Martech

JULY 16, 2021

Public utility comes from a contractual relationship between the government and that entity that is supposed to be the public utility,” said Barbara Cherry, a professor at the Indiana University Media School who studies common carriage and public utility law. There is no such relationship between Google and governing bodies. “A

E-commerce 120

E-commerce Electrical Engineering Government Electricity 120

Lead Fuze

JUNE 27, 2023

Sounds like some kind of corporate Indiana Jones adventure, right? Get your explorer’s hat on—we’re about to make you the Indiana Jones of sales discovery with these key questions. Discover the Highest-Quality Prospects With Better Questions So, there you have it—your map to become the Indiana Jones of sales discovery.

Prospecting 52

Prospecting Clients Objectives and Key Results Sales 52

Heinz Marketing

DECEMBER 23, 2017

But if the client team itself is an expert in their own industry, then why do they come to consultants looking for solutions? Creativity amplifies that fresh perspective, and can help the client to see a project, product, or situation in a new way. People skills will help with managing a team and dealing with clients.

Consult 83

Consult Drivers/motivators Management Consulting Presentation 83

Sales Hacker

JANUARY 9, 2019

I help my clients learn how to scout, hunt and harvest whales– companies that can sign contracts 10x to 20x the size of my clients’ current average deal size. My clients have similar stories. Gord Hotchkiss conceived the research because his young company was losing bids they expected to win.

Contract 90

Contract Consult Presentation B2B 90

Salesforce

NOVEMBER 15, 2024

Here are a few of the most common paths SDRs may take: Account Executive: As the most popular next step in an SDR’s sales career, an Account Executive is responsible for building and maintaining relationships with clients to drive sales and achieve revenue targets.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Jeff Shore

OCTOBER 17, 2018

With a client list that represents the world’s most distinctive companies – like Apple, SAP, Merrill Lynch, BMW, Cisco, CDW, Fidelity, John Deere and literally hundreds more – Scott McKain was honored with induction along with Zig Ziglar, Seth Godin, Dale Carnegie and just twenty more in the “Sales and Marketing Hall of Fame.” Scott McKain.

Sales Experience 77

Sales Experience Price Presentation Sales 77

Sales Hacker

JULY 19, 2022

Sam Jacobs: A true entrepreneurial spirit, Celine loves creating lasting partnerships that help clients achieve their business goals. Celine North: Boardable was founded by Jeb Banner in Indianapolis, Indiana about five years ago. Without further ado, let’s listen to my conversation with Celine North. How big is the company?

Sales 107

Sales Drivers/motivators Consult Commission 107

Hubspot

DECEMBER 5, 2016

1) Harlow, Indiana and Reese: @harlowandsage. This adorably photogenic trio consists of one very tolerant Weimaraner (Harlow) and two rambunctious Miniature Dachshunds (Indiana and Reese). Other promotional clients include Petco, Figo Pet Insurance, and the Subaru Puppy Bowl. 11 Famous Animal Influencers.

Promote 78

Promote Gambling Follow-up Campaign 78

Salesforce

DECEMBER 3, 2024

This simple and flexible system takes the pressure off the client, laying the groundwork for a relationship based on trust. To overcome that initial barrier, sales professionals have a powerful tool at their disposal: the Sandler sales methodology.

Sell 52

Sell Technique Contract Territory 52

Salesforce

NOVEMBER 19, 2024

Track how often clients ask for discounts as well as the amounts requested. As always, your CRM will be the most important piece of technology for adopting a competitive pricing strategy. Start by getting your pricing data in order. Clean it up and be sure your entire organization knows it well. That includes data related to discounting.

Price 52

Price Profit margin Territory Cross-sell 52

Salesforce

DECEMBER 17, 2024

Analyze successful clients and identify common characteristics based on facts instead of guesswork. Some other common mistakes I’ve seen include: Assumptions over data: Assuming what constitutes an ideal customer without proof can cost you. Not collecting feedback: Failing to gather insights from your teams is another common mistake.

Prospecting 52

Prospecting Customers Territory E-commerce 52

Hubspot

APRIL 8, 2013

Inbound marketing is not something you tack on to your traditional marketing offerings; it’s an all-in commitment to a different way of approaching your business , and how you execute for both your clients and your own agency. He applied the inbound thought process to the questions he asked clients.

Clients 78

Clients Non-Profits Price Healthcare 78

Salesforce

OCTOBER 5, 2021

Chandra Mostov has made it his mission to help brands use data purposefully to build personalized relationships with their clients. Empowering local governments: Kevin Jones, CIO, Indiana Department of Child Services. Kevin Jones, CIO, Indiana Department of Child Services. That has never happened in the history of Indiana.”.

Service 52

Service Product Government Electricity 52

Hubspot

MARCH 16, 2023

LinkedIn is the primary source of my leads and clients, so it’s a great place for people to find me. The banner shares what Alić does and shows examples of his clients. Indiana Julian now has a following of over 3,000. Both Indiana Julian and Sam Browne posted 1-2 times per week and reported great success on the platform.

