Account management Objection handling Sell 
Partners in Excellence
NOVEMBER 27, 2018
Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.
Gong.io
JULY 11, 2022
Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. AEs (Account Executives).
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Partners in Excellence
NOVEMBER 26, 2018
I can count, on one hand, the number of training initiatives I’ve seen that focus on critical thinking, curiosity, collaboration, project management, problem solving, financial acumen/value creation. Don’t get me wrong, some of these things may be helpful. They may even be sustainable.
Partners in Excellence
SEPTEMBER 12, 2016
He needs to grow the sales team, hiring BDRs, Account Managers and others. The reason the CEO was so effective in selling was he came from an experience base that was similar to that of the customers. He didn’t know anything about selling. Perhaps our best source of sales people are business people who can sell.
Sales Hacker
JANUARY 11, 2018
Demos, objection handling, closing. Like tasks in a specific project, sales activities are interrelated and need to be managed closely to fix overlaps. When the strident discipline of project management meets the hyperactive process of selling, good things happen. 2) Accountability. Lead qualification.
Partners in Excellence
OCTOBER 17, 2016
She was trying to get out of the call, suggesting a follow up call from an account manager or a demo—I have to give her credit, she went for the demo. Whether it’s sales and marketing (if you sell sales and marketing tools), IT/Development, if you are selling IT tools, HR executives if you are selling HCM, and I can go on.
PandaDoc
APRIL 3, 2023
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