SBI Growth

JULY 30, 2013

Treat them as you would key accounts. Review your collateral and ensure you are arming the sales team with the right tools. Being a part of sales engagement and aligned with sales stakeholders is paramount for success. Consider sales associates as key customers. Include regular communication, sharing challenges and sharing successes.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Keith Rosen

FEBRUARY 2, 2014

It is, especially if you’re unwilling to hold people accountable out of the fear that they won’t like you if you do. As a manager, we can certainly create this type of relationship with our people as long as it’s balanced with a process that consistently holds them accountable, which is the part that many managers seem to struggle with most.

Account 119

Account Intent Coaching Report 119

Sales and Marketing Management

JULY 13, 2020

Accounting for the various types of salespeople, the steps you take should empower both in-office interaction as well as hard-to-control outbound scenarios. Rethink Sales Collateral. Wherever they are, your sales force is a dynamic team that's unique to you. In these areas, containment is key. Enhance Your Tech.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Understanding the Sales Force

DECEMBER 22, 2014

How many new sales or accounts are required? Multiply that by the number of new sales or accounts required. Quickly create a page like this one that I built in Postwire for a professional, slick, and impressive way to share necessary documents, collateral and content instead of sending via email. Improve Your Sales Capability.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Strategic & Key Account Managers. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Poorly executing one of these major initiatives will cost you your job in 2014.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Hubspot Sales

MARCH 16, 2023

Account executives work a fast-paced job that requires talent and discipline. In this post, we'll provide our best account executive interview questions to help you land your next interview — and get closer to that offer letter. General Account Executive Interview Questions Expect the interview to start with simple questions.

Account 111

Account Hiring Remedy Education 111

Sales and Marketing Management

MARCH 11, 2019

The marketing team created leads and engagement opportunities, while the sales team built relationships and set up accounts. Your marketing teams can use all of that to identify and target look-alike audiences, match email addresses to acquisition channels, and create collateral that is more likely to influence prospective customers.

CRM 289

CRM Lead Rank Lead Scoring Data 289

SBI Growth

MAY 21, 2013

You and your sales ops team might become collateral damage too. Without recent account segmentation, you can’t know the answer. Many of these are the questions the CEO is asking your sales leader. If your CSO doesn’t have these answers, they won’t survive to long. But, armed with the answers and the actions to take, the number is made.

Hiring 300

Hiring Collateral Comparison Territories 300

Zoominfo

JULY 12, 2021

For instance, a sales rep may predict that an account is on track to close: the company is a good fit, has a champion, and the objections are manageable. With access to real-time data about the account—from the newly-appointed CIO to the latest funding round—the customer success specialist can transition the buyer seamlessly to their team.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Scoring 264

Zoominfo

APRIL 15, 2019

Account-based selling isn’t a new concept—but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. What Is Account-Based Selling? Keep reading!

Ideal Customer Profile 100

Ideal Customer Profile Account Buyer Persona Lead Scoring 100

DiscoverOrg Sales

MAY 30, 2018

Account-Based Marketing orchestration – sure, that sounds great,” you may think. A tool like DiscoverOrg will allow you to build both a list of those companies with those characteristics, key contacts at the accounts, and detailed information about what’s happening within them, in literal seconds. Learn more here.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Targets Demand Generation 270

Zoominfo

AUGUST 8, 2024

Training can also build their acumen and confidence in cutting small discounts and other deals to win accounts. Modern sales enablement platforms can help you manage sales enablement collateral and training lifecycles.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

DiscoverOrg Sales

NOVEMBER 13, 2017

The first step in account-based marketing is to identify target accounts. We work through our own ABM experiment in Inside Look: A True Story of Executing Account-Based Everything. Account-based strategy requires a clear ICP. In this the step, decision makers that fit the ICP are identified.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Understanding the Sales Force

JANUARY 18, 2013

Whether the exposure and leads come from inbound, internal, outbound, print, internet, email, social sites, events, PR, collateral, or advertising, one thing remains constant. The referrals and introductions which happy customers make for their sales reps. Everyone needs marketing and lead generation help.

Insurance 206

Insurance Insurance Trade Show Collateral 206

Janek Performance Group

NOVEMBER 13, 2024

Data Utilization for Sales Intelligence : Train your team on using data for lead scoring, account prioritization, and personalized outreach. Account Planning and Strategy—Pipelines, Playbooks and everything in-between Account Segmentation and Targeting : Review ideal customer profiles, segmentation strategies and target account lists.

Ideal Customer Profile 48

Ideal Customer Profile Demand Generation Targets Lead Scoring Lead Rank 48

Allego

AUGUST 11, 2021

What buyers don’t want is to comb through their inboxes looking for scattered bits and pieces of marketing collateral—or for multiple emails from sales reps or colleagues regarding prospective purchases. Or to try to remember where they saw a particular video or saved a webinar link. Selling should not be a one-way process. Convenience.

Buyer 134

Buyer Top of Funnel Collateral B2C 134

Highspot

MARCH 24, 2025

A Guide to GTM Alignment and Driving Revenue Growth Download Free Guide When your GTM strategy is executed well, efficiency improves, barriers disappear, and teams become accountable for shared success. – Teams consistently use updated messaging and collateral. Customers benefit, too.

Lead Rank 52

Lead Rank Lead Scoring Incentives Incentive 52

Sales and Marketing Management

JUNE 26, 2017

Product marketing can often create last-minute collateral to help close the gap on competitive pushback with specific deals. . For example, if the CFO of one of your in pipeline accounts visits your site, you may want to show them your ROI case study instead of your tips and tricks videos. Yet this is not enough.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Remember, most buyers are very educated in the product/service — but that education doesn’t take into account their unique buying dynamics and motivations. Collateral.

