Red Star Kim

MARCH 16, 2023

And incentive and reward systems drive attention on short term sales rather than long term relationships. We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Nutshell

JANUARY 30, 2023

If you want to increase your sales revenue, it’s a good idea to track sales performance. Want to learn how to track your sales performance? This blog post is for you. It discusses why businesses should track sales performance and how to evaluate sales performance. Think of it as your desired destination.

Sales 62

Sales CRM Acquisition Decision-making 62

Red Star Kim

FEBRUARY 15, 2024

Yet there are differences to the extent that they use push (tell) and pull (ask) energy – and the terms under which they are conducted and the processes that they use. Counselling, coaching, mentoring, facilitating, training and consulting are at different stages of the helping continuum. The terms (e.g. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. What Is Sales Process Adherence? If yes, great. That’s an important first step.

Sales Training 52

Sales Training CRM Sales Meetings 52

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. What is traditional sales?

Key Account Management 52

Key Account Management Account Management Management Sales 52

ProlifIQ

AUGUST 17, 2023

Introduction: In the dynamic landscape of B2B sales, adopting innovative strategies is essential for sustained growth and profitability. One such strategy gaining popularity among sales and customer success leaders is the “land and expand” approach. What is the Land and Expand Sales Strategy?

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

Insightly

DECEMBER 19, 2023

But earning your customers’ long-term loyalty is no small task, especially when almost every market is crowded with competitors. Following are five of the most common causes of customer churn—along with our recommendations for making sure customers want to stay with you for the long term.

Acquisition 52

Acquisition Customer Experience Onboarding Value Proposition 52

Insightly

DECEMBER 19, 2023

But earning your customers’ long-term loyalty is no small task, especially when almost every market is crowded with competitors. Following are five of the most common causes of customer churn—along with our recommendations for making sure customers want to stay with you for the long term.

Acquisition 52

Acquisition Customer Experience Onboarding Value Proposition 52

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. But before we plunge in, let’s challenge our assumptions.

Decision-making 130

Decision-making Marketing Business Planning Management 130

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. This approach builds trust and fosters long-term relationships.

Account Management 52

Account Management Management Client Relationships Account Planning 52

OnStrategyHQ

APRIL 24, 2023

Today’s whiteboard video is on key performance indicators, or KPIs for short. These are those things that are associated with either goals or objectives, whatever you’re calling them, those elements of your plan that are the expressions of what you want to achieve by when those quantifiable outcome-based statements.

Profitability 105

Profitability Publishing CRM Insurance 105

Brooks Group

AUGUST 10, 2022

Importance of Sales Goals. This article aims to focus some of that information through the lens of setting sales goals, how to set sales goals, and what to do if you’re missing your sales goals. Sales managers would do well to accept the fact that not everyone on their team wants to be the best. In 2001, Andrew J.

Sales 70

Sales Sales Management Sales Training Prioritization 70

Insightly

AUGUST 23, 2023

A sales blitz, also known as a sales call or a sales campaign, is an intense and focused effort by a sales team to reach out to potential customers within a specified period of time. The term “blitz” refers to a rapid and concentrated effort, similar to a military blitzkrieg.

Sales 52

Sales Manufacturing CRM Digitalization 52

Nutshell

JANUARY 19, 2018

Anthony Iannarino is an international speaker, B2B sales leader, and the bestselling author of The Only Sales Guide You’ll Ever Need and The Lost Art of Closing. Visit thesalesblog.com to read more of his daily sales tips and insights. *. But what if your sales organization doesn’t have a manager?

Sales Management 73

Sales Management Management Sales Profitability 73

QYMATIX

JANUARY 11, 2022

This blog article presents four implications of AI on the world of work, showing who needs to fear for their job and who can relax even in the long run. In short, predictions in the statistical sense use already existing data to fill in missing information for the future. Is your job one of them? Replacement. Automation.

Artificial Intelligence 40

Artificial Intelligence Decision-making Software Software 40

Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. However, with the proper negotiation training, you can learn how to be a better negotiator and close more deals. We will discuss everything you need to know about sales negotiation, providing valuable tips that can help you improve your negotiation skills.

Negotiation 84

Negotiation Emotional Intelligence Sales Profitability 84

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 6, 2023

An athlete who feels unmotivated to train may be motivated by the idea of winning a trophy or medal. The training hurts in the short term. It’s the long-term goal that keeps them going. If you don’t know what motivates you, there’s no way to sustain it over the long term.

Sales Training 52

Sales Training Decision-making Finance Management 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

Zendesk

FEBRUARY 7, 2022

Whether you’re a well-established firm or just starting to scale and grow, a successful customer support team can help attract new business, boost retention, and increase sales among your existing customer base. And whether a company exceeds or falls short of customer expectations is often directly tied to business success.