Follow-up 87

Follow-up Contact Networking Clients 87

Salesforce

FEBRUARY 3, 2025

They’re like a relationship architect that manages accounts, works to understand client needs, and addresses concerns. Back to top ) Bad leads Prospective customers unlikely to convert into paying clients, potentially leading to inefficient use of sales resources.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

MAY 4, 2021

Tiffany majored in costume design with a minor in World War II history at Indiana University. Sam Jacobs: So you graduated from Indiana with a degree in costume design. I got to bring together influencer marketing, selling, being a marketer, and being a client. Now she’s a saleswoman, a marketing leader, and an influencer.

Finance 69

Finance A/B testing Start-ups Negotiate 69

Salesmate

JUNE 24, 2021

A good salesperson understands clients and their needs. Instead of forcing the clients into buying their product, they guide them to make a decision that helps them. . David is a content webmaster for Deaconess Health System in Evansville, Indiana. That is the difference between a salesperson and a great salesperson. .

Process 52

Process CTR Click Through Rate Sales 52

Spiro Technologies

SEPTEMBER 9, 2022

Jordan Nollman: We just finished up a breathing coach for CVS, and the local client in Boston as well. You advise the client, oh let’s not use this because I know we’re never gonna get it from China for the next nine months. You guys work on some really cool products and help people really see what can be made of them.

Sell 89

Sell Manufacturing Electricity Start-ups 89

Sales Hacker

OCTOBER 7, 2021

I worked for a not so great boss who was not a fan of my very human approach to working with clients, once he realized that I was getting such a positive response. Rachael holds a BA from Indiana University. Long-term trust, respect from clients & co-workers matter the most. Money and awards aren’t the best rewards.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Salesforce

MARCH 8, 2024

Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. They’re responsible for cold calling potential clients, sales prospecting, and setting up initial meetings to make connections.

Commission 64

Commission Quota Territory Cold Call 64

Heinz Marketing

MARCH 4, 2019

And Shawn, I think my first question for you is actually maybe not about B2B marketing, I want to talk a little bit about Indiana basketball. We’ll be back more with proud Indiana grad and VP of Marketing at PandaDoc, Shawn Herring. I’m used to seeing the team featured in Hoosiers a little higher in the standings.

Pipeline 80

Pipeline Healthcare Sales Start-ups 80

Salesforce

DECEMBER 13, 2024

The time you spend interfacing with clients and prospects, especially during important moments like presentations, is crucial. A sales presentation is a meeting where sales teams speak to prospective clients using curated content to present an overall view of a product or service. Here are a couple of truths to sit with.

Presentation 52

Presentation Closing Territory E-commerce 52

Salesforce

MARCH 11, 2024

With a narrower focus, your team can concentrate on creating a long-term plan to win over high-value clients. Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals.

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

FEBRUARY 29, 2024

Example: A client, exploring new software to manage their operations, is having trouble accepting what it will cost to implement. Financial pain points These are often the most immediate and pressing for customers because they can impact their bottom line.

Customers 52

Customers Territory E-commerce Pharmaceutical 52

Salesforce

MARCH 1, 2024

It might also not render correctly in their email client. It might be tempting to jazz things up with graphics, colors, fonts, and lots of bold text, but this might distract the reader from your message. Here are some good formatting rules of thumb: Keep it simple: Use a single-color font, preferably black.

Territory 52

Territory E-commerce CRM Start-ups 52

SaaStr

NOVEMBER 15, 2019

I get a ton of founders ask me how they should think about remote work, whether they need to be close to customers, close to clients? Support the technology community in Indianapolis, Indiana, where we’re based. What parts of the org need to be together versus not. All these questions centered around location.

Education 49

Education Engineering Meeting Start-ups 49

Salesforce

SEPTEMBER 13, 2024

Building and maintaining customer relationships: Scheduling visits with key clients to understand their needs, following up about products and services, and gathering feedback. You can develop these skills in earlier sales roles like SDR and BDR, where you interact with clients daily.

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

MARCH 3, 2025

Professional services firms , like consultants and legal practices, use Deal Desks to define service scope, pricing, and client expectations for major engagements. Once approved, the custom quote is sent back to the rep to be delivered to the client. There are several types of requests that may come through a Deal Desk.

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

FEBRUARY 17, 2025

Even small adjustments like saying “clients” instead of “customers” can make your value proposition feel more aligned with their world. Focus on what sets your solution apart: Highlight what differentiates you from the competition. Provide proof: Don’t forget to build credibility and keep it simple.

Territory 54

Territory Negotiate E-commerce Objectives and Key Results 54

Salesforce

JANUARY 30, 2025

And if you want clients to open what you send, your subject line needs to be personalized and on point. I recently used this idea to help our client [PROSPECT COMPANY’S COMPETITION] [SPECIFIC AND IMPRESSIVE STAT]. Time is precious. FIRST NAME], let’s schedule a quick 10-minute call so I can share the idea.

A/B testing 52

A/B testing Territory Prospecting Referrals 52