Showpad

NOVEMBER 16, 2021

We very rarely sell directly to a customer, so we have a critical need for education, streamlined communications, and tools that can be given to people that aren’t our direct employees. I’d be like, “People, we don’t even sell this anymore.” . We’re about a $3 billion organization with six business units.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

SalesPop

OCTOBER 25, 2022

In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” Approach to Consultative Selling. The Influence of the Pandemic on Consultative Selling. Consultative Selling vs. Transactional Selling. Consultative Sales Approach.

Negotiation 52

Negotiation CRM Meetings Marketing 52

Upland

JUNE 14, 2023

Competition is fiercer than ever To top it all off, your competition isn’t sleeping. In fact, most buyers in a B2B business world are accustomed to receiving basic pitches with minimal information from sellers who treat them transactionally.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. This blog post dives into how you can develop these three sales differentiation skills to set yourself apart.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Strategic Account Management Association

FEBRUARY 3, 2022

Many of us still can’t hop on planes and sell face-to-face—or at least not as much as we want to—and our customers are grappling with their own sets of shifting priorities made more urgent by forces beyond their control. Our intent is never so transactional. Developing a relationship strategy. Account planning: A verb, not a noun.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

MTD Sales Training

MAY 3, 2020

If you sell a transactional product then it may be hard to add value. As I said earlier if you sell a transactional product, fair enough. You’re still classed as a vendor though and the deal is a business transaction rather than a business relationship still. Happy Selling! Sean McPheat.

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Try ARPEDIO's Account-Based Selling Platform!

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

QYMATIX

MARCH 12, 2024

Predictive sales software analyses thousands of transactional data points (e.g., That includes Cross-selling predictions, customer churn predictions, and pricing predictions. That allows cross-selling predictions to be made with a high probability of occurrence. from an inventory management or ERP system).

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

Customer Think

FEBRUARY 13, 2024

In Software-as-a-Service (SaaS), this transition goes beyond traditional business transactions, fostering deeper, more collaborative customer relationships. It’s not just about selling products or services; it’s about becoming […]

Customer Success 78

Customer Success Software Software 78

Red Star Kim

DECEMBER 18, 2023

Integrating marketing and sales strategies There were several occasions where the need for better integration between marketing (driven by campaigns from the marketing and digital marketing teams) and selling (supported by business developers but often led by fee-earners) was mentioned.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

PandaDoc

MARCH 1, 2024

These documents are private and must be kept in a safe place for the duration of the deal, while still allowing appropriate access to all stakeholders involved in the transaction. What is a data room in M&A transactions? Try PandaDoc When is a virtual data room used during M&A transactions?

Acquisition 52

Acquisition Stakeholders Government Software 52

Customer Think

JULY 12, 2021

How would buying and selling change if you couldn’t discount? first appeared on Partners in EXCELLENCE Blog -- Making A Difference. The "Street Price" Is All That Counts Performance Management Friday -- Average Transaction Value On Pricing, Discounting, and Value If We Make It About Price, We Force The Customer To…

Management 64

Management Sales 64

Apptivo

AUGUST 25, 2023

This blog tries to shed light on these important issues. They work together to enable the chef to create delighted consumers and smooth transactions. When a customer decides to buy something, that’s when a point of sale transaction takes place. It is what allows the transaction to be performed.

Small Business 52

Small Business CRM Retail Sales 52

Mike Kunkle

MARCH 31, 2023

Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock. It should be aligned to the customer lifecycle and buying process, where possible.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

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. Transactional The sales process in traditional sales is transactional.

Key Account Management 52

Key Account Management Account Management Management Sales 52

PandaDoc

MARCH 4, 2024

Any complex financial transaction that would be done by the bank in a physical location — raising capital, launching an IPO, mergers and acquisitions, etc. — Use cases for VDRs in investment banking Mergers and Acquisitions Investment banks can be involved with either side of M&A transactions.

Banking 52

Banking Investors Acquisition Stakeholders 52

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. 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

QYMATIX

MARCH 12, 2024

Predictive sales software analyses thousands of transactional data points (e.g., That includes Cross-selling predictions, customer churn predictions, and pricing predictions. That allows cross-selling predictions to be made with a high probability of occurrence. from an inventory management or ERP system).

