Last month, Shannon’s blog was about Taking Control of the Sale as a way to free stalled deals. For some sellers including account managers, technical pre-sales reps and even CEO’s, the prospect of direct and sometimes uncomfortable conversations to uncover…
#salesstrategy
Fundamentals of Getting Started with ABM
Asking your organization to adopt an ABM strategy is requiring teams to work differently and collaborate in new and unfamiliar ways. Here are some best practices to ensure success. Garnering Support Effective change management is indispensable for ABM adoption. That…
Making Marketing Relevant with ABM
Does this scenario sound familiar? Sales excuses poor performance, indicating it resulted from a shortage of the right type of qualified leads. Marketing protests that Sales didn’t follow-up with urgency, letting valuable and expensive leads languish. There is a better…
Building a Sales Culture of Reciprocal Accountability
Ïn my last two blogs, I discussed finding the best candidates for your sales positions. Now that you’ve found your people, how do you build more team camaraderie, have your A-players sell even more and spur your consistent mid-tier under…
