Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account.

Territory 118

Territory Cross-sell Strategize Account management 118

Salesforce

OCTOBER 22, 2024

Implementing the MEDDIC sales process Other sales methodologies to consider Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more What is the MEDDIC sales process?

E-commerce 87

E-commerce Territory Pitch Sales 87

Partners in Excellence

NOVEMBER 1, 2013

Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike. Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan!

Territory 116

Territory Pitch Account management Pipeline 116

Partners in Excellence

NOVEMBER 1, 2012

It seems I spend half my life in reviews–territory reviews, pipeline reviews, deal reviews. The first is to get a snapshot or status updated of the “state of the business,” whether it’s a deal, territory, pipeline, account–whatever. Before the meeting, not in the meeting!

Territory 100

Territory Pipeline CRM Follow-up 100

Partners in Excellence

SEPTEMBER 18, 2014

How much time to you spend analyzing your pipeline, looking at your customers, accounts, and territory, figuring out what it takes to make your number, what you should be doing next? How much time to you spend updating your pipeline’s each week? So it’s a huge time saver. But there’s so much more.

CRM 113

CRM Territory Pipeline Account management 113

Partners in Excellence

JANUARY 28, 2014

An account or territory plan is not a deal! Account and territory planning, executing them helps us identify potential new deals. A pipeline or funnel is not a deal! But the pipeline doesn’t produce revenue. It may be something we provide as a part of our process or when we are trying to win a deal.

Territory 104

Territory Account management Pipeline Represent 104

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

JULY 1, 2014

Do you know your personal “Healthy Pipeline Numbers,” is your pipeline healthy? Are you aggressively looking for new opportunities—within your accounts, within your territories? Are you working collaboratively with them to help them put in place strong deal and territory strategies?

Territory 97

Territory Account management Pipeline Represent 97

Sales Hacker

JULY 25, 2022

SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. SDR manager’s goal: Coach reps to keep the top of the funnel full. Metrics to measure in a sales manager dashboard.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Partners in Excellence

DECEMBER 9, 2018

If may be prospecting avoidance for any number of reasons–“That’s the SDRs job, I can’t get them to respond, I’ll focus on the people I’ve worked with before… ” At the same time, their pipeline’s are empty. Pipelines help us understand whether we are doing enough to achieve our goals.

Territory 96

Territory Pipeline Commission Sales 96

Partners in Excellence

AUGUST 19, 2020

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth.

Territory 77

Territory Pipeline Strategic planning Account management 77

Sales Gravy

OCTOBER 23, 2022

The most impactful thing you can do is put new opportunities into the pipeline and then advance those opportunities through the pipeline. If you're an account manager, you make an impact by expanding and retaining your accounts. Important things like entering data into the CRM or responding to e-mail.

Product 92

Product Construction Territory Pipeline 92

Understanding the Sales Force

JULY 24, 2013

The pipeline should be the single most accurate predictor of future revenue. Salespeople change in direct proportion to the availability of immediate coaching feedback from their sales managers. As with costumes, you only need to take off the mask and you''ll see what''s underneath. No exceptions. No apologies. Read Article.

Cold Call 98

Cold Call Territory Sales Account management 98

SaaStr

JANUARY 31, 2022

Pipelining candidates. You need to have the people already in place when you’re looking to hire for senior account management. I set up AR targets and goals, such as how many account plans each representative needs to do. These need to be tracked, measured, monitored, and reviewed to hold ourselves accountable.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

SEPTEMBER 29, 2023

Not only impactful for growing top-of-funnel awareness, but leaders are finding in person events effective for growing and advancing pipeline at all stages. Take the engaged persona and accounts and convert them further with these events. Hottest GTM job of the week: Founding Account Manager at Tavus , more details here.

GTM 130

GTM Growth B2C Territory 130

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management. We optimize the pieces parts, yet when taken together they under perform.

Territory 77

Territory Pipeline Account management Inside sales 77

InsightSquared

MAY 22, 2019

For most of you, this will be a bit excessive, but at a minimum, you will need a Solution Architect/expert, an Account manager and an executive sponsor involved in your deal pursuit. Proposal management plans are the glue that binds the people and process. Pipeline coverage and activity is irrelevant in this context.

Engineering 94

Engineering Territory Transportation Sales 94

Sales Hacker

APRIL 11, 2019

This sales rep may get nervous and frustrated when management talks about cutting territories, making changes to alliances, strategic partners, the inbound lead system, or anything that affects their current opportunity to make money. RELATED: 12 Expert Tips For Managing a Successful Sales Team. Listen to them.

Extrinsic 106

Extrinsic Drivers/motivators Intrinsic Commission 106

Salesforce

NOVEMBER 29, 2023

Distributors buy directly from the businesses, then market and sell to customers in their operating regions. Here are some common partner types based on the goals you want to achieve: Partners for sales reach: Maybe you don’t have enough salespeople in a particular market or region. Car manufacturers sell through dealerships.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Partners in Excellence

MARCH 16, 2022

Now that SKO season has passed, we’ve got our annual quotas, we’ve started rebuilding our pipelines after depleting them at year end, we’re into account planning season. We plug in the new numbers—the account financial performance in the past year, our quotas/goals for the account.

