Account-Based Selling

Rapid developments in technology are allowing businesses to think more about accounts and less about leads when it comes to their sales process.

  • Jason Paquette

    Jason Paquette

    Making Sales Teams Picture Perfect

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  • Introducing Ops-Stars: The Unsung Heroes of the B2B Sales Process

    Introducing Ops-Stars: The Unsung Heroes of the B2B Sales Process

    The obvious question is, “What’s an Ops-Star?” Well, Ops-Stars at B2B companies are: The operations professionals who build the revenue-generating engine The fixers who remove obstacles for sales...

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  • Now and Later: Evaluating Sales Tools

    Now and Later: Evaluating Sales Tools

    You’re in pain. You want relief. Now. There’s trouble in your sales process. It’s hurting the business . . . and left you with a throbbing headache. That’s why you’re evaluating sales tools from...

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  • A Tale of Three Sales Processes

    A Tale of Three Sales Processes

    The challenges for sales and marketing operations pros never end. Dirty data. Frustrating tools. Inefficient workflows. Turning a revenue-generating machine into a well-oiled engine isn’t easy....

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  • Competing Sales Ops Roles: Fixer Versus Strategist

    Competing Sales Ops Roles: Fixer Versus Strategist

    When the research firm TOPO holds periodic gatherings for sales operations professionals, the sessions typically start with a question for the group. What is the biggest challenge that you’re...

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  • How to Optimize Your Opportunity Amounts

    How to Optimize Your Opportunity Amounts

    A deal closes. The gong sounds. And after the clapping ends, what’s one of the first question everyone asks? How much is it worth? That number can be a little complicated. Sure, a deal might be...

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  • Solving the Complexity of Routing Leads Within Salesforce

    Solving the Complexity of Routing Leads Within Salesforce

    It’s a question that I often hear asked by sales leaders: How should we handle our prospects within Salesforce? In fact, it was posed again recently on Modern Sales Pros, which is an online forum...

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  • If It’s Not in Salesforce, It Didn’t Happen

    If It’s Not in Salesforce, It Didn’t Happen

    If a tree falls in a forest and nobody is there to hear it, does it make a sound? That’s not an existential riddle often discussed among sales teams. But a less philosophical question is pondered...

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  • Pioneering ABSD with Lars Nilsson of Cloudera40:14

    Pioneering ABSD with Lars Nilsson of Cloudera

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  • Connecting Workflow Rules to Picklists in Salesforce

    Connecting Workflow Rules to Picklists in Salesforce

    One of the great features in Salesforce is all the different ways you can use Picklists. They’re great, simple ways to auto-populate information that streamlines Salesforce so it’s easier to use....

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  • Linking Together Two Picklists in Salesforce

    Linking Together Two Picklists in Salesforce

    One of the most straightforward definitions in the entire Salesforce glossary is the Picklist. As in, you pick a single value for a specific field from a drop-down list. Picklists make it easy to...

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  • Divide and Conquer: Managing Territories

    Divide and Conquer: Managing Territories

    The three things that matter most in real estate are supposed to be location, location, location. And when you think about it, that philosophy translates to business. Only substitute location with...

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  • A Lead's Journey to Find the Right Home

    A Lead's Journey to Find the Right Home

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  • Rules of the Road for a Sales Team

    Rules of the Road for a Sales Team

    Just think if a four-way intersection was missing the traffic light. What would happen? Nothing good, said Jonathon J. Leon Guerrero. “Everyone would wonder, ‘Do I have the right of way?’” said...

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  • The Importance of Walking in The Shoes of Sales

    The Importance of Walking in The Shoes of Sales

    Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. Then he quickly worked his way to Account Executive. These days, as a manager, he’ll still...

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  • Lars Nilsson

    Lars Nilsson

    The Man Behind the Account-Based Sales Development Story

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  • ADR Efficiency Gains with LeanData

    ADR Efficiency Gains with LeanData

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  • LeanData View

    LeanData View

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  • How LeanData Never Loses a Lead

    How LeanData Never Loses a Lead

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  • Welcome to the Sales Operations Era

    Welcome to the Sales Operations Era

    For the longest time, Jonathon J. Leon Guerrero had trouble figuring out just the right analogy to help explain what he did in his job. After all, who really understands what you mean when you...

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