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Relationship Mapping

Stakeholder Mapping Template

Stakeholder Mapping in 2024 In 2024, getting wider in accounts with consistent stakeholder mapping is important and is a vested interest for sales teams. More internal and external stakeholders are involved in sales cycles, and more eyeballs are scrutinizing spend and the return on your investments. The team’s success hinges on understanding and effectively engaging…

Account Planning

Prospecting Into Enterprise Accounts: The Key to Successful Selling

We had the pleasure of hearing from industry experts Jack Gallo, Tom Alaimo, and Mor Assouline, who shared their experiences, best practices, and strategies for effective prospecting. Whether you’re a sales professional looking for tips to improve your prospecting efforts or a sales leader seeking new perspectives, this blog post will provide you with valuable…

Account Planning

Strategic Account Management

Strategic Account Management in B2B   Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role. We will explore the key principles, strategies, and best practices that empower strategic account managers…

Account Planning

The ROI of Account Planning

The ROI of Account Planning   In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. In this blog post, we will explore the ROI of account planning, define…

Account Planning

2023 Guide To White Space Analysis

The Keys To Growing Your Key Accounts Understanding where there is an opportunity to grab additional revenue from your customers is a priority for every GTM today and is also referred to as a white space analysis. To generate revenue, companies need to have a good understanding of their customers and the market they operate…

Account Planning

B2B Cross Selling Strategies

Cross Selling Strategies Two strategies to drive revenue in the world of B2B sales and operations are cross selling and upselling. While they are often used interchangeably, they are two distinct strategies. Cross-selling is the process of offering additional products or services to existing customers that are related to what they have already purchased while…

Account Planning

Account Growth Strategy

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success. You can do this through account planning. To scale an account growth…

Account Planning

Sales Qualified Lead

Figuring Out Your Funnel As a sales manager or director, one of your key responsibilities is to ensure that your sales team is spending most of their time on the qualified lead or leads they get. With limited time and resources, it’s important to focus on the leads that are most likely to close and…