Territory 67

Territory Quota Healthcare Account management 67

Partners in Excellence

AUGUST 15, 2019

” As we went through the discussion, we started to discover the sales people weren’t executing the “basics” as effectively as they should be, and managers weren’t coaching people on these basics. Pipeline integrity was very poor. Win rates were decreasing, sales cycles were increasing.

Territory 115

Territory Technology Technology Pipeline 115

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Expand Your Pipeline. Close More Deals.

Territory 88

Territory Referrals Inside sales Sales 88

PandaDoc

SEPTEMBER 21, 2022

A sales pipeline software is a digital tool for structuring your selling process so you can close deals quicker and expand your firm faster. In short, pipelines are a method of visualizing all of the options available to you at a specific moment in your sales cycle. How to pick a good sales pipeline software. Let’s get started!

CRM 52

CRM Pipeline Sales Territory 52

Partners in Excellence

NOVEMBER 27, 2018

Many are leveraging technology for delivery or to provide implementation support tools, but when I speak with both vendors and customers, I find them describing the same skills I learned: prospecting, qualifying, questioning/probing/listening, objection handling, closing, effective demos, competitive selling, territory management, account management, (..)

Sell 111

Sell Objection handling Assembly Line Territory 111

Partners in Excellence

OCTOBER 12, 2016

Thousands of blog posts with hints, tips, instructions focused on sales people, whether SDR’s or Corporate Account Managers. Managers/leaders at all levels need coaching and development. What are they doing to make sure they have a pipeline of good candidates for empty positions?

Territory 96

Territory Objectives and Key Results Pipeline Up-sell 96

Sales Hacker

FEBRUARY 17, 2022

These platforms centralize data and analytics across opportunities, accounts, and pipeline, which helps companies optimize how their revenue engines perform. This sort of capability is important and will continue to add value when it comes to managing revenue forecasting and performance. Sales force automation (SFA).

Objectives and Key Results 104

Objectives and Key Results Sales B2B Pipeline 104

Heinz Marketing

MARCH 26, 2018

Are you loving Sales Pipeline Radio much as me? Matt Heinz: Welcome everybody to Sales Pipeline Radio. We are available through subscription always on Google Play and the iTunes store, and every episode of Sales Pipeline Radio is always available, past, present and future, on demand at salespipelineradio.com.

Pipeline 60

Pipeline Campaign Sales Territory 60

Hubspot

APRIL 5, 2023

Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year. Regional sales managers oversee sales reps for a determined district and are focused on helping their team meet sales goals.

Cold Call 90

Cold Call Commission Inside sales Territory 90

Partners in Excellence

AUGUST 27, 2019

We focus on one thing, for example prospecting or pipeline coverage, and inflict this on the entire organization. For example, we may have high performers who have a great prospecting cadence and healthy pipelines. Where you start is often less important than starting : I often get managers asking me, “Where do we start?”

Sales 81

Sales Pipeline Territory Start-ups 81

Hubspot

NOVEMBER 28, 2022

You can also segment your leads based on the region, company size, or any other criteria which you see fit. Its main capability is lead segmentation based on territory, industry type, or source. Bitrix24 also provides marketing and social media management tools that can help you interact with customers and leads. PowerRouter.

Territory 90

Territory Price CRM Lead generation 90

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. But for a moment, I managed to contain myself. As I got into the article, the question was posed, “Who is responsible for developing pipeline?”

Sell 54

Sell Territory Assembly Line Manufacturing 54

Closing Bigger

SEPTEMBER 18, 2023

A-Zone Pipeline Management: Those familiar with my seminars or podcasts know I discuss the A-zone or the 80-20 rule frequently. Here, I’ll delve deeper into how we can strategically approach our pipeline with an A-focused mindset and its effects on our sales productivity and performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Expand Your Pipeline. Close More Deals.

Territory 71

Territory Referrals Inside sales Sales 71

Salesforce

NOVEMBER 16, 2023

Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. But how can you drive precision and completeness in your pipeline data? Anyone who touches or creates opportunities can work to improve the quality of your pipeline and drive accuracy. Picture this.

Process 59

Process Territory Objectives and Key Results Pipeline 59

Partners in Excellence

JUNE 6, 2012

In leadership, we would look at talent management/develeopment, performance management, role of the leader, culture/values and other areas. Taken together they form both the overall sales strategy for the organization, but they set establish the goals, priorities, and plan for execution in the organization.

Sales 103

Sales Objectives and Key Results Territory Go To Market 103

Sales Hacker

APRIL 6, 2022

The three roles or departments typically responsible for deciding to buy a CPQ include: Revenue operations : With CPQ applications, revenue operations leaders can unify sales-related processes across the company – from Sales to Account Management to Customer Success. Scaling sales operations. Want to learn more about CPQ?

Cross-sell 109

Cross-sell Contract Price Finance 109

Sales Hacker

JANUARY 20, 2021

As pipelines shrank due to COVID-19, many organizations shifted from inbound to an account-based sales and marketing outreach approach. What is account-based sales and marketing? Selling into mid-market and enterprise accounts and consistently winning requires collaboration, shared goals, and joint execution.

Objectives and Key Results 80

Objectives and Key Results Appointment Sales Campaign 80