I've been intrigued by all of the LinkedIn posts lately from sales professionals, leaders, and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and are encouraging salespeople to “phone a…
On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is…
An Account Prioritization System will help you avoid wasting time with customers that have the lowest growth potential and instead, focusing your time on the right customers at the right time. You already know that making money in business is…
How To Follow Up When Your Prospect Is In A Holding Pattern Although the buying decision may be a priority for you today, it can be pushed to the bottom of the list tomorrow when your contact has a more…
When Evaluating Clients, Fit Matters The wrong clients can poison the well, and put your organization at risk. There are eleven questions that will help you evaluate potential and existing clients. Sometimes things just aren’t meant to be. We’ve all…
Answer These 4 Questions To Guarantee Sales Pipeline Accuracy When the end of the quarter is approaching, what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not? When…
How Poor CRM Management Leads To A Poor Customer Experience Neglecting CRM management can be a fatal mistake. Opportunities will fall through the cracks and you might end up treating existing clients like they aren't already customers. Make sure that…
On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Balance Prospecting and Account Management Maggie is a member…
The Fine Art of Blending Text Messaging Into Your Account Management Process I love blending text messaging into my account management process. As a communication tool, it’s fast, efficient, less formal than email, and allows for arm’s-length, nonintrusive, synchronous communication…
As salespeople, we’re always looking for ways to provide value to our clients, always trying to differentiate ourselves from the competition, and always working to build customer loyalty. We all want to be indispensable to our clients. Insider Intelligence The…
In an economic crisis, retaining customers is job number one. You need to do whatever it takes to keep competitors at bay and work with your customers to ensure that they remain your customers. You will need them when the…
Realizing that the familiar buyer who calls you a friend is more likely to buy around you to avoid the appearance of favoritism, you must take your presentation to them far more seriously than you would otherwise. I was sitting…