For Account Based Sellers (ABS) and Account Based Marketers (ABM) the amount of irrelevant, vacuous content being created by businesses presents a huge opportunity to get noticed.  With inboxes, social feeds and voice mails drowning in content that is neither wanted nor asked for, to suddenly come across a piece of relevant, personalized content is a rare experience.  It’s why, with the cacophony of marketing and sales ‘noise’ so loud, anything that stands out has a significant chance of grabbing customer interest.

The success of any enterprise sales team – whether that is defined by expanding key accounts, increasing win rates, or improving forecast accuracy – has a direct correlation to how well you know your customer and how effectively you can translate that knowledge into an actionable plan.

To do this, it’s critical to place the complex landscape of strategic accounts in a visual context. Visualization helps sales teams and managers more rapidly and completely comprehend the multi-dimensional account landscape. It makes complex data more accessible, understandable, usable – and most of all – actionable.

CRM systems were thought to be the Holy Grail of business process improvement. For much of an organization, they are a great way to manage all the details for any given customer account. However, ask any sales rep about their customer relationship management (CRM) platform and you’ll likely hear a lot of groaning and complaints. …

In a sale, even when you know who the stakeholders in the buying group are and what each brings to the table in the form of needs, biases, and personalities, your work is not quite done. The task of communicating the right information to each stakeholder still lies ahead. Changes to the buying group have fundamentally altered …

3 Fundamental Steps for Making The Number in Complex Sales The one thing that has always been a major concern for B2B sales organizations, if not the major concern, is making the number. Of particular concern to the CEO’s and sales leaders I speak to is the inconsistent and unpredictable performance of their sales teams. They don’t …