The rich, multi-touch approach that leads to success in account based sales (ABS) isn't created in an instant — but the time and effort you invest in coordinating across every channel of your sales network really pays off. With that in mind, here's a look at five ways to make accurate forecasts as you adopt or fine-tune your ABS sales funnels, informed by insights shared at the SalesHacker 2018 Revenue Summit by Jaimie Buss, Vice President of Sales in the Americas for Zendesk, and Ran Xiao, Director of Sales and Customer Operations for Zendesk.Read More
What is an ICP?
If you’re running an account based sales or marketing program, it’s critical to spend some time defining your ideal customer profile (ICP). An ideal customer profile is a description of the company that’s a perfect fit for your solution — they benefit greatly from your product, and you also get significant value from having them as a customer.Read More
Account based sales (ABS) is an approach that allows you to focus on specific target accounts and collaboratively execute your sales strategy. This is a team effort where sales leaders, marketing, SDRs and AEs carry out orchestrated sales activities.
This is the first in a series of posts where we’ll examine how you can use Salesforce to ABS-enable your sales team — and where the limitations of Salesforce are.Read More
The 2010s have seen a meteoric rise in the power of technology and analytics for your sales department, creating a clearer picture of just what's going on inside your prospect's mind, company, and heart. From streamlining workflows to highlighting the human touch that is your most unique sales value, here's a look at the top five trends that will drive — and define — sales in 2018.Read More
Equipping your sales representatives with the best training, scripts, and contacts is a great way to get them started — but it's just that: a start. If you want your sales team to truly succeed, you must also give them the tools to keep evolving and fine-tuning their approaches, adapting what works for each client. The following four sales analytics give you the information to identify where your techniques succeed and where they can be improved, and to track how well those improvements work.Read More
But is it worth it? And in a world where time is money, why invest time and resources in making a big change?
Here are our 3 top reasons to make the switch from a traditional sales approach to ABS:Read More
Adopting a proactive social media approach makes a real difference to your customers and to your bottom line.
The modern sales professional faces a tricky conundrum in the digital economy.
On one hand, there are more tools than ever before that allow you to reach, understand, and interact with prospective customers. Yet, at the same time, consumers are overwhelmed with choice and have become slightly cynical and defensive about the sales process.Read More
The world of sales is always evolving, and so is the industry lingo. Here’s a helpful list of important account based selling terms so you can stay on top of industry trends — and maybe even impress your team!
1. Account Based Everything (ABE)
Industry definition: It is a strategic approach which involves the orchestration of personalized marketing, sales development, sales, and customer success efforts to drive engagement and conversion at a targeted set of accounts. (Source: TOPO)Read More
The Groove team recently attended EXCEED, a conference lead by Clari for sales ops leaders. We participated in interactive learning sessions, networked with some of the best and brightest in the industry, and swapped ideas to try to solve some of the biggest challenges we all face. We kept hearing one common theme throughout the conference: It’s getting harder to stand out, and it’s nearly impossible to follow-up with every inbound lead. So what can a rep do?
It’s time to take a more strategic approach to sales, and we’ve been thinking about account-based selling (ABS) quite a bit here at Groove. Chris, our co-founder and CEO, put together some tips for getting started with ABS. This infographic sums up his advice, but be sure to check out the full post on the Clari blog!Read More