About
Articles by Elizabeth
-
4 Steps to CSM Capacity Planning and 1 Common Mistake
4 Steps to CSM Capacity Planning and 1 Common Mistake
By Elizabeth Italiano
-
Why Customer Success is Essential for Revenue Growth in Today's Economy
Why Customer Success is Essential for Revenue Growth in Today's Economy
By Elizabeth Italiano
-
The Reality of Proactive Customer Success
The Reality of Proactive Customer Success
By Elizabeth Italiano
Contributions
-
How can Account Managers stay motivated and energized?
It makes a big difference if you are working at a company with a product and within an industry that you are passionate about. If you get excited about the problem you are helping to solve, it’s way easier to stay energized. On the other hand, being bored by the industry, product and problem can lead to dissatisfaction and boredom. I’d also add to try and do time blocking. Task switching in any role is exhausting. Being mindful of blocking focus time in your calendar for things like account research and call prep in larger chunks of time as opposed to in the spare 20 mins you find here and there can make a big difference.
-
You’re considering a career in Sales Management. What can you do to increase your chances of success?
Become extremely proficient at pipeline management and forecasting. These are crucial in any revenue leadership role. Also, demonstrate that you are coachable and can also be a great coach to help develop a sales team to be a group of high performers.
-
Your sales team is underperforming. What can you do to turn things around?
Reviewing calls and leveraging tools like Gong can help here. You can quickly identify where and why the team is struggling. It helps identify skills gaps at the team level and the individual level which allows sales managers to tailor coaching and training. I also like to conduct win/loss analysis and see where deals are being lost and why. You can identify what trends are occurring, such as frequent losses to a competitor, that we can address to win more deals.
-
How can you use sales engineering tools to handle technical objections more effectively?
This is an indication that something may have been missed during the early qualification and discovery phase of the sales cycle. I'd ask diagnose questions to get to the root cause of the objection. I'd do this with all key stakeholders to understand objections at the individual level and identify who the advocates are and who the detractors are. I'd also anchor back to the overall business priorities and goals and how those impact each stakeholder. I'd work to get everyone aligned on how we can help them achieve their top goals and priorities.
Activity
-
Ranting a bit here in hopes that it saves a couple of future calls - and maybe a few reputations. Here’s the headline: ✴ If you are using AI to…
Ranting a bit here in hopes that it saves a couple of future calls - and maybe a few reputations. Here’s the headline: ✴ If you are using AI to…
Liked by Elizabeth Italiano
-
I was going to post about the CxXchange #SuccessHour session we have coming up-- I'm super excited about it-- Cinthia Silva and I built a Customer…
I was going to post about the CxXchange #SuccessHour session we have coming up-- I'm super excited about it-- Cinthia Silva and I built a Customer…
Liked by Elizabeth Italiano
-
My team is comfortable enough to disagree with me. As a CEO, you have a choice: Build a team that inflates your ego. Or Build a team that…
My team is comfortable enough to disagree with me. As a CEO, you have a choice: Build a team that inflates your ego. Or Build a team that…
Liked by Elizabeth Italiano
Experience & Education
-
What Not To Do
View Elizabeth’s full experience
See their title, tenure and more.
or
Licenses & Certifications
Recommendations received
4 people have recommended Elizabeth
Join now to viewMore activity by Elizabeth
-
...and before you know it, I'm at 4,000 followers!! Thank you everyone who is finding value / entertainment / information from what I'm posting. I…
...and before you know it, I'm at 4,000 followers!! Thank you everyone who is finding value / entertainment / information from what I'm posting. I…
Liked by Elizabeth Italiano
-
Using a Mutual Action Plan doesn’t earn you a gold star. Especially if those MAP meetings sound anything like the below 😅 A lot of times, reps…
Using a Mutual Action Plan doesn’t earn you a gold star. Especially if those MAP meetings sound anything like the below 😅 A lot of times, reps…
Liked by Elizabeth Italiano
-
I am an AE without an SDR (full cycle) and I am responsible for my own pipe gen. Time is of the essence and Clay has been very impactful to find…
I am an AE without an SDR (full cycle) and I am responsible for my own pipe gen. Time is of the essence and Clay has been very impactful to find…
Liked by Elizabeth Italiano
-
If you’re trying to pass off an ROI calculator as your “business case,” whelp… it’s probably hurting more than it's helping. The whole point of…
If you’re trying to pass off an ROI calculator as your “business case,” whelp… it’s probably hurting more than it's helping. The whole point of…
Liked by Elizabeth Italiano
-
The best things on Linkedin: -Ryan Reynolds posting witty comments and clips of his commercials -Actual content -Anything from Jen Allen-Knuth The…
The best things on Linkedin: -Ryan Reynolds posting witty comments and clips of his commercials -Actual content -Anything from Jen Allen-Knuth The…
Liked by Elizabeth Italiano
-
Over analysing to achieve perfection can be highly damaging if not kept in check! 🎯 I know it is something that I have always struggled with...and…
Over analysing to achieve perfection can be highly damaging if not kept in check! 🎯 I know it is something that I have always struggled with...and…
Liked by Elizabeth Italiano
Other similar profiles
Explore collaborative articles
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
Explore MoreOthers named Elizabeth Italiano
8 others named Elizabeth Italiano are on LinkedIn
See others named Elizabeth Italiano