Brooks Group

JULY 11, 2022

Sales is all about relationships. Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. However, when you are selling virtual products or services, this becomes even more important. Virtual sales is all about communication.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Brooks Group

FEBRUARY 28, 2023

Businesses of all kinds have adapted to either a completely virtual space or a mix somewhere in between. Virtual training provides an easy way for companies to deliver high-quality instruction. Is virtual learning the best fit for your company? Why Should You Consider Virtual Sales Training Programs?

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

Brooks Group

FEBRUARY 13, 2023

What Does ‘Virtual Selling’ Mean? For hundreds of years, traditional methods of sales have dominated the market. From door-to-door sales to full-on, boardroom-style sales meetings, sales reps have been able to harness the power of face-to-face interaction to make a sale.

Virtual Selling 52

Virtual Selling Internet Sales Sales Training 52

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

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Miller Heiman Group

JUNE 10, 2020

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. Because every moment matters, foundational selling and questioning skills are more critical now than in the past. In this blog, we’ll take a closer look at the first three categories of the Big Six.

Decision-making 81

Decision-making Prioritization Sales Organization 81

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Brooks Group

APRIL 1, 2022

Sales training that sticks, however, results in behavior change because it’s reinforced. That requires involvement and buy-in from both sales leaders and salespeople. What do I see when looking through the lens of upstream and downstream results? There are typically 20 to 25 selling days in a month. Communicate Value.

Sales Training 89

Sales Training Sales Facilitation Meetings 89

Brooks Group

JANUARY 19, 2021

Your sales kickoff – that annual team get-together that usually is equal parts goal-setting and pep-rally – remains supremely critical and relevant, particularly in the time of COVID-19. Here are some tips that you can use to reimagine your sales kickoff, while still making it meaningful and impactful… 1.

Sales 79

Sales Brainstorming Meetings Sales Training 79

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 94

Sales Sales Training Communication Meetings 94

CoSell

DECEMBER 22, 2020

In sales, we’re all on common ground. By building a scalable, winning sales process. By building a scalable, winning sales process. This gem is what my friend Steve, * a salt of the earth sales consultant, likes to call, the “IT”. As you’re an experienced sales professional, I bet you’ve done this.

Prioritization 85

Prioritization Sales Decision-making Virtual Selling 85

PandaDoc

AUGUST 18, 2020

Read on, and I’ll show you how to conduct the perfect virtual pitch meeting. There are numerous video conferencing and virtual presentation tools on the market. If you are new to giving virtual presentations, take the time to try out several different software options to choose the one that works best for your purposes.

Meetings 98

Meetings B2B Software Software 98

Red Star Kim

FEBRUARY 9, 2023

Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. Similarly, few had processes for measuring success although most had processes for reviewing activity. Some firms categorised their referrers and intermediaries.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals. Let's dive in.

Sales 118

Sales Sales Training Negotiation Facilitation 118

CoSell

APRIL 13, 2021

We need to make sales more human. Finding balance is key as we master the new normal of our virtual sales environment. I’ve found 7 key skills that I believe you’ll use to build balance and make sales more human. These skills are extremely useful for individuals, entrepreneurs, start-up teams, and sales teams.

Remote Working 52

Remote Working e-Learning Sales Digitalization 52

PandaDoc

AUGUST 9, 2023

Most mistakes people make on their LinkedIn profiles stem from them treating the platform too much like other (non-professional) social networks. LinkedIn is like the Facebook of the professional world. Your LinkedIn profile is where you sell yourself to other professionals and prospects. What is a LinkedIn profile?

Value Proposition 83

Value Proposition e-Learning Government Marketing 83

Brooks Group

MARCH 27, 2023

What Do We Mean By Pharmaceutical Sales Training? Train your employees to master pharmaceutical sales! Proper Sales Training For Pharmaceutical Must Include These Factors To connect with prospects and current clients, reps need to make sure to keep the following factors under consideration.

Sales Training 52

Sales Training Interpersonal Skills Healthcare Virtual Selling 52

Showpad

JUNE 15, 2020

Critical to the success of a sales team is skill development — not just as a whole, but for each contributing representative. Sales professionals are expected to be experts in their industry and the products or services they sell. Components of a successful sales training program. Virtual elements.

