Strategic Account Management Association

JUNE 1, 2021

This same belief rang true in the world of sales training. In the past, sales has done a disservice by being in the business of creating human doings not human beings. You do not treat others in shameful and blaming ways when they make mistakes. Integrity : You keep promises and own up to your mistakes. Comment below.

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Brooks Group

JUNE 26, 2023

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. A recent study by Accenture found that every dollar spent on training got a $4.53 What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Brooks Group

APRIL 23, 2024

As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides. This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Mike Kunkle

APRIL 8, 2023

(Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) They should be well documented in your CRM, preferably with a scoring system. .”

B2B 211

B2B Decision-making Sales Stakeholders 211

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. 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.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

MTD Sales Training

DECEMBER 12, 2016

How do you make a decision? Many of us have, and have used the facts behind decision-making in identifying how they should work with clients. Actually, most people make decisions at a deep psychological level without really identifying how the process is taking shape. Ever thought about it?

Decision-making 48

Decision-making Sales Training Sales Marketing 48

MTD Sales Training

SEPTEMBER 17, 2013

Decisions, decisions… ah, there’s a dilemma inside every choice for everyone! The way decisions are made can tell you a lot about the personality of a person. People’s decision-making criteria will always give away a lot of information, as they help you understand their beliefs, values and behaviours.

Decision-making 48

Decision-making Suppliers Profitability Sales Training 48

Brooks Group

MARCH 25, 2024

The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. The IMPACT sales training program begins with a sales assessment of each participant to understand their behavioral patterns, communication styles, and decision-making processes.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. A great story can make a presentation compelling enough for people to act. This is powerful because emotions (not logic) drive most consumer decisions.

Sales 96

Sales Decision-making Sales Training Communication 96

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

MTD Sales Training

SEPTEMBER 18, 2013

In Part One of this series, we identified a reason why your buyers make decisions, either by moving away from a painful scenario or by moving toward a beneficial one. Buyers make decisions based on a series of criteria that makes sense to them. They use feedback and data to justify decisions.

Decision-making 48

Decision-making Suppliers Sales Training Sales 48

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. The Foundation – Commercial Effectiveness Defined Commercial Effectiveness is the strategic alignment of product, marketing, demand generation, sales enablement, and customer service/experience.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Brooks Group

JULY 27, 2023

Getting hyper-focused on the characteristics of a qualified prospect, and understanding the characteristics of a legitimate sales opportunity, is at the core of everything we do at The Brooks Group. Your sellers should quickly be able to qualify sales prospects. Could you describe the process you will be using to make this decision?”

Decision-making 87

Decision-making Sales Training Sales Meetings 87

MTD Sales Training

MAY 3, 2011

So what are the main reasons why buyers make decisions to buy? But if you want to make the prospect look at you as a needed supplier, you require a closer working relationship, and that starts with your preparation in gathering information about the company to show how you can help them achieve their goals. Happy Selling!

Decision-making 48

Decision-making Suppliers Sales Training Sales 48

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. When gaps are identified, create a training plan to close the gaps.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

MARCH 31, 2023

For you, you need to wade through and master the complexities, to make things work. It’s certainly fine to make things as simple as possible for others – who are just telling time or driving the car, but you – Mr. and Ms.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

APRIL 25, 2024

Benefits of Long-Lasting Customer Relationships In today’s highly competitive business environment, the success of a company often hinges on how well its customer-facing teams—sales and customer service—cooperate. Alignment (or lack) between customer success and sales alignment can make or break the customer experience.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Brooks Group

APRIL 10, 2024

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. Here’s how sales teams can improve their prospecting efforts.

Sales 88

Sales Media B2B Publishing 88

Brooks Group

MARCH 7, 2024

Instead of pushing a specific product, sales professionals use a consultative sales process, ask open-ended questions , and actively listen to uncover needs and pain points before recommending a solution. Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Aligned With Strategy Focus on KPIs that show progress toward your sales goals. Make sure each KPI you track directly contributes to the outcomes you want.

Organization 84

Organization Account Management Sales Sales Training 84

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. You mentioned training is part of your focus this year.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Brooks Group

MARCH 21, 2024

Needs & Buying Process = 2nd Most Effective In addition to understanding the buyer’s needs, this approach explores their buying process, decision-making criteria, and potential roadblocks or objections. Training should emphasize the importance of genuine curiosity and empathy in the sales process.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. And you must assess and make go-forward decisions considering these realities. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

MTD Sales Training

JUNE 4, 2019

he customer can make the connection between the product and the savings he will make, or the benefits they will get for the extra investment. In other words, we make the value they will receive very clear from the outset. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Decision-making 102

Decision-making Sales Training Marketing Sales 102

MTD Sales Training

FEBRUARY 11, 2020

However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. 1 – “Does that make sense for your business?”. Does that make sense for your business? ”. Does that make business sense to you?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Brooks Group

MAY 2, 2024

Social Skills Social skills are the ability to be socially aware, make meaningful connections, build rapport , and maintain relationships over an extended period of time. Social Skills: Do they make eye contact? A comprehensive EQ assessment will allow your team members to gain self-awareness and make better decisions.

Emotional Intelligence 84

Emotional Intelligence Sales Decision-making Sales Training 84

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% Attend sales training.

Sales Training 139

Sales Training Sales Decision-making Communication 139

MTD Sales Training

APRIL 23, 2019

We all know that sales are based mostly on emotion and the decision is backed up with logic. Your Sales Manager and Sales Director will most likely ram USP’s down your throat so you can discuss them with your prospects. Can your product/service make the prospect: * Feel important. MTD Sales Training | Sales Blog.

Decision-making 97

Decision-making Sales Training Sales Management Management 97

MTD Sales Training

OCTOBER 5, 2018

No, but maybe they are claiming to have more power than they really have in the decision-making process. Either way, it makes you look silly when you are attempting to close with someone who actually doesn’t have the authority you had originally assumed. 2) Make sure your research is complete and accurate. Happy Selling!

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

Brooks Group

APRIL 4, 2023

Sales Leadership: Qualities Of A Sales Leader To be an effective leader, you need to make appropriate strategic decisions that fit within your organization’s vision and goals. What Are The Qualities of Successful Sales Leaders? Sales leaders have to be able to make tough decisions quickly and effectively.

Sales Leadership 52

Sales Leadership Leadership Emotional Intelligence Sales 52