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How to Identify Strategic Accounts for Your Account-Based Sellers

What’s the best approach to account segmentation? How should sales leaders segment accounts for their account-based sellers? The solution seems simple: Decide which companies to target based on predictive analytics and client history with your company. In other words, which companies bring in the most revenue? But the answer isn’t always that simple. Savvy sales […]

The 3 C’s of Sales Enablement

    According to sales industry thought leaders, the definition of sales enablement is constantly evolving. But to seasoned sales reps who’ve logged many a mile on the customer journey, there’s a less elegant but more honest word to describe the current state of sales enablement: confusing. Executives in charge of making sales enablement investments often have one definition, […]

When Asking for Referrals Can Hurt Account-Based Sales

Avoid this digital danger zone! As comedic director Woody Allen once said, 80 percent of success is showing up. Some readers might not know who Woody Allen is, and that’s OK. Just trust me: He was absolutely right on this point. Showing up matters, especially for account-based sales pros—whether it’s showing up in the right […]

Moving Up the Relationship Hierarchy

You often hear marketing and sales pros talk about how to turn vendor interactions into meaningful relationships. I find it rewarding to work with our clients to implement strategies that move these relationships from being considered a vendor at one end, to a partner at the other. In some instances, the relationship will spend some […]

Sales Tips: What Constitutes a Qualified Opportunity?

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® Source: Frank Visgatis This is a question that we hear all of the time from people who attend our workshops. This is a topic that is so worthy of discussion that rather than rush to answer the question, I prefer to use it to facilitate a discussion […]

Quality Vs. Quantity: The Inbound Marketing Balancing Act

It’s Not As Clear As Other Inbound Marketing Experts Make It Sound You’d think it’s straightforward, right? Most experts agree that you shouldn’t create a ton of content simply because more means better. They’re right, for the most part. But the answer isn’t as simple and straightforward as they’d make it appear. Yes, quality content […]

Sales Tips: Who Owns the Pipeline?

Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling® The point of my last article was that the integrity of data determines how accurate CRM forecasts will be. A while ago I learned a different way to look at the acceptance of change within organizations. The people most willing to embrace […]

What Is the Most Effective of Account-Based Sales Strategies?

Hint: It has nothing to do with digital.  At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that […]

Can One “Slow Down” Time?

Each minute holds so much potential, but they still race by quickly: The way you experience time passing each day is based on your perception. You can slow down time if you choose. How? Whenever you feel you’re racing the clock or trying to tackle too much at once, try this exercise: Close your eyes […]