The Center for Sales Strategy
AUGUST 5, 2020
Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.
Sales and Marketing Management
DECEMBER 14, 2020
What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? “If positive or negative,” he writes.
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Membrain
MAY 10, 2020
Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf).
Gong.io
DECEMBER 14, 2022
High-value deals are the holy grail for B2B sales managers. If you want to win enterprise-level six-figure deals, you need an enterprise sales strategy. One that has your sales reps focus only on the very best leads. It’s time to talk about target account selling, or TAS. But they aren’t easy to come by.
Zoominfo
NOVEMBER 10, 2024
From identifying decision-makers to engaging prospects, ZoomInfo Sales allows sales teams to focus on high-value activities that accelerate pipeline generation and shorten the sales cycle. LinkedIn Sales Navigator LinkedIn Sales Navigator is a specialized version of LinkedIn designed for sales professionals.
SBI Growth
JUNE 14, 2013
I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below. The majority of Sales VPs are guilty of at least one.
Pipeliner
MARCH 2, 2018
The job of a sales manager is to provide a succeeding environment for salespeople. Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. I met with industry leaders.
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