Showpad

DECEMBER 5, 2021

What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.”. What are the ways you are thinking about digitizing the sales process? . How do you think about sales and marketing today? .

Digitalization 98

Digitalization B2B Sales Customer Value 98

Red Star Kim

NOVEMBER 13, 2023

Strategy basics – Mission and vision statements with hedgehogs (kimtasso.com) Leadership teams: Maverick Magpies and Predictable Pigeons (kimtasso.com) This post summarises the reasons why you need a business plan and what should be included Why do you need a business plan? 10 reasons why (kimtasso.com). kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Showpad

NOVEMBER 16, 2021

In this interview, Matt shares his perspective on how to get a business to digital faster using methods and tools that reduce print and increase customer insights in a non-traditional sales environment. . What opportunities are you looking to maximize? . Meet Matt Ondrejko, Vice President of Global Marketing at Valmont Industries.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Upland

AUGUST 29, 2023

Understanding buyers’ intent is akin to gaining insight into the minds of prospective buyers, allowing you to tailor strategies and content accordingly. It is important to note that in this phase, your audience may know about their problem and have a general idea of what the solution must entail.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Red Star Kim

JANUARY 22, 2024

I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It develops your understanding of the psychology of selling to help create a sales mindset. Each page is packed with insights and ideas.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Red Star Kim

FEBRUARY 22, 2024

So what is Socratic questioning? What is Socratic questioning? Questions were asked to reveal what the student believed about a topic, whether they grasped a concept well and whether there were any assumptions, weaknesses or gaps in their thought process. It helps to produce insightful perspectives and identify positive actions.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

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

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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

Mike Kunkle

FEBRUARY 5, 2023

” ~ CSO Insights 2019 Sales Enablement Report (p. 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? .” ” ~ CSO Insights 2019 Sales Enablement Report (p. increase in organizational revenue plan attainment 31.8%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. And predict it will continue to decline.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. 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

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Mike Kunkle

NOVEMBER 21, 2023

The Scenario Your employer, AirCo Solutions, sells high-quality air filtration systems commercially. In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. Just as with a complex sales opportunity, the real-world is rarely that single-threaded. Inventory levels are still high.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

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

Showpad

JUNE 6, 2022

The biggest transformation in the way we do business and uncovering the value in our engagements is having insights about our customers’ behaviors that we’ve never had before—things like how they engage with content. I don’t think we can do without this level of insight moving forward. You mentioned customer engagement insights.

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Hubspot Sales

JANUARY 26, 2023

What is digital entrepreneurship? The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. That’s especially true in retail.

Digitalization 94

Digitalization eCommerce Finance Internet 94

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. Only 41% of underperforming teams are effective at sales discovery and questioning.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Nutshell

MARCH 31, 2023

There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. Best blogs for sales managers Sales blogs are an excellent way to learn new sales leadership skills, brush up on your sales knowledge, and get the latest news. Keep exploring our blog for our latest posts!

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

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. It is vital that these strategies are aligned.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

SEPTEMBER 29, 2023

What do you think is most important for a M&BD assistant? One delegate question was “ What tips to engage fee earners with investing time and data into the CRM systems?”. One delegate question was “ What tips to engage fee earners with investing time and data into the CRM systems?”. How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. And it’s true that we can provide all the foundational knowledge, tools, and skills training, and a sales force that’s poorly led may not maximize what they’re given or improve results.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Showpad

DECEMBER 16, 2021

Our sales enablement function is orchestrated across three pillars: (1) Content & Training, (2) Platform Adoption and (3) Data Insights. “Our Our sales enablement function is orchestrated across three pillars: (1) Content & Training, (2) Platform Adoption and (3) Data Insights. Before we would just sit down in a meeting room.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Account Manager Tips

OCTOBER 18, 2022

4 magic words to say to every client After I've said the magic words, then what? What do I do with the information? Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week. What are your priorities? After I've said the magic words, then what? What do I do with the information?

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Account Manager Tips

OCTOBER 12, 2022

Sit down, take stock and say these four words to your clients to understand what they need from you right now. 4 magic words to say to every client After I've said the magic words, then what? What do I do with the information? Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Hubspot Sales

MARCH 27, 2023

Long gone are the days of solely visiting brick-and-mortar businesses to find what you need. When we think about online selling, we usually think about selling products like clothing or electronics. How to Sell Services Online 1. Figure out what you’re selling Are you going to offer all your business’ services online?

Media 117

Media e-Learning Onboarding Marketing 117

Arpedio

FEBRUARY 27, 2024

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. What is Relationship Selling? Relationship selling goes beyond the traditional transactional approach to sales.

Prioritization 52

Prioritization Communication Software Software 52

Hubspot Sales

APRIL 7, 2023

What do ebooks, graphic design software, and online courses have in common? Because digital products are so ubiquitous, selling them can be profitable for your business. These advantages make selling digital products a good option for artists, educators, writers, freelancers, and more. Why sell digital products?

Digitalization 104

Digitalization Computers and Electronics Media Brainstorming 104

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. This enhanced relevance goes a long way in building trust and credibility.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Nutshell

APRIL 3, 2024

Whether you want to sell or scale your business, here are the software tools to make a productive tech stack for your startup. The B2B Marketer’s Toolkit collects 120+ of the best lead generation tips ever published on the Nutshell blog. Nutshell has what you’re looking for. Download it today! GET THE TOOLKIT 4.

Software 71

Software Software CRM Communication 71

Hubspot Sales

JULY 7, 2023

AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. In this blog post, we'll explore why some sales teams are investing in AI, why others aren't, and which companies are leading the way in AI adoption. Are sales teams investing in AI?

Artificial Intelligence 110

Artificial Intelligence Emotional Intelligence Sales Decision-making 110

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. Ready to streamline your account planning? Let's talk!

Account Management 52

Account Management Management Client Relationships Account Planning 52

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. We’ve divided the list into three different categories for your convenience: podcasts, YouTube channels, and blogs. That way you can study up no matter what your preferred learning style is.

Internet 71

Internet Sales B2B Sales Leadership 71

Hubspot Sales

APRIL 25, 2023

Identify who your target prospect is and ask ChatGPT what's most important to them. Example: What are [job title's] top three priorities?” You can ask ChatGPT to include a statistic from a certain blog link, Mendes suggests. Here’s a description of what their company does: [add description]. Mendes says.

Sales 97

Sales Emotional Intelligence CRM Decision-making 97

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? To successfully sell at this level, you need to adapt your strategies. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Arpedio

NOVEMBER 6, 2023

Future trends in account-based selling Explore the ARPEDIO platform ← Back to blog Staying ahead of the curve is crucial for success in the world of sales and marketing. Account-Based Selling (ABS) has emerged as a powerful strategy for B2B organizations to target high-value accounts strategically.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

Customer Think

OCTOBER 29, 2021

BTW, this isn’t really a new insight, Hank Barnes has been doing [.]. The post The Pandemic, What Buyers Discovered first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Virtual Selling Is Not The Future Of Sales! Part 2 What Do Our Customers Care About Now?

Virtual Selling 64

Virtual Selling Sales 64