Artificial Intelligence 40

Artificial Intelligence B2B Logistics Sales Analytics 40

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. Telephone call challenges: Emotions, data, selling and follow up.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 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. At its essence, account management goes beyond mere transactional interactions; it encompasses a holistic approach to client engagement.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Mike Kunkle

FEBRUARY 5, 2023

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished). It’s how your sellers sell. I’d recommend you check it out.

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

OCTOBER 16, 2023

Others observed that too often there was a transactional rather than a relationship focus on the data. We considered a few sales processes and RAIN (from Insight Selling – which is similar to Challenger selling) was appreciated. And where protectionism is banished and cross-team trust is nurtured to support cross-selling.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. Account-Based Selling (ABS) has emerged as a powerful strategy. In this blog post, we’ll delve into the significance of personalization within ABS. Understand their roles, responsibilities, pain points, and motivations.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Apptivo

MAY 30, 2022

‘Sales’ is the term used to describe all activities involved in selling a product or service to a consumer or business. While sale refers to the transaction between the seller and the buyer, there’s a lot more that’s going on as part of the process, before the actual transaction happens. Why is Sales important? eCommerce Sales.

B2C 52

B2C eCommerce Sales Acquisition 52

SalesGlobe

JANUARY 19, 2024

This is common in very transactional businesses and those with high seasonality. Any of the commission plan methods could be used in a transactional business with significant turnover of staff on a quarterly/monthly (or even weekly) basis to align your compensation cost of sales each quarter. Commission plans can be treated many ways.

Innovation 52

Innovation Leadership Sales Leadership Communication 52

Red Star Kim

OCTOBER 20, 2023

Ask fee-earners to share stories about clients or transactions of which they are proud. Encourage them to explain how they helped clients overcome complex challenges and to succeed against the odds. Tap into their interests and passions and capture their feelings. Listen to how they speak.

Media 130

Media Communication Marketing Digitalization 130

MTD Sales Training

APRIL 15, 2020

Click play for the video version of this blog. Personalisation will help you to build a relationship with your customer and this will build that valuable rapport and trust which will move the transaction forward. Want to improve your customer service and retail selling skills? Happy Selling! Sean McPheat.

Retail 71

Retail Sales Training Customer Experience Communication 71

Arpedio

APRIL 3, 2024

What is Solution Selling? Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Mike Kunkle

MAY 15, 2019

How does it affect the buying and selling processes? In fact, buyer research portals or AI-powered buyer/seller exchanges could radically impact how both buying and selling are conducted. Every C-level executive is contemplating what this means to their business approach and ability to serve the customer. How to prepare for this shift?

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

PandaDoc

APRIL 3, 2023

This is actually the average sales cycle length, which you get by adding up the total number of days it took to close each sale, then dividing that sum by the total number of transactions. Streamlining the sales documentation process will give your sales reps more time to sell more.

Prioritization 98

Prioritization Sales Decision-making Government 98

Customer Think

SEPTEMBER 17, 2021

Selling online has transformed trade, allowing innumerable enterprises around the world to grow and thrive. Online transactions are always risky, but customers can take several […]. E-commerce, on the other hand, opens the door to fraud.

Internet 64

Internet Digitalization Marketing 64

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. Try ARPEDIO's Account-Based Selling Platform! Ready to increase customer lifetime value? Let's talk!

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Hubspot Sales

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? A transactional sale is quick and unpersonalized. Relationship selling examples. Resolve objections.

Negotiation 137

Negotiation Meetings Prioritization Media 137

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. AI is about trust.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

PandaDoc

JUNE 21, 2023

For example, some invoices are recurring, whereas others are developed for one-time transactions. Bills, on the other hand, are documents merchants create for business transactions to signify the amount of money a customer owes them. appeared first on Blog. Try PandaDoc What’s a bill, and what does it have?

Software 52

Software Software e-Learning Government 52

MTD Sales Training

SEPTEMBER 16, 2019

Ideas could include sharing content from blogs and newsletters that you’ve written, identifying services you could give without charging, giving of your time when it’s most needed by the client, approaching the buyer even when you’re not just looking for a sale and offering expert advice without being asked. Happy Selling!

Suppliers 74

Suppliers Client Relationships Sales Training Sales 74