by Lauren Oscarson | Jul 1, 2021 | Account-Based Selling
Lou Holtz, the legendary, always-quotable, football coach, once said, “On this team, we’re all united in a common goal: to keep my job.” Joking aside, Holtz didn’t win championships and awards without the help of a team working as one, combining different...
by Lauren Oscarson | Jun 25, 2021 | Account-Based Selling
Bigger isn’t always better; but in sales, it usually is. Every sales team wants bigger, more lucrative deals that help them retire quota faster and generate larger commission checks. But the larger the deal size, and the more lucrative the account, the more...
by Lauren Oscarson | Jun 3, 2021 | Account-Based Marketing, Account-Based Selling
Michael Porter, a venerated professor at Harvard Business School, once wrote: “The essence of strategy is choosing what not to do.” In other words, just because you can do something doesn’t mean you should. Knowing the difference can cause a sales department to...
by Lauren Oscarson | Apr 8, 2021 | Account Planning, Account-Based Selling
The most lucrative opportunities tend to come from major accounts – companies that have the highest amount of potential value. Yet, these deals tend to take longer than average. If you want to maximize sales revenue, you need to put a method to the madness....
by Lauren Oscarson | Mar 19, 2021 | Account Planning, Account-Based Selling
Landing a major enterprise account is a terrific achievement. And not just because of how complex the sales process is, but also because of how much opportunity enterprise accounts have for growth. Scaling an enterprise account is one of the best ways for a sales team...
by Lauren Oscarson | Feb 19, 2021 | Account-Based Selling, Sales Enablement
Last month, Prolifiq CEO Vrahram Kadkhodaian (aka VK) joined John Barrows, CEO of JB Sales, to discuss creative ways to sell into the C-Suite in 2021. At the end of the webinar, there were a few unanswered questions left behind. We’ve compiled them here along...
