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Insights
Monday, November 18, 2019
Imagine achieving phenomenal sales growth with no salespeople. Impossible?Well, Dropbox, the file storage company founded in 2007, grew its revenue to $116 million by 2012. Its sales then...
Insights
Monday, October 21, 2019
All right stop. Collaborate and listen. Ice is back with my brand-new invention.What does Vanilla Ice know about sales? If you listen to his iconic hit, “Ice Ice Baby,” there’s a lot you...
Insights
Wednesday, August 21, 2019
Sales thought leaders and analysts periodically shine a flashlight on a particular technological tool and wonder whether salespeople or sales behaviors will be replaced by it. This happened...
Insights
Wednesday, July 17, 2019
Your sales team is sharp. They did their homework, they knew which customers to target, they understood the challenges customers were facing, and they knew which solutions fit best. So why...
Insights
Wednesday, April 10, 2019
You think your sales team is ready to meet your customers. You’ve invested heavily in their sales methodology, tools, and training. But what happens in the moment when the stakes are high...
Insights
Thursday, February 14, 2019
By now, most sales enablement professionals recognize the value of a sales playbook. While it can take a tremendous effort to build and maintain this living resource, it quickly pays...
Insights
Tuesday, November 13, 2018
With communications like this, it’s no wonder that prospecting is consistently ranked by sales managers as one of their biggest challenges. While marketing and sales automation systems,...
Insights
Wednesday, August 1, 2018
In today’s business environment, everything can be commoditized, digitized, or outsourced—except for relationships!When it comes to meeting targets, 89 percent of executives responding to a...
Insights
Wednesday, July 25, 2018
Sales and marketing have the same goal: drive revenue. However, they have different ways of reaching that destination. Sales teams tend to focus on chasing new business and growing the...
Insights
Wednesday, May 23, 2018
The RAIN Group Center for Sales Research recently studied 488 B2B buyers and 489 sellers who outbound prospect to determine what works (and what doesn’t) when trying to create sales...
Insights
Thursday, May 17, 2018
Business data is vast and easily accessed, but it’s also disparate and often lacks the contextual power of a narrative. Sales professionals are uniquely positioned to turn this challenge...
Roles:
Job Aids & Tools
Thursday, February 1, 2018
These templates help identify whom you know at the customer account and whom you do not. The Account Map Template helps paint a clearer picture of your relationship with a client point of...
Insights
Thursday, January 18, 2018
Strategic account planning is an essential part of any high-performing sales organization. It brings together critical information about your customer, your competitors and your strategy to...
Video
Friday, April 27, 2018
Mark Donnolo discusses why salespeople don't want to do account planning.
Video
Friday, April 27, 2018
Mark Donnolo speaks on leveraging account planning to prevent desperation.
Video
Friday, April 27, 2018
Mark Donnolo explains what account planning is.
Video
Friday, April 27, 2018
Mark Donnolo discusses the five keys of effective account planning.
Job Aids & Tools
Friday, December 1, 2017
"There are six major components to an account plan. Tailor the information in these components to include critical insight for the account, while not creating an unreasonable workload for...
Insights
Tuesday, November 7, 2017
No doubt, the volume of sales content has exploded in recent years—ranging from whitepapers, to case studies, to product overviews, to podcasts. But even though sales people continue to...
1-20 of 40 Results