Arpedio

NOVEMBER 29, 2023

December 7 How does ARPEDIO's solutions enhance Salesforce adoption and eliminate data loss? Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Account Management 52

Account Management Account Planning Stakeholders Communication 52

CoSell

FEBRUARY 9, 2021

With Co-Selling, the outlook for the future is optimistic. In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished. In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished. It's time to reset for growth.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

Hubspot Sales

JANUARY 22, 2024

A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. They also get a large volume of calls and, in turn, voicemails from people trying to sell them something.

Construction 113

Construction Decision-making B2B Meetings 113

Miller Heiman Group

DECEMBER 21, 2020

COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process.

Virtual Selling 122

Virtual Selling Stakeholders Meetings Facilitation 122

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

MARCH 27, 2023

You can also buy virtually anything online, including services. When we think about online selling, we usually think about selling products like clothing or electronics. But, it's advantageous for businesses to sell services online, especially now, when a plethora of services can be offered virtually.

Media 122

Media e-Learning Onboarding Marketing 122

Upland

JANUARY 26, 2023

Today, the horizon of B2B selling looks different than it did even just a few years ago. We are a more connected, virtual, and tech savvy business world than ever before. And because the human touch is so important, so is account-based selling. What is Account-Based Selling? The seller needs a revenue team.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

OCTOBER 21, 2022

Virtually any enterprise with a complex, B2B sales process can benefit from effective account planning strategies. Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. .

Account Planning 195

Account Planning Leadership Software Software 195

Brooks Group

DECEMBER 13, 2023

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. Follow these 6 tips to evaluate the sales performance of your sales professionals and uncover where you can help them improve their sales productivity.

Sales 94

Sales Sales Training Communication Meetings 94

Showpad

NOVEMBER 12, 2020

It doesn’t matter what you’re selling; effective salespeople know people don’t buy products and services. Unfortunately, many sellers struggle here, especially when selling virtually (at least according to buyers). In fact, only 26% of buyers believe sellers are skilled at leading a thorough needs discovery virtually.

Virtual Selling 116

Virtual Selling Meetings Sales Training Decision-making 116

Brooks Group

JULY 11, 2022

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. In order to be successful in virtual sales, you need to be good at relationship building and have other skills.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Sales Outcomes

NOVEMBER 20, 2023

So, minor improvements in body language can lead to significant improvements in communication effectiveness and enhance or inhibit connection with customers and prospects. Use a modern technology setup as it impacts body language The more your technology setup mimics how you would be in front of people physically, the better.

Virtual Selling 52

Virtual Selling Communication Prioritization Meetings 52

Revenue Storm

JUNE 15, 2021

In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. As the new reality took over, the quick scramble was on to embrace the virtual necessity. The result of moving into a virtual environment has been “Zoom fatigue,” disengagement, and reduced skill mastery and results for many.

Sales Training 78

Sales Training Sales Leadership Sales Leadership 78

Zendesk

FEBRUARY 21, 2024

No longer are they just selling products or services—they’re building relationships and selling a great customer experience. No longer are they just selling products or services—they’re building relationships and selling a great customer experience. Table of contents What is inside sales? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Sales Gravy

JULY 21, 2023

and Jeb Blount discuss the essentials of sales messaging, how poor communication skills damage your brand, the stories we tell ourselves and our prospective customers, and what the advent of automation tools like Chat GPT means for salespeople. Then, simplify messaging to get customers to say yes and move forward.

Prioritization 84

Prioritization Sales Sales Training B2B 84

Account Manager Tips

OCTOBER 28, 2022

We Need to Talk: How to Have Conversations That Matter Why this book? Insight Selling: How to sell value & differentiate your product with Insight Scenarios Why this book? Humor, Seriously: Why Humor Is a Secret Weapon in Business and Life (And how anyone can harness it. Listen to this article. Why this book?

B2B 130

B2B Key Account Management Account Management Leadership 130

Brooks Group

APRIL 1, 2022

But how do you develop that level of commitment if salespeople see training as unnecessary, and management sees it as expensive but not something they need to participate in? Where do they need improvement? For example, if sales don’t improve by next quarter, a company may be considering layoffs. . What is their unmet need?

Sales Training 89

Sales Training Sales Facilitation Meetings 89

Brooks Group

FEBRUARY 13, 2023

What Does ‘Virtual Selling’ Mean? Virtual Selling Technology Virtual selling is when a salesperson utilizes the power of virtual meetings technology, such as Zoom or Skype, to pitch a sale to a prospect. However, virtual selling also has its unique challenges.

Virtual Selling 52

Virtual Selling Internet Sales Sales Training 52

Hubspot Sales

NOVEMBER 17, 2020

Offices have gone virtual. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. Adopting A Remote Selling Model Requires Teams to Strategically Leverage their Technology. 2020 has been a year of massive change.