Sales Meeting 124

Sales Meeting Meeting Collateral Ideal Customer Profile 124

Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Essential collateral: email templates, marketing content, buyer personas, sales tech. Essential collateral: buyer personas and UVP. The average deal now has 5.8

Decision Maker 130

Decision Maker Buyer Persona Collateral Case Study 130

SBI

MAY 14, 2014

The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities. With our applications, reps are able to have the right conversations at the right time using prescribed collateral that has been proven to be effective.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Zoominfo

DECEMBER 2, 2019

Account-Based Marketing – yeah, sounds great,” you’re thinking. Build an outbound prospecting sequence of emails, phone calls, direct mailers, and social engagement for your target accounts. But you might also be discouraged – since you don’t have the same resources they do, and most of that shiny new tech is out of reach.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

Hubspot Sales

NOVEMBER 29, 2019

This variation of the profit margin equation calculates how much profit your company has after accounting for the cost of goods sold. Any additional funds can be used for other expenses such as dividend payments or marketing collateral. Here are two types of profit margin calculations that may be helpful for small businesses.

Margin 137

Margin Scale Collateral Small Business 137

Sales and Marketing Management

FEBRUARY 9, 2018

From a higher level, how do prospect profiles and sales collateral make their way to the sales team, and do those tools help drive sales? By collecting this information, sales leaders can ensure their diagnostics will account for all contributing factors. How does the elevator pitch resonate with the target audience?

Analysis 198

Analysis Ideal Customer Profile Discount Collateral 198

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Did I have an internal Coach within the account? From this base of intuitive knowledge they are able to decide which deals to work and create and execute account strategies.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Sales and Marketing Management

JULY 27, 2017

account management, opportunity management, logging activity or meeting notes, and processing / approving requests - the job can be completed more effectively, easily and quickly. The ability for sales teams to leverage collateral in real-time is exponentially more effective than telling the prospect, “I’ll get back to you about that.”

Discount 149

Discount CRM Collateral Case Study 149

Allego

JANUARY 12, 2023

They conducted two real-world behavioral studies to learn what increases sellers’ willingness to use a new piece of marketing collateral. Sellers split into nine groups and watched a recorded video of a sales manager, a product marketer, or a high-performing seller introducing a new piece of marketing collateral.

Collateral 106

Collateral Marketing Report Motivation 106

Sales Hacker

JULY 17, 2018

Account Based Sales (ABS) is hardly a new concept but many business leaders are giving it more than just a second look. Moreover, 7 out of 10 surveyed corporate leaders revealed they are increasing their budget to improve their account-based strategies. What is Account Based Sales? What Is Account-Based Selling?

Ideal Customer Profile 73

Ideal Customer Profile Account Decision Maker Buyer Persona 73

Nutshell

NOVEMBER 20, 2024

Here are the core sales report types you should be familiar with: Sales pipeline report Conversion rate report Customer churn report Sales forecast report Deals won and lost report Average deal size report Average sales cycle length report Sales call report Marketing collateral usage report Lead response time report Revenue report 1.

Report 62

Report Examples How To Sales Forecasts 62

Sales Hacker

NOVEMBER 16, 2023

Examples: Software Engineer, Product Manager, or Account Executive.Sales Enablement Manager. Read out Findings: Read out your findings to the entire go-to-market team, and share relevant collateral around the specific aims and objectives of your buying committee members. Functional Leader: This is the department bigwig.

Ideal Customer Profile 124

Ideal Customer Profile Collateral Forecasting Face-to-face 124

Hubspot Sales

MAY 26, 2020

Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. These are still sales collateral pieces, and while it’s important to be truthful, make sure your battle card doesn’t create more harm than good in the sales cycle.

Sales Process 119

Sales Process Collateral Comparison How To 119

Zoominfo

JANUARY 27, 2022

Whether it’s a list of web form submissions, event attendees, or target accounts, merging multiple data sets can be a time-consuming task prone to inconsistencies. Duplicate contact and account records can create a range of problems in your database, including misrouted leads and misaligned teams. Why is data normalization important?

Data 130

Data Segment Sales Qualified Lead Collateral 130

Partners in Excellence

DECEMBER 13, 2013

We know we should be documenting deal strategies, account plan, call plans, but we are too busy to do this. We have collateral, sure it could be better, but we don’t use it anyway. What I love about sales is it’s a high accountability profession. But some of the other tweets and comments, wer troubling.

Collateral 103

Collateral Pipeline Account Margin 103

Troops

AUGUST 2, 2018

Slack Sales Tip #1: Use Multi-Thread for Accounts. For big accounts, you probably aren’t selling alone. In Slack, you can gather everyone working on an account in one place. When developing sales accounts, we might be constantly switching between apps like Salesforce and LinkedIn and Slack,” Tom said.

Closing 97

Closing Collateral SalesForce Channels 97

SBI

OCTOBER 11, 2018

Don’t have time to read through a bunch of collateral? And Customer Engagement systems like Modus Engagement’s Enterprise Buyer Engagement platform (whew, that’s a lot of engagement). Of course not!

Tools 139

Tools Marketing Collateral Conference 139

The Pipeline

FEBRUARY 2, 2017

Promote one of these reps, as many do, and you not only face the issues presented above, but a bunch of collateral damage. With all the talk about Account Based Management, perhaps we should extend the concept to how we construct a successful sales team, put some focus and energy in to Role Based Hiring and Development.

Hiring 120

Hiring Incentives Incentive Collateral 120

DocSend

JUNE 21, 2022

Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. DocSend lets you know when prospects engage with your collateral, and with whom they share it. Let’s say you’re a Biz Dev representative (BDR) and are sending out a ton of touches.

Closing 88

Closing Scale Collateral Top of Funnel 88