Explore " account based sales" with insightful episodes like "Know ’em inside out — Enliven Account-based Marketing with Research and Insights", "FTF Fridays 15: Who You Targeting?", "FTF Fridays 1: Winning the War for Attention", "Why Conversational Intelligence Matters to You w/Roy Raanani @Chorus.ai" and "How to Map Accounts w/Dan Cook @Lucid" from podcasts like ""BBNmixtape", "Outbound Sales Playbook", "Outbound Sales Playbook", "The Brandon Bornancin Show" and "The Brandon Bornancin Show"" and more!
With marketing budgets slashed, and trade shows and exhibitions frozen in a post-pandemic world, focused marketing efforts like ABM rule the day. Our guest, Prajwal Gadtaula, Founder & CEO at Business Brainz, shares how customised, in-depth desk research reports can help marketers get the best out of their ABM efforts.
Every sales person has conversations but not every sales person has mastered the art of the conversation. Most sales people don't even have the ability to listen to their own phone calls let alone analyze and break them down. That's now changing. With the introduction of conversational intelligence companies are now able to have systems record calls and analyze them for you. In this episode, Roy Raanani, CEO of Chorus.ai, talks about conversational intelligence and how companies are using phone calls to increase sales.
The art of mapping accounts is just that, an art. It's something that sales people have done for decades and it's not an easy task. In this episode, SVP of sales at Lucid, Dan Cook, talks to us about how companies are mapping accounts to improve their pursuit strategies and ultimately their sales.
"Your net worth is directly correlated with your network" says Demarr Zimmerman, a self-proclaimed keep in touch strategist. Demarr has spent the last thirteen years helping companies use hand written notes and gifts to get in contact with hard-to-reach prospects and grow relationships with customers. In this episode, Demarr discusses why keep in touch strategies are important and how sales people can begin to execute them.
In This Episode You'll Learn:
Links and Resources Mentioned in This Episode:
If you're not experienced the American Association of Inside Sales Professionals or the AA_ISP, you'll need to take some time to check it out. The Association focuses on all things Inside Sales and the co-founder and chairman, Bob Perkins, joined us to talk about the three biggest trends he sees in the Inside Sales space.
In This Episode You'll Learn:
The three trends in inside sales
Links and Resources Mentioned in This Episode:
High-performing sales development professionals know they can’t rely solely on marketing to cast a wide net and find the perfect buyer. If they want to be successful, sales development professionals must master a more targeted approach and go after the big fish themselves.
In this episode you'll learn:
Links and Resources Mentioned in This Episode:
Link to Webinar for Slides
Jon Miller, Founder and CEO of Engagio
Ken Krogue, Founder and Chief Evangelist of InsideSales.com
Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience'
Episode 2: What's All This Talk About Account-Based Sales
Episode 9: Account-Based Everything w/Patrick Schneidau
Episode 5: The Five-Billion Dollar Playbook w/David Rudnitsky
News
Tech Disruptor 50 InsideSales.com is #31 http://www.cnbc.com/2016/06/07/insidesalescom-2016-disruptor-50.html
Microsoft Purchase of LinkedIn http://www.nytimes.com/2016/06/14/business/dealbook/microsoft-to-buy-linkedin-for-26-2-billion.html
Overview
The latest InsideSales.com research suggests deal sizes have grown more than 5.5 percent, meaning companies are moving upstream and chasing bigger deals. In this new sales environment, applying the same tactics you used before won’t produce success. A different approach, a different process and different systems are all required to hunt whales. After more than 200 sales consultations, Gabe has discovered five secrets to closing bigger deals.
The Business Growth Index
The InsideSales.com Business Growth Index is a comprehensive research report that reveals important indicators of sales confidence, sales priorities and the impact of technology on a company’s sales performance and bottom line.
A key finding from the BGI Study is that companies are going whale hunting (moving up stream)
#1 The Account Based Model
If you're going after seven figure deals you will have to practice an account-based model. As the name implies, account-based sales is a unified strategy to generate revenue by focusing on personalized prospecting initiatives that lead to a value-based sale.
#2 Solidifying your Sales Tech stack
Nearly 1-5 leaders or 18.8% of sales leaders who reported deal size growth in 2015 indicated that predictive tech gave them a boost in driving larger deal sizes. CRM, sales intelligence, sales presentation, data list services top the list as the most widely used sales acceleration technologies.
#3 Managing Pipeline
In order to close deals you must have a structured way of reporting and maintaining these deals. It starts with pipeline management. Here are five ways to optimize your pipeline stages:
#4 Sales Management Cadence
With a pipeline management strategy in place, you next need the ability follow up on important deals through a structured management cadence. This requires annual, semi-annual, quarterly, monthly, and weekly activities to occur. As part of a solid management cadence, a forecast cadence should be established to ensure proper forecasting.
#5 Individual and Team Coaching Program
Every great individual contributor has a coach and so should you. Coaching programs should be run weekly to help reps continually hone their skills and approaches. We discuss what an optimal four week coaching cadence consists of.
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