Mike Kunkle

MARCH 31, 2023

For example, a salesperson who has strong relationship-building skills – especially trust-building – will likely be more successful in any sales environment, whether they are using Challenger, SPIN, Customer-Centric Selling, Value Selling, or my Modern Sales Foundations methodology.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

OCTOBER 19, 2023

Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. Fact-based selling When discussing different styles of selling (e.g. transactional, consultative etc) a delegate talked about fact-based selling.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

KAM With Passion

MARCH 28, 2022

In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Is this sufficient to capture the degree of complexity of a sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130

Hubspot Sales

JUNE 15, 2020

When moving to virtual sales meetings, most would argue that video conferencing is the go-to. While video conferencing through platforms like Zoom are intended to make meetings feel more personal, studies show this isn’t necessarily the case. Increase the impact of sales through value selling. But is this enough?

Decision-making 102

Decision-making Value Selling Meetings Organization 102

SBI

MARCH 25, 2020

While video conferencing is meant to make meetings feel more personal, studies show it does not deter people from multitasking, and in some cases, completely zoning out. What’s more, only 12% of people feel as comfortable on video as they do on audio calls, so you may not get the level of engagement you need to make an impact.

Remote Working 40

Remote Working Decision-making Value Selling CRM 40

Corporate Visions

APRIL 25, 2019

The Five Best Sales Techniques… And Five of The Least Effective. Who couldn’t use an arsenal of effective selling techniques? But there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale. Selling Techniques that Work. Making the Customer the Hero.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

MTD Sales Training

MARCH 7, 2012

However, our company made some important decisions long ago. Second, we decided only to work with the highest-level clientele…those customers that understand and recognize value. Honestly, Steve, do you think we made the right decisions?”. Happy Selling! MTD Sales Training. Sean McPheat.

Decision-making 121

Decision-making Profitability Sales Training Sales 121