Search Results for: “account based sales

Complete Guide to Account Based Sales Development
Across B2B sales, the hottest topic in the last 12 months has been account based sales development. With an increasingly...
by Jon Miller
5 Reasons Your B2B Sales Team Needs Account-Based Marketing
Editor’s Note: A version of this article appeared on Would your B2B sales organization benefit from an account-based marketing...
by Tonni Bennett
Why Activity-Based Selling Drives Account-Based Sales
It’s no secret that many B2B sales organizations are switching to account-based selling. What you might not know is that...
by Bob Marsh
How to Structure Your Team for Account-Based Sales Development Success
If you’ve been keeping a pulse on the sales and sales development space, then there’s no doubt you’ve heard of “account-based...
by Brandon Redlinger
Using ABM to Maximize Sales with Current Customers

Oftentimes we’re so caught up with acquiring new customers that we completely forget about strengthening relationships with current customers. ABM can help.

by Wolfram Van Wezel
4 Steps to Becoming a Product-Led Sales Organization
A dramatic shift is underway. Product-led go-to-market practices across the SaaS spectrum, and the need to deliver stellar customer experiences,...
by Despina Exadaktylou
Going Beyond Sales and Marketing Alignment: The Key to True ABM Success

We hear about the importance of sales and marketing alignment constantly, but has it really improved? Here’s how ABM can help.

by Brandon Redlinger
How to Effectively Follow-up After Sales Meetings
The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. After a sales meeting,...
by Steve Benson
Why You Need to Be a Needs-Based B2B Salesperson
Being a salesperson isn't just about knowing the ins and outs of your product. You may have all the answers...
by Kevin Gardner
PLG and Sales - A Powerful, One-Two Punch
Editor's Note: This post was updated March 7, 2019 The fastest growing software companies in recent years have something in...
by Brianne Kimmel
How to Adapt Your Sales Organization in the Subscription-Based World
Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. According to Gartner, “By...
by Jeff Kalter
Why Your Sales Teams Can’t Cross-sell
A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical...
by Keith Johnstone