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125

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. We considered how to create and implement internal campaigns to increase engagement and product/service knowledge and prompt internal referrals.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Hubspot Sales

SEPTEMBER 13, 2022

How working remotely impacts employee productivity has been the subject of several studies — many of which appear to lean in remote work's favor. How are sales orgs operating? How are sales orgs operating? Before we dive into how effective remote selling is, it's worth taking a look at how most sales orgs are operating nowadays.

Remote Working 82

Remote Working Sales Sales Leadership Leadership 82

Zendesk

JUNE 5, 2023

Messaging allows healthcare organizations to do things like schedule appointments, send reminders, and provide virtual care while protecting patient data. With a unified agent workspace, healthcare workers can maintain a full view of the patient experience. We’re in a new era of healthcare. That’s where Zendesk comes in.

Healthcare 91

Healthcare Organization Insurance Digitalization 91

Sales Gravy

JULY 23, 2020

Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build familiarity. Familiarity is virtual selling lubrication.

B2B 57

B2B Virtual Selling Communication Sales 57

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”. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

JUNE 16, 2022

A key delegate challenge was how to promote the adoption of a client-focused (and referrer-focused) philosophy across the firm. Most delegates wanted to know how to promote better business development practices (and motivation) to forge and develop referrer relationships and embed this in their culture. We tried out various tools (e.g.

Management 130

Management Key Account Management Digitalization Communication 130

Brooks Group

FEBRUARY 27, 2024

This is when a value-based selling approach—the ability to add value to your product or service—is critical. In the absence of value-added components, the sale of virtually any offering depends on the bottom line. But when you only sell on price, margins are slim. Value-based selling is more important now than ever.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Hubspot Sales

OCTOBER 4, 2023

They need a solution that not only equips them with the necessary knowledge and skills, but also empowers them to be confident in selling. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Sales Training 78

Sales Training Software Software Sales 78

Corporate Visions

JUNE 18, 2020

The post How to Make Virtual Sales Meetings More Engaging and Memorable by Tim Riesterer appeared first on Corporate Visions. Sales reps who were selling in person just a few months ago are now steeped in a very different (virtual) reality. 6 Ways to Make Your Virtual Sales Meetings Engaging and Memorable.

Meetings 103

Meetings Sales Facilitation Decision-making 103

Sales Gravy

AUGUST 4, 2023

If you are a sales leader, sales enablement professional, or training facilitator, you will want to tune in for their conversation about keeping learners engaged and using feedback to improve enablement initiatives. Sales enablement is a critical investment for companies looking to increase sales. Why Invest In Sales Enablement?

Sales 84

Sales Facilitation Sales Training Onboarding 84

Sales Outcomes

JANUARY 16, 2023

So minor improvements in body language can lead to significant improvements in communication effectiveness. In selling situations, the unconscious aspect of communication can enhance or inhibit connection with customers and prospects. Body language accounts for 55% of communication, while words account for only 7%.

Virtual Selling 52

Virtual Selling Communication Prioritization Meetings 52

Miller Heiman Group

OCTOBER 6, 2020

During this pandemic, we have seen and heard a lot of concern about adjusting how to sell when selling must be done virtually. There are some things that are irrevocably changed by the need to conduct business virtually. Faced with uncertainty, businesses put the brakes on as deals stalled or vanished.

Supply Chain 109

Supply Chain Prioritization Decision-making Virtual Selling 109

Insightly

JUNE 3, 2022

How to manage it. Develop clear messaging about your company’s culture, your mission, and your products—and show how you’re making a difference in the world. That’s especially true in the world of B2B sales, where deals have traditionally closed over meetings, handshakes, and other face-to-face interactions. .

B2B 98

B2B Value Proposition Decision-making Sales 98

Revenue Storm

OCTOBER 12, 2021

We are approaching 80 weeks of managing complex sales cycles virtually. When it comes to complex sales, we have learned several critical lessons about how to connect and gain a relationship advantage. It has become increasingly more difficult to get the feel for how a sales call is going. And if the participants aren’t on video?

Virtual Selling 78

Virtual Selling Meetings Digitalization Communication 78

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

Arpedio

APRIL 11, 2024

The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. The adoption of AI in sales is paramount due to its profound impact on enhancing productivity, improving decision-making, and driving revenue growth. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Sales Gravy

OCTOBER 2, 2020

Sales Follow Up Superpowers On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Jeff Shore (Follow Up and Close the Sale) discuss the two sales follow up superpowers: Speed and Personalization. On this episode you'll actionable tips and tactics that will instantly improve your sales follow up skills.

Virtual Selling 67

Virtual Selling Sales B2B Management 67