AKOONU BLOGS
No Research? No Prospects
They say first impressions are everything. Yet spray and pray, numbers games and overly templatized outreach is rampant in account-based selling.
What did you say? 5 Steps to Better Listening
How can we listen better? Listening is arguably one of the most important skills in life. And for sales reps, the ante is even higher. Understanding what prospective buyers are saying—and what they aren’t saying—makes or breaks a sales reps ability to solve problems.
Does Sales Care About Buyer Personas?
Sales teams have long been taught to focus on finding their champions, influencers and decisions makers. That's why they read Challenger and other methodologies to help them learn to identify and engage the right people, in the best way and at the ideal timing. ...
Can Revenue Ops Fix Forecasting?
Forecasts are notorious for guesswork and being difficult to predict accurately. Forecasting seems to require nailing just the right fine-tuned mix of adjustments to better predict the revenue you’ll bring in. But do you have tools, software and processes to help...
6 Practical Ways to Make Deal Reviews Constructive
Why do some sales reps love fast cars? So they can speed quickly away from frustrating meetings with their manager. When sales reps or their managers are ill-prepared for deal reviews, everyone involved gets frustrated quickly. It’s too easy for these meetings to...
Buyer-Centric Selling
Being buyer-centric isn’t always natural to Sales. After all, Sales is working towards its own goals with defined processes and systems. So how can Sales find balance between their own needs and their buyers? Let's take a look. A common buyer-centric selling...
Sales Opportunity Management Defined
In recent years, the SalesTech Landscape has exploded. Many of these new products aim to add value to sales reps. In particular, there are a variety of SalesTech products, from sales engagement platforms to forecasting tools, that try to help the rep by pulling data...
Revenue is Your Job
And it’s mine too. Revenue is becoming everyone’s responsibility, and it’s time to think holistically about the revenue cycle. Revenue Operations is Changing Sales, Marketing and Success Teams As You Know Them. What is Revenue Ops? It’s marketing operations, sales...
The Secret to Successful ABM
Putting Account-Based Marketing strategy into action requires forward-thinking, technically minded sales & marketing operations all-stars. These sales and marketing ops roles have become the right-hand person of sales and marketing leaders. And that’s why...