Arpedio

FEBRUARY 15, 2024

The session covers everything you need to know about empowering sales leaders, applying Account-Based Selling (ABS) technologies and AI in Salesforce ecosystems, and the crucial interplay between technology, trust, and the future of B2B interactions.

B2B 52

B2B Account Planning Facilitation Sales 52

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

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 92

Sales Decision-making Sales Training Sales Management 92

Red Star Kim

FEBRUARY 21, 2024

Toddlers are well-known for responding to everything with “ Why?” Mahatma Ghandhi is attributed as saying “If you don’t ask, you don’t get”. They may think that they should already know the answer. They may be concerned that the answers may take them into a conversation where they know little. (Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Hubspot Sales

JANUARY 26, 2023

We'll cover everything you need to know about starting an online business and digital entrepreneurship examples to help you along your journey. Get ready to learn about healthcare, contracts, and accounting — all of which have their own departments in larger companies. What is digital entrepreneurship?

Digitalization 97

Digitalization eCommerce Finance Internet 97

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. See also What is a sales pipeline — and how can you build and optimize yours?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. So many “motivation quotes” essentially summarize the message as: it doesn’t matter how you start, as long as you finish strong. The sales professional and customer both have agendas.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Brooks Group

JANUARY 8, 2024

You can’t manage what you don’t measure. This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. 5 Signs You’re Measuring Too Many Sales Metrics 1.

Sales 96

Sales Sales Training B2B Organization 96

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. But opportunities can be much more than that.

Management 52

Management CRM Sales Decision-making 52

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Nutshell

SEPTEMBER 14, 2023

If you want to learn how to manage a sales pipeline for an IT company, you’ve come to the right place. Every IT company needs a constant flow of leads and potential customers to stay afloat and grow. That’s where a sales pipeline comes in. But your sales pipeline can’t run itself. Just keep reading to learn more!

Management 62

Management Prioritization CRM Sales 62

Scovel

SEPTEMBER 22, 2021

It’s more than just creating a blog or social media account. Embodying your brand with a blog allows customization. Build your brand by word of mouth: Your readers can become your best brand evangelists by helping you get your message across and your presence across their network. .” Facilitates dialogue with users.

Organization 84

Organization Media Digitalization Internet 84

Clarity Engagement Solutions

FEBRUARY 12, 2021

Oh no, 2021 has started and our plan is already outdated! In 2020 most pharmaceutical companies continued their strategic planning as if by 2021 everything would be back to normal. We know of several companies that are doing great, DESPITE what 2020 threw at them. Get everyone on the bus. Sounds familiar?

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

PandaDoc

AUGUST 9, 2023

The best LinkedIn users get endorsements, post regular content, and stay active. Optimizing your LinkedIn profile should be a continuous process which involves everything from your URL and images on your profile to effectively displaying your core skills. Hire a pro or get some help from a colleague. What is a LinkedIn profile?

Value Proposition 83

Value Proposition e-Learning Government Digitalization 83

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. Tell us about your current role as Sales Enablement Lead at IFF and how it’s changed in the last year.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Brooks Group

MAY 17, 2022

I believe most business leaders are in a place similar to where they were when the pandemic started. . Since then, more macro events have started to pop up, almost like an unwinnable game of Whack-a-mole! . I know this all sounds bleak but bear with me. The best part is you already know how to do it! I have a hypothesis.

Supply Chain 87

Supply Chain Co-Creation Facilitation Sales 87

PandaDoc

APRIL 5, 2023

There’s a simple reason behind automating sales processes — less time spent on low-value-added activities results in more time spent on actual selling. That goes for the rest of your sales team stuck following established steps — how much of that time could they have spent doing something more productive than administering routine tasks?

Sales 52

Sales Logistics CRM Prioritization 52

Clarity Engagement Solutions

JANUARY 6, 2021

What has all this to do with Pharmaceuticals and the need to change the way we interact with and engage healthcare stakeholders? Well, everything! We should know by now; we work with several of them. We discussed this step in our previous blog. Get everyone on the bus. This discovery won the Nobel prize.

Healthcare 91

Healthcare Stakeholders Digitalization Management 91

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 23, 2022

Back to blog. Attention all Sales enthusiasts and Key Account Managers! We have been working on a little something that is guaranteed to make your opportunity assessment life easier - especially if your sales methodology is built upon MEDD(P)IC(C). Start free trial. Hand in hand with Salesforce. Share on facebook.

Key Account Management 52

Key Account Management Account Management B2B Innovation 52

Nutshell

DECEMBER 7, 2023

Whether you’re making videos for YouTube or creating a new company blog, you need to target the right keywords to help your pages rank. The importance of keyword research tools If you want to have success with your content, you need to know what keywords to target so you can rank for them. Semrush Price: Starting at $129.95/month

Artificial Intelligence 62

Artificial Intelligence CRM Internet Marketing 62

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Sellers, however, tend to view their success point as the sale.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Brooks Group

JANUARY 10, 2023

One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. All Prospects Start as Suspects. To put it plainly, suspects need to be qualified.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Scovel

SEPTEMBER 22, 2021

It’s more than just creating a blog or social media account. Embodying your brand with a blog allows customization. Build your brand by word of mouth: Your readers can become your best brand evangelists by helping you get your message across and your presence across their network. .” Facilitates dialogue with users.

Organization 59

Organization Media Digitalization Internet 59

Janek Performance Group: Account Planning

OCTOBER 25, 2023

We assume, if they’re buying, they don’t need attention. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. It’s putting their needs ahead of the sale to form long-term relationships. Clearly, sales organizations need to improve account planning.

Account Planning 52

Account Planning Decision-making Communication B2B 52

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business. 5 ways to tell when you should use lead generation or sales prospecting. What is sales prospecting?

Sales 98

Sales Decision-making Small Business Meetings 98

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%. Structure feedback.

Sales Management 78

Sales Management Management Sales Meetings 78

Arpedio

JULY 4, 2022

Back to blog. Everything that we do - and why the psychology of sales is so important - is an extension of who we are, where we've been, and how we've succeeded and failed. It starts on the most primitive level: the need to connect. Anybody in sales or in life ideally wants to connect. Fear in sales.

Account Management 52

Account Management B2B Decision-making Communication 52

Hubspot Sales

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier. Need to know how your salespeople are doing?

CRM 127

CRM Communication Decision-making Profitability 127

Zendesk

JANUARY 5, 2022

Every salesperson is eager to hit their monthly quota—the more sales, the better. But the road to that finish line is reliant on a set of key players: sales leads. Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect.

Publishing 105

Publishing Sales Media CRM 105

Brooks Group

SEPTEMBER 7, 2023

I was once interviewed by a company that wanted me to start a new business unit. The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The success of any substantive change to your sales approach relies on company-wide buy-in.

Account Management 52

Account Management Management Account Planning Sales 52

Hubspot Sales

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? Did you know that most SDRs require 4.1 That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team. Use a sales training template. Get your team to do the same.

Management 120

Management Sales Management Sales Training Meetings 120

Nutshell

MAY 21, 2021

Let me tell you about the last time I got fired: From October 2007 to December 2014, I managed a mixed martial arts blog that I won’t name here, because it’s been almost completely scrubbed from the internet by this point. By the end of my tenure at the blog, my salary was about $85,000/year.

Marketing 62

Marketing Publishing Media Internet 62

LinkedFusion

OCTOBER 12, 2022

How can you use LinkedIn for sales? Are you still trying to figure out how to do sales on LinkedIn or how you can make LinkedIn work for you as an outreach platform for your organization? Well, here is a blog where our VP of sales has shared interesting insights about how he and his team mates use LinkedIn to sell!

Sales 52

Sales Account Management Communication Organization 52

Scovel

SEPTEMBER 22, 2021

It’s more than just creating a blog or social media account. Embodying your brand with a blog allows customization. Build your brand by word of mouth: Your readers can become your best brand evangelists by helping you get your message across and your presence across their network. .” Facilitates dialogue with users.

Organization 52

Organization Media Digitalization Internet 52

Nutshell

FEBRUARY 21, 2023

Managing customer relationships is one thing, but what about managing the customer lifecycle for each person you work with? Customer lifecycle management is an important strategy all businesses should be practicing because it helps foster long-lasting relationships with customers and inspires brand loyalty.

Management 62

Management Acquisition CRM Customer Life Cycle 62

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans. Table of Contents 1.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52