Decision-making 52

Decision-making Customer Experience Insurance Business Growth 52

SalesGlobe

MARCH 16, 2023

A long-term shift towards hotter climate conditions coupled with the U.S. I would bet you haven’t gone a day without seeing vehicles on the road advertising skilled trades such as construction, HVAC, plumbing and electrical service. Have you ever wondered how those specialists are paid? billion in U.S. billion in U.S.

Supply Chain 52

Supply Chain Value Proposition Manufacturing Innovation 52

PandaDoc

DECEMBER 13, 2018

It’s no secret that there are many benefits to gamifying your sales process. 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. Ever organize a sales contest? Not only is gamification popular, it’s a proven and effective sales performance booster.

Sales 83

Sales Onboarding Sales Environment Meetings 83

Revegy

AUGUST 27, 2020

In the first half of this blog series, we will look at the two most impactful areas to drive revenue during a client renewal cycle. You need to identify and build advocacy from the actual line of business owner; Manufacturing, Sales, Marketing, Finance, etc. Growing Revenue: Pause or Push Forward? Focus on maintaining the status quo.

Manufacturing 52

Manufacturing Banking Finance Publishing 52

MTD Sales Training

JUNE 5, 2017

Let’s say the prospect has questioned your delivery terms. You could start by seeing if there’s any way the terms could be negotiated. It may mean an increase in prices, or a difference in credit terms. Describe & Prove The Short & Long-Term Results Of Using Your Solution. Ask ‘Why?’.

Decision-making 48

Decision-making Sales Suppliers Negotiation 48

MDI Training

NOVEMBER 14, 2023

Read this blog post to see the results. Developing visions AI can help extract information from large amounts of data and identify trends that can help develop long-term visions and strategies. By analyzing data and predicting outcomes, AI can help leaders to better plan and adapt their strategies.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. All of those elements and several others are influenced by your company’s sales culture. All of those elements and several others are influenced by your company’s sales culture. How to build a winning sales culture. Low turnover of reps.

Sales 52

Sales Communication Decision-making Meetings 52

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Before you start: Sales reps by the numbers.

Sales 52

Sales Emotional Intelligence Decision-making Software 52

SalesGlobe

NOVEMBER 15, 2022

But it doesn’t last very long. Michelle I never liked those web sessions and roundtables where they go. The session will start in 3 minutes and it’s in you’re like, am I in the right place? Michelle Seger. That’s really kind of funny. Mark Donnolo. So you’re in the right place. We’re here. Michelle Seger.

Sales 52

Sales Value Proposition Retail Acquisition 52

SmartKarrot

OCTOBER 25, 2023

Their role transcends mere sales or customer service; they are responsible for understanding client needs, anticipating challenges, and ensuring that the partnership remains mutually beneficial. Refer the blog for more insights into Account Management. Enter the power of playbooks.

Key Account Management 10

Key Account Management Account Management Management Client Relationships 10

Zendesk

JUNE 21, 2023

And employee advocates, who know the ins and outs of your offerings, can share their brand expertise to garner trust with prospective customers, making them uniquely positioned to make sales. These two terms are very similar, and customer advocacy is a popular type of brand advocacy. What is brand advocacy? Who can be a brand advocate?

Media 52

Media Onboarding Advertising Customer Experience 52

MTD Sales Training

NOVEMBER 20, 2019

There are a wide range of product knowledge areas that will be instrumental in reaching the ultimate outcome of a transaction. Retail Sales – Essential Topics. There may be discounts and special offers that you need to take into consideration and any special sales that are taking place. Terms & Conditions.

Retail 48

Retail Manufacturing Sales Sales Training 48

Account Management Skills

JUNE 15, 2021

I hope you enjoy the episode with Ceylan (J for short), and you come away with a few ideas about brief writing. Now, if you are interested in the brief writing workshop that we’re running, please visit my Training hub. So we are getting together to offer this training for the account management community. Ceylan 01:21.

Account Management 52

Account Management Management Advertising Healthcare 52

Account Management Skills

AUGUST 21, 2023

I’m now sharing examples of relevant AI tools that account managers can use for those who come on my Account Accelerator training programme. The training is designed to help those in agency client service at every level to have a more systematic and predictable approach to client growth. Dale Bertrand Yes, there’s a lot there.

e-Learning 52

e-Learning Digitalization Publishing Account Management 52

MTD Sales Training

JUNE 21, 2011

” “Would it help if we offered training for your staff in using the product?” ” “What are your short-term objectives?” Focusing on a successful outcome for the customer will encourage them to think of you as they associate success with your product.

Suppliers 48

Suppliers Sales Training Decision-making Profitability 48

Account Management Skills

APRIL 3, 2023

If you’d like to talk to me about agency account management training, I’ve just updated the website to include three of the main courses that I run to help you retain and grow your existing client relationships. Roy Murphy is the founder of Synthetic , an agency specialising in emerging technologies. Roy, a very warm welcome.

Co-Creation 52

Co-Creation Account Management Procurement Management 52