Sales Training 83

Sales Training Interpersonal Skills Sales Brainstorming 83

Brooks Group

SEPTEMBER 27, 2023

Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. There are two main reasons a sales kickoff is more important in 2024 than ever: changing buyer behavior and a tightening economy.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Agile CRM

JANUARY 7, 2021

But an extensive definition would be to account for eCommerce marketing as the procedural act of exchange (buying and selling) of products and services through electronic channels or online platforms. B2B trade: is a business to business approach to buying and selling. Best Practices for implementing eCommerce marketing.

eCommerce 98

eCommerce Computers and Electronics Marketing e-Learning 98

Red Star Kim

JUNE 15, 2023

Can also look at companies in a particular sector (e.g. OnePlace/Intapp Another delegate mentioned he liked using this system. We looked at research that it often took up to three attempts for successful implementation of KAM. heat map of 623 companies in adtech) and search by buzzword.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

DemandFarm

MAY 25, 2023

I look forward to continuing our discussions then!” We’d like to offer you a $50 discount on your next purchase with us. One of the critical elements for successful digital transformation is creating a digital mindset within the organization. Consider these scenarios: Scenario 1: Before: “Good morning, Mr Brown.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

Clarity Engagement Solutions

DECEMBER 1, 2020

And if there’s one thing these stakeholder don’t like, it’s emails with branded content trying to sell them stuff. Just imagine what their inboxes looks like with all pharma companies pushing out emails…. With this in mind: If 2020 is a lost year, repeating the same strategy for 2021 doesn’t look like the key to success.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

Clarity Engagement Solutions

DECEMBER 1, 2020

And if there’s one thing these stakeholder don’t like, it’s emails with branded content trying to sell them stuff. Just imagine what their inboxes looks like with all pharma companies pushing out emails…. With this in mind: If 2020 is a lost year, repeating the same strategy for 2021 doesn’t look like the key to success.

Healthcare 91

Healthcare Stakeholders Digitalization Organization 91

Hubspot Sales

MARCH 19, 2022

Now more than ever, online retail is a valid option for any aspiring entrepreneur to sell their wares. Let’s take a look at six steps you need to take to start an online retail business. Businesses don't just pop up by accident — you need to have something to sell before you can actually sell it. Let’s get started.

Retail 97

Retail Suppliers eCommerce e-Learning 97

Red Star Kim

APRIL 11, 2023

Whilst these sessions are typically attended by fee-earners hoping to improve their pitch confidence and success, on this occasion the delegates were mostly from Marketing & Business Development (M&BD) teams. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

OCTOBER 3, 2022

I have had seminars like this in the past and none were as insightful as this one”. The type and number of invitations to pitch and tender will depend on the effectiveness of a firm’s overall marketing and selling effort. See Selling – research in the pitch process (kimtasso.com). Qualification.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges. Putting buying decisions on hold was most likely a safety mechanism during 2020.

Digital Transformation 59

Digital Transformation Decision-making Digitalization Onboarding 59

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 79

Sales Management Management Sales Meetings 79

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

B2B 92

B2B Decision-making CRM Communication 92

Hubspot Sales

FEBRUARY 22, 2021

Having a bank of solid sales enablement content is more of a need-to-have than a nice-to-have for remote sales efforts. Salespeople often lean on resources that streamline and enhance their ability to effectively sell from anywhere, so it's no surprise that several businesses are prioritizing this kind of content creation.

Logistics 96

Logistics Sales Banking Publishing 96

Hubspot Sales

MARCH 22, 2021

Perfect sales calls don't happen by accident. And if you want to get the most out of your cold calls and other sales outreach, you need to know how to do it effectively. Here, we'll get a more thorough look at the practice and review a six-step plan to nail yours every time. Do your research. Check out the company's website.

Sales 104

Sales Banking Decision-making Media 104

Zendesk

APRIL 18, 2022

It’s no different for sales and marketing teams when sourcing leads. While you’re not sharing your work with a professor these days, your sales reps need to know where and how leads had first contact with your company. Without a proper citation to the source, a lead is less likely to convert. Virtual events. Cold calls.

Media 98

Media CRM B2C Energy and Utilities 98

Brooks Group

SEPTEMBER 7, 2022

Selling is hard. One can argue to the contrary, but we’ve been helping salespeople get out of selling slumps since 1977. Every single conversation we have with a customer revolves in some shape or form around the idea of finding effective ways to help their team boost sales. Sales managers have to know their people.

Sales 52

Sales Sales Training Communication Supply Chain 52

SalesGlobe

MARCH 29, 2022

As I consider some of the biggest challenges of salespeople today, I looked back on my own historical viewpoint and came across an article that I wrote in 2018. I’ve refreshed the data and information, and if you want to know what matters most to your hybrid or remote working sales team…read on!

Remote Working 52

Remote Working Sales Communication CRM 52

CoSell

DECEMBER 17, 2020

Building a marketing strategy can feel like navigating in an ocean of highs and lows. Marketing Is A Lot Like Selling Top achievers in sales understand that marketing is a lot like selling. Instead of looking for customers, you’re looking for how to demonstrate value.

Marketing 52

Marketing Brainstorming Media Prioritization 52

Arpedio

JUNE 15, 2023

Account-Based Selling Technologies – The Key to Revenue Growth ← Back to blog Account-based selling technologies are not just a flash in the pan – they’re here to stay– and if your company hasn’t already invested in these cutting-edge tools, now is the time. Introduction to Account-Based Selling Technologies 2.

Artificial Intelligence 52

Artificial Intelligence Prioritization Decision-making Advertising 52