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As anyone in sales knows, the key to success is to generate a consistent flow of leads that the business can convert into customers. However, simply generating leads is not enough — it's also important to have a system to manage them. This is where a sales pipeline comes in....
In a few years, sales leaders will ask what we ever did without artificial intelligence. The reality is that sales AI is changing the game for sales reps. It is making it easier than ever to identify and qualify leads, close more deals, and increase productivity. Sales AI provides real-time...
Revenue leakage occurs when a company experiences a shortfall in expected revenues. As any business owner knows, generating revenue is essential to the success of any company. Without a steady income stream, it would be impossible to cover operating costs, pay employees, and make a profit. Therefore, it is critical...
What’s the one thing you’re missing when you try to coach your large sales team? How can you be sure that your sales teams are promoting the right products to the right people? How can you train global teams at scale or one-on-one with the individual salespeople who need your...
The last 24 months have shown that robust account planning can make or break a sales organization. You better believe that 2022 will drive that lesson home. As large teams that use Salesforce start the new year, account planning has gone from nice to critical. Best practices sometimes seem like...
Want a sure thing to improve your sales performance sevenfold? Follow account planning best practices. I’ve seen our customer data that proves account planning works. Industry leaders report an average sevenfold increase in win rate when they follow account planning best practices. In addition to higher win rates, with account planning best practices...
You’re saying it wrong. Whether you call it Account Planning, Key Account Management, or Strategic Account Planning, there is a simpler term that’s been around for ages: customer service. Don’t get distracted by the many available account planning tools (Altify, Revegy, Demand Farm, Prolifiq, or even ForecastEra’s Account Plan Navigator,...
Are you selling to the right people? How do you know? Enterprise purchasing decisions involve an average of seven stakeholders. How do you access the stakeholders in strategic account client organizations who can say "yes" to your sales proposals? First you need to know who the real players are. You...
