Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Red Star Kim

MARCH 1, 2024

Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training. We used force field analysis to consider the factors working for (the benefits) and against (the barriers and obstacles) the change. That’s the nature of the often long and protracted sales cycles in professional services.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. Why are questions so important? Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Showpad

JANUARY 12, 2023

Meet Ljiljana Budimir Vukicevic , Sales Enablement Digital Capability Lead at Schneider Electric. In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. .

Digital Transformation 59

Digital Transformation Management Digitalization Sales 59

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. But for storytelling to be truly effective in sales, your sales professionals have to nail both the timing and the delivery. Benefits of Storytelling in Sales There are quite a few reasons why storytelling is a natural fit for sales.

Sales 75

Sales Decision-making Sales Training Communication 75

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Upland

JANUARY 26, 2020

How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? However, account planning is one of the most underused strategies in the sales arsenal. After all, account planning isn’t just about increasing sales. But what do we mean when we say account planning? Communication.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 76

Onboarding Sales Sales Training Communication 76

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success.

Sales 52

Sales Software Software Account Planning 52

Strategic Account Management Association

JULY 13, 2021

This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption? We have seen seismic shifts in industries like events and hospitality that have been devastated by the pandemic. Customer-buying behaviors have also reshaped Amazon and other retailers in delivering everyday goods.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Sales Training 132

Sales Training Sales Decision-making Communication 132

Brooks Group

MAY 2, 2023

The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. Sales professionals must do everything in their power to create alignment with the customer’s buying agenda or process.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Mike Kunkle

AUGUST 20, 2019

One of the things that’s been on my mind lately is the difference between education, learning, development, and training as they relate to sales talent development organizational learning strategies for Sales. Let’s start with those definitions. The Definitions. From Dictionary.com: [link]. From Dictionary.com: [link].

Sales 130

Sales Acquisition Publishing Sales Training 130

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Construction 98

Brooks Group

MARCH 6, 2023

What Is Sales Coaching? Sales coaching is the practice of evaluating and instructing salespeople one-on-one to improve productivity and ensure strong success through coaching sessions. Why Is Sales Coaching Important For The Growth Of Business?

Sales 52

Sales Sales Training Sales Management Facilitation 52

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer.

Sales 52

Sales Account Management Stakeholders CRM 52

Corporate Visions

JULY 30, 2020

Situational Enablement has tremendous benefits for your organization. Imagine being able to ready your sales force to respond to urgent threats or opportunities in weeks, instead of waiting months. But realizing the power of Situational Sales Enablement requires a new approach to training and coaching your salespeople on new skills.

Decision-making 89

Decision-making Sales Training Software Software 89

Strategic Account Management Association

AUGUST 10, 2021

SAMA’s and ZS’s The State of Sales Compensation for SAMs is the most comprehensive compensation survey of SAMs and KAMs available anywhere. SAMA’s and ZS’s The State of Sales Compensation for SAMs is the most comprehensive compensation survey of SAMs and KAMs available anywhere. About the Report. Email Joel Schaafsma.).

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

MTD Sales Training

DECEMBER 2, 2018

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. Put together sales processes that unmistakeably and explicitly define expectations for your sales team. It’s just not possible. Happy Selling!

Sales Management 89

Sales Management Management Sales Sales Training 89

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Brooks Group

OCTOBER 19, 2022

Sales training typically accomplishes one of two things. . This becomes increasingly important for companies who rely on the joint efforts of Marketing, Sales, Account Managers, and Customer Service, not to mention all the people managing all those departments, to reach their goals. The Different Roles Within a Sales Team.

Sales Training 84

Sales Training Sales Account Management B2C 84

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Arpedio

MAY 25, 2021

How to raise the level of your entire (virtual) sales force. How to raise the level of your entire (virtual) sales force. ? Back to blog. Do you know how to successfully navigate the increasingly complex world of virtual selling and coaching? May 25, 2021. Download the full article here. Ulrik Monberg | May 25, 2021.

Virtual Selling 52

Virtual Selling B2B Account Management Innovation 52

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. Sell the benefits – What’s the value in a M&BD plan? The agency explores the needs, undertakes diagnostics and proposes a strategy which they cost and submit to the client for approval. That’s our professional training.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. The challenge is that there are no one-size-fits-all solutions for sales training.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Brooks Group

MAY 24, 2023

In short, your perceived benefits must outweigh the perceived price and emotional cost associated with buying. As a sales manager, you need to make sure your team knows how to uncover the customer’s wants in addition to their needs. That want is a powerful perceived benefit. Building out your value formula.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Insightly

APRIL 13, 2021

5 steps to build a sales process that mirrors the buyer journey (Part 2). How to future-proof your sales process & avoid failure (Part 3). This is part 1 of a sales process blog series based on conversations with Insightly VP of Sales, Mark Ripley. What’s the ideal sales process for your business?

Sales 52

Sales Construction Acquisition Decision-making 52