Category - "sales-acceleration"
Solutions Selling: The Four Most Effective Sales Tools
- Sales Acceleration, Most Recent Blogs
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Sales executives at many companies that are making the shift from a pure product focus to a more solutions focus have discovered that the process of getting the sales force to successfully sell solutions is much more challenging than they had imagined. Their first initiative is generally to either[...]
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Solutions Selling: Four Key Steps to Develop the Accidental Account Manager
- Sales Acceleration, Most Recent Blogs
- Four Key Steps to Develop the Accidental Account Manager, Steps to Develop the Accidental Account Manager, Developing the Accidental Account Manager, Building relationships with top executives within the account, Negotiating key deals, new business opportunities inside the account, Managing change and adversity within the account, M&A activity, change in leadership, technological disruption, Four Critical Tools for Accidental Account Manager Skills Improvement, Tools for Accidental Account Manager Skills Improvement, Accidental Account Manager Skills Improvement, Solid Solutions Selling Foundation, Focus on the Three P’s of the C-Suite, People Power Politics, Shadowing and Mentoring, Create a Career Path
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One of the keys of successful solutions selling in Develop the Accidental Account Manager is having experienced, well rounded talent in key sales roles. When it comes to managing your top accounts—the crown jewels of your customer base—the capabilities of the account managers will often be the[...]
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How to Choose Winning Sales Plays in Your Solutions Business
- Most Recent Blogs, Sales Acceleration
- Sales play, Sales Acceleration, Sales play selection, Winning Sales Plays
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It’s that time again when marketing departments are being asked to quickly churn out Playbooks to increase sales productivity and focus the sales force on selling strategic solutions.
All too often, however, playbooks do not produce the outcomes desired by sales or marketing. In our[...]
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Key Account Marketing - 4 Lessons from the Field
- Sales Acceleration, Most Recent Blogs
- Sales play, Sales Acceleration, Sales play selection, Winning Sales Plays
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Guest Blog post: Mike Peters, Managing Director - Whitespace Consulting Group and an Associate of Solutions Insights
I recently participated in the Solutions Insights research on Key Account Marketing Programs. The research project made me think of my own experiences designing and implementing a[...]
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Solutions Marketing Campaign Launch – Getting the Sales Force Ready to Sell Successfully
- Most Recent Blogs, Sales Acceleration
- Sales launch strategy, Asset Development and packaging, Launch Communications and Training, Marketing Campaign Launch, Sales force readiness, Solutions campaign, Solutions campaign elements, Solutions difference, Solutions marketing campaign launch, Solutions sales launch process in CategorySales Acceleration
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Many of the solutions-oriented companies we’ve worked with have finely-tuned processes to bring solutions to market. But getting the sales teams and partners ready for that launch—and preparing them to sell the new solutions successfully -- are often overlooked as the marketing team focuses[...]
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Solutions Marketing: 6 Keys to Creating a Playbook that Solutions Salespeople Will Use
- Sales Acceleration, Most Recent Blogs
- Playbook, solutions marketing, Sales playbook, Complex Selling, Customer Business Problem, Customer Focused, Interactive Playbook, Sales force, Sales management, Solutions Selling in CategorySales Acceleration
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Sales Playbooks have been around a long time, but there seems to be a new resurgence of interest in using Playbooks to support solutions sales.
In our work with companies who have invested in solutions-based Playbooks, we believe paying attention to the following elements will significantly[...]
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Is sales enablement dead?
- Most Recent Blogs, Sales Acceleration
- sales, Forrester, ITSMA, ISBM, socialmedia, Selling, IDC, Sales Support, SAVO, Enablement, Solutions Marketing Education MBA Hult in CategorySales Acceleration
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Sales Enablement is a huge topic in B2B these days. You can spend all day every day and still barely scratch the surface of all the dialogue, debate, and events exploring the "real" meaning of sales enablement, who is doing it well, what tools are most useful, and how social media will[...]
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It's all about lead gen now...or is it?
- Most Recent Blogs, Sales Acceleration
- ibm, Lead Generation, IDC, Leadgen, Smarterplanet, Thought Leadership in CategorySales Acceleration
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Rich Vancil, head of IDC's CMO Advisory Service, provided a great state of the tech marketing union this week at the IDC DIrections conference in Boston. It's not great, of course, with IDC projecting 10% marketing budget cuts for 2009 -- which pretty much validates what I've been hearing[...]
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