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Sales Engagement
book

Sales Engagement

by Manny Medina, Max Altschuler, Mark Kosoglow
March 2019
Intermediate to advanced content levelIntermediate to advanced
240 pages
4h 31m
English
Wiley
Audiobook available
Content preview from Sales Engagement

Index

A

  • A/B testing, 63–86
    • case for, 64–66
    • continuous performance improvement and, 66
    • defined, 185
    • e-mail variables, 35–38, 67–83
    • examples, 67–83
    • hypotheses for, 67
    • “just checking in” mentions, 80–83
    • LinkedIn mentions, 76–79
    • longer vs. shorter e-mails, 72–75
    • revenue attribution and, 152
    • sales communication channels, 86
    • sequences, 60
    • success ratios for, 67
    • tough sell vs. soft sell, 68–71
    • variables to test, 63
  • Account-based customization, 19, 20, 23
  • Account-based Marketing, 150
  • Account-based plays, 117–119
  • Account-based Sales Development (ABSD), 88
    • marketing orchestration and, 119
  • Account-based sales strategies, 115–126, 182
    • decision makers and, 121
    • defined, 115–117
    • handoff and, 126
    • plays, 117–119
    • sales engagement technology and, 119–125
  • Account Executives (AEs)
    • defined, 185
    • funnel metrics and, 89–90
    • sales engagement and, xxii
    • Sales Engagement Platforms (SEPs) and, 155, 156
  • Account Managers (AMs)
    • omnichannel communication and, 62
    • as personas, 20–21
    • Sales Engagement Platforms (SEPs) and, 155, 156
  • Accounts
    • activation of, 91–92
    • customer relationship management (CRM) and, 155
    • research buckets, 25–27
    • Rule 5-2 for engaging contacts in, 25
    • targeted, high-value, 116, 117–119
    • working, 25
  • Account sourcing, 23–30
  • Action plans, 112–113
  • Activation
    • of accounts, 91–92
    • of contacts, 91–92
    • tracking, 92
  • Active tools, 146
  • Administrative tasks
    • selling time and, 4, 14, 70
  • AdTech, 150
  • Agoge team, 99–100
  • Alignment strategies, 127–141
    • attribution model, 130
    • bridge technology, 130–131
    • cross-team ...
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Publisher Resources

ISBN: 9781119584346Purchase book