<img src="https://ws.zoominfo.com/pixel/4z2e82sWyhmveGlCzuJa" width="1" height="1" style="display: none;">
Untitled presentation (1)
July 28, 2020

Best Practices for B2B Sales - Account Management

This blog may be a little controversial.  Many blogs and white papers talk about account management as a sales function.  Sales reps target accounts to sell to.  They then flush out sales opportunities within the account and work on closing those opportunities.  At TopOPPS we take a broader approach to account management.  We believe account management starts with marketing.  It includes both marketing and sales. ...

Sales Funnel, Marketing Funnel, sales best practices, sales opportunity management, sales account management

April 29, 2015

3 Ways to Prevent Zombies in the Middle of the Funnel

Flawed thinking has it that there’s nothing important or exciting about the “middle.”  Just ask Jan Brady or any nose tackle on a defensive line.  But the middle of your sales funnel is really important – opportunities have to be watched and decisions made based on status and progress.  Which ones will make it?  Which ones will fall out? What’s my next step?  The decisions we make on opportunities in the middle of the pipeline will prevent surprises later and will help us to put the right resources on the right deals at the right time.  If we don’t make the right decisions, or worse, neglect these deals, it usually results in fallout, or what I call “zombie” deals that linger around cluttering up the pipeline. These zombie deals steal time away from us on thought process, manager conversations and important resources.  If we do go about it the right way though, more closes, faster cycles and accurate forecasts happen. ...

Ideal Customer Profile, Sales, TopOPPS, CRM, Sales Executives, Blogs & guidebooks, Sales Funnel, Sales Pipelines

  • 1

Subscribe to our newsletter!

Lists by Topic

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos