Mike Kunkle

JULY 4, 2022

I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. Leaders have a key responsibility in sharing the change story and inspiring and gaining support from front-line managers and employees. As a friend of mine says, “Don’t hear what I’m not saying.”

Sales Management 130

Sales Management Management Sales Sales Training 130

Red Star Kim

MAY 16, 2023

Keys to Assertive Communication Assertiveness is the ability to stand up for what you believe while staying calm and positive and respecting others’ views. Make your request direct instead of non-direct such as “ Will you please have that finished by today” instead of “Do you think it will be done by today?” And Why Should You Care?

Communication 130

Communication Brainstorming Decision-making Marketing 130

Mike Kunkle

FEBRUARY 5, 2023

increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? Guess what? .” ~ CSO Insights 2019 Sales Enablement Report (p.

B2B 198

B2B Sales Decision-making Negotiation 198

AchieveIt

OCTOBER 17, 2023

To accelerate execution and move from a reactive organization to a proactive one, strategy leaders need to develop a system that effectively doles out responsibility — that’s where accountability comes in. In This Article How to Use Accountability to Amplify Execution Excellence What Happens Without an Accountability System?

Leadership 52

Leadership Communication Stakeholders Organization 52

Red Star Kim

AUGUST 1, 2023

Challenge assumptions – Why do we need fee-earners to engage in the M&BD planning process? Why do we need fee-earner involvement in the M&BD planning process? 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? Avoid jargon.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team?

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

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. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Brooks Group

SEPTEMBER 14, 2023

Sales leaders choose the best approach to fit the needs and learning styles of their team members. Sales leaders target coaching efforts based on observations of sales professionals’ activities in the field and/or analysis of recorded calls. Tactical Sales Coaching This is data-backed coaching that focuses on sales tactics.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? Every sales leader understands there are pitfalls to building a sales strategy. Pitfall 1: Not Setting Clear Strategic Priorities The first pitfall of sales strategy is not setting clear priorities. Ask yourself, what is it we endeavor to be? And why do we want to be that?

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? A sales goal tells the manager what they are driving toward. It provides direction, giving the manager a “what” but not a “how”. . We’ll explore what those are in a moment, but for now just know that as a manager, you must identify, teach, and monitor the behaviors that drive results. .

Sales 77

Sales Sales Leadership Leadership CRM 77

Brooks Group

MARCH 27, 2023

So how do you motivate your team to hit those sales targets? This blog will discuss how to encourage motivation in your organization and get you over the rough patch. When you consider the fact that less than 25% of all workers feel excited about their job, you can see what an important part this form of team encouragement plays.

Sales 52

Sales Sales Training Construction Communication 52

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. The takeaway is clear: organizations aiming for improved performance and revenue growth must invest in high-quality coaching, both in terms of quantity and quality.

Sales Management 78

Sales Management Management Sales Meetings 78

Red Star Kim

SEPTEMBER 6, 2022

What books would you recommend for internal communications in professional services firms? The author supports business leaders and created The Field Model framework (“how to diagnose the chaos and create a sense of calm” ), the IC Crowd (a Twitter community) and podcast “Calm Edged Rebels”. What we do matters.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Nutshell

MARCH 17, 2023

In both cases, a person has made a commitment to your company based on what you’ve shown them so far, and you have a wonderful opportunity to capitalize on that positive sentiment. After all, your welcome email sets the foundation of your branding and helps to establish the connection you have with your customers or potential customers.

B2C 154

B2C Onboarding Decision-making B2B 154

SalesGlobe

JUNE 28, 2022

As the competitive job market continues, one of the top-of-mind questions I am being asked to solve for is: “How do we find, attract and retain the best talent, drive the right behaviors and achieve our sales results? Leaders are the critical link in retaining good employees and recruiting internal candidates. Progression.

Marketing 52

Marketing Leadership Innovation Organization 52

Nutshell

MARCH 12, 2024

A great landing page has the power to increase conversions exponentially and turn your marketing campaign from a dream to a success. To achieve this, you need to know what makes a landing page outstanding. Table of Contents What is a landing page?

Value Proposition 71

Value Proposition Publishing Media Decision-making 71

Zendesk

MAY 26, 2021

But not everyone agrees on what it is or how to do it well. In this guide, we’ll share how to set your business up for customer service success. What started as a global health crisis became the accelerant in our transition to a truly digital-first world. What is good customer service?

Interpersonal Skills 105

Interpersonal Skills Customer Experience Media e-Learning 105

Hubspot Sales

SEPTEMBER 30, 2019

A sales training and onboarding plan consolidates role expectations, training timelines, and resources into one place for your newly hired salespeople. Since every sales team has different goals and expectations, it’s important to craft a custom training plan specifically for your new sales hires. Use a sales training template.

Sales Training 140

Sales Training e-Learning Onboarding Sales 140

Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. A vision board is where you assemble pictures and phrases of what you want to achieve and why you want to achieve it. The key to good sales performance is consistency.

Sales 111

Sales Sales Management Negotiation Meetings 111

Red Star Kim

AUGUST 18, 2022

The Great Resignation arrived somewhat early in the marketing and business development (M&BD) teams of professional services firms (PSF) after Covid. Firms ramped up to seize the opportunities as they entered what many thought would be a period of growth. Sometimes firms believe that they want a strategic leader for a post.

Marketing 130

Marketing Digitalization Investors B2C 130

Arpedio

JUNE 17, 2022

Back to blog. Is there a proven method to build a great sales team? We have discussed methodologies and looked further into the steps you can take to make a great salesperson with Scott Schnaars, VP of Americas at Cloudinary. And this is what we found out…. But where do people most often miss the ball?

Account Management 52

Account Management B2B Decision-making Innovation 52

Red Star Kim

DECEMBER 2, 2022

What does proactive look and feel like? There were a variety of views of what being proactive looks like – from thinking ahead, anticipation , taking the initiative, being resourceful, being ready to act, offering alternatives, acting rather than reacting and finding ways to add value. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Scovel

SEPTEMBER 22, 2021

To maintain the right set of customer base, you have to rank them, fire the tail end of the customers and also the trouble makers. Following are few techniques to sustain the right set of customers. Service your customers with set expectations: Treat all your customers initially well. their potential.

Internet 52

Internet Acquisition B2B Digitalization 52

Openview

SEPTEMBER 6, 2018

Editor’s Note: This article first appeared on the Avenue Talent Partners blog here. If you’ve been in startup leadership for any amount of time, when I say retaining sales employees is especially hard right now, you probably know exactly what I mean. Why Do Salespeople Leave? What do most top performers in sales want?

Onboarding 88

Onboarding Sales Leadership Brainstorming 88

Brooks Group

JANUARY 5, 2021

As a sales leader, it’s never been more critical to be on the ball. We at The Brooks Group took the pulse of your fellow sales leaders throughout 2020, and as the year drew to a close, it appeared that many of your contemporaries were taking steps to shore up their leadership playbook to reflect the dynamics of the times.

Sales Leadership 74

Sales Leadership Leadership Sales Virtual Selling 74

PandaDoc

MAY 3, 2022

With the right tools and clear guidelines on how to fit them into your operation, salespeople can move quickly to chase leads, secure deals, and earn revenue. Reps understand what you want them to do, and they have the tools necessary to make it happen. Others do that by automatic schedule or fast template creation.

Sales 98

Sales CRM Software Software 98

Brooks Group

FEBRUARY 28, 2023

Sales goals are the lifeblood of any organization, and as a business leader, you ignore them at your peril. When learning how to set sales goals, it is essential to be realistic and achievable. Learn more about how to set sales goals by reading on. Why is it Important to Set Realistic Goals for Your Business?

Sales 52

Sales e-Learning Profitability Acquisition 52

PandaDoc

OCTOBER 30, 2023

In this article, we’ll take a closer look at sales gamification, why it works, and what you can do to gamify your sales process and increase your revenue. Employee engagement increases when the incentives are worth the effort required to do well. Let’s jump in! People love to play games.

Sales 52

Sales Software Software CRM 52

Hubspot Sales

JUNE 27, 2018

What other industry requires you to cold call dozens of leads every day -- only to close approximately five deals in your first year (if you're lucky)? But for those who have what it takes, starting your own real estate business can absolutely give you the seven-figure job of your dreams. What time do you want to finish?

Value Proposition 144

Value Proposition CRM Business Planning Profitability 144

PandaDoc

JULY 11, 2022

Unfortunately, the art of hiring great sales reps is often overlooked. While that’s great when you’re trying to find the best salesperson, it can also be a drawback if you aren’t making a competitive offer during (and after) the interview process. So, what does this mean for you? Make sure you’re in a position to hire.

Sales 52

Sales Emotional Intelligence Decision-making Software 52

PandaDoc

FEBRUARY 23, 2023

Great businesses have to solve both their customer’s problems and their own internal issues on a regular basis. Teams and leaders who can learn how to solve problems in an orderly, planned fashion tend to perform better than those who cannot. How do problem-solving games work? Each group should elect a leader.

Construction 52

Construction Decision-making Communication Brainstorming 52

Nutshell

SEPTEMBER 30, 2020

While we marketing pros tend to keep things clear and simple with our clients, we’ll often use marketing slang terms as shorthand when trading tips with each other online or at networking events. The group of people who you create all your content for, AKA your real bosses (they don’t really know what they want either).

Marketing 98

Marketing Advertising Media Digitalization 98

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. But what if this isn't a good thing? Culture and management expectations are high. out of five.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Scovel

SEPTEMBER 22, 2021

To maintain the right set of customer base, you have to rank them, fire the tail end of the customers and also the trouble makers. Following are few techniques to sustain the right set of customers. Service your customers with set expectations: Treat all your customers initially well.

Internet 52

Internet Acquisition Leadership Media 52

PandaDoc

DECEMBER 13, 2018

Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Or do a dial “power hour” to encourage AEs to get more meetings? Set proper expectations. Make sure reps have a clear understanding of what it takes to win. Ever organize a sales contest?

Sales 83

Sales Onboarding Sales Environment Meetings 83

Showpad

NOVEMBER 17, 2020

Marketing leaders must be able to explain the benefit of the content being produced, how it supports the sales team and how it’s impacting the company’s total revenue. What is content ROI? Before we can talk about how you can show the impact of your content, we have to define what content ROI is. Investment.

Marketing 98

Marketing Brainstorming Decision-making CRM 98

SalesGlobe

APRIL 19, 2022

And while the experts at Morgan Stanley are not expecting a year to surpass that one, we do know another strong year is predicted ahead. So, what does this mean for sales, and why should sales professionals and partners of the sales organization care? Sales Role Alignment Assumptions.

Acquisition 52

Acquisition Sales Decision-making Communication 52