners in Excellence

AUGUST 31, 2022

SE tends to do an outstanding job on product training, sales skills/process/methodology, relevant content, and tools. We didn’t get training about our products or solutions, the sole focus of that program was to help us better understand banks and banking. We talked to engineers about their jobs, problems, and so forth.

Gaming 54

Gaming Manufacturing Sales Retail 54

Partners in Excellence

NOVEMBER 3, 2017

Currently, we see only the tip of the iceberg of potential and already they are having amazing impacts in healthcare, financial services, retail, technology, transportation, consumer products and other sectors. As with the businesses we work for and with, Digitization will demand we transform sales and marketing.

Customers 50

Customers Transportation Healthcare Sales 50

Hubspot

NOVEMBER 7, 2023

Is it becoming difficult to manage my data? Do I need a better way to measure my sales team’s productivity? By leveraging segmentation in your CRM, you're not only managing customer relationships but also optimizing them for better business outcomes. Read product reviews and ask peers which system they use.

CRM 78

CRM Contact Contract Objectives and Key Results 78

SBI

SEPTEMBER 27, 2019

Brainshark’s suite of sales readiness solutions was named a gold (highest-level) winner in the “Best Product: Training” category – recognized for fostering better-prepared, results-driven sales forces. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.) Industry News.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

SBI

JUNE 17, 2019

Seismic Named SIIA Business Technology Product CODiE Award Winner for Best Sales Enablement Platform. Seismic was recognized for its comprehensive sales enablement platform, including content management and content analytics, that ensure organizational success and sales execution intelligence. Congratulations to all our honorees.”.

Technology 20

Technology Technology Product Sales 20

SaaStr

MARCH 26, 2019

Know who is the foundation of your product and build your product for that user (in Stripe’s case, developers). Name your products in a way that your users can understand their functionality. We built a new way of planning our product, what are we going to release for our users, and working our way back from it.

Launch 63

Launch Engineering Product Start-ups 63

SaaStr

AUGUST 15, 2020

So it’s about operational efficiencies, productivity gains, digital experiences and making sure we’ve captured those. Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. But that simplicity is multifaceted.

Retail 106

Retail Start-ups Drivers/motivators Up-sell 106

Heinz Marketing

AUGUST 27, 2018

We have account executives. We have account managers. For example, an account manager’s managing the accounts may only need some very light prospecting skills to navigate within those accounts. in terms of sales enablement technologies, specialization, tools.

Pipeline 63

Pipeline Objectives and Key Results Sales Inside sales 63

SBI

AUGUST 15, 2019

This marks the seventh consecutive year Brainshark has been honored in the IBAs – having won more than 25 Stevie Awards for helping companies dramatically improve sales productivity and results. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.) Account Planning.

Objectives and Key Results 28

Objectives and Key Results Non-Profits Territory Strategize 28

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. Mindest : Be a Student, not just of the product, but of the process. Moxie : Focus on action and impact and do not be humble about your accomplishments. Anita Nielsen. Christin Myers.

Sales 137

Sales Start-ups Up-sell Cross-sell 137

SBI

NOVEMBER 13, 2019

Since 2012, some of the world’s best sales teams have used the ringDNA platform for sales engagement, exponentially improving productivity and overall performance. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Industry News.

Technique 24

Technique Sales Strategize Conversion 24

SBI

JUNE 19, 2019

The prestigious CODiE Awards , hosted by the Software & Information Industry Association (SIIA), recognize the companies producing the most innovative businesses technology products across the country, and around the world. We are thrilled to spotlight these exciting products and the power they have to revolutionize how we do business.

Engineering 20

Engineering B2B Technology Technology 20

SaaStr

MARCH 18, 2019

We removed a lot of the friction so that a business founder and builder could just focus on what they want to do, which is their product. That’s when you know you’re adding value when people are coming to you before you go out to them with your product. It’s pretty brutal actually. Luckily, no expense policies.

Launch 60

Launch Engineering Start-ups Finance 60