Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. This is not the role of the first line sales manager.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Hubspot Sales

MAY 30, 2019

A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. It's only successful when sales leadership and the sales force execute with dedication and competence. Stage 5 : Negotiate and Close. Let's dig into each.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Showpad

JUNE 29, 2021

In case your enablement initiative also develops coaching skills in managers or even provides the actual coaching services for sales professionals, all these efforts are managed here in the sales readiness domain. This domain should also be closely connected to sales effectiveness.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Hubspot Sales

APRIL 27, 2023

No matter how much — or how little — experience you have in tech sales, it's possible to climb the career ladder in this field. You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales.

Sales 109

Sales Account Management Communication Sales Management 109

Hubspot Sales

OCTOBER 19, 2020

Let's explore the concept a bit further and see how sales leadership can determine that kind of figure for its new reps. Almost anyone involved in a sales rep's professional development has to be on board with their OTE figure. On-target earnings provide a benchmark for reps and managers alike.

Negotiation 89

Negotiation Leadership Sales Leadership Sales Management 89

Mike Kunkle

MAY 11, 2022

Includes territory planning, account planning, sales call planning, leading sales meetings, task management, using CRM, sales enablement tools, other technology tools and performance support, action planning, calendaring, project management, change management, and personal productivity practices.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. The post Are Your Sales Targets Too High?

Supply Chain 76

Supply Chain Sales Sales Training Negotiation 76

Hubspot Sales

AUGUST 10, 2020

Negotiating Skills. Effective sales reps must have solid negotiation skills. By knowing how to negotiate, you can create a tailored experience for your customer, getting them the products and features they need while also making sure your company is financially benefitting as well. Sales Leadership Competencies.

Sales 142

Sales Negotiation Communication Leadership 142

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best. Break your sales process down into skills.

B2B 104

B2B Negotiation Sales Leadership 104

Mercuri International

JUNE 10, 2020

In terms of investing in specific training topics, the top three topics that respondents viewed as ‘very important’ when taking an overview of all industries were, in order: Value based selling Winning new customers / lead management Sales leadership. Remote selling and remote leadership came in a close 4th and 5th.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Showpad

DECEMBER 12, 2023

Introducing the business impact framework Not only will the business impact framework help you set up your enablement strategy in the most effective way, but it will also help manage the balance between time pressure and impact pressure. What I see so often is that long sales cycles stress out the sales leadership team.

Sales 52

Sales Onboarding Communication Negotiation 52

Brooks Group

MARCH 6, 2023

The Importance of Sales Training for Your Business As a business owner, it is non-negotiable to refrain from investing in sales training for your employees. You can improve your bottom line by ensuring that your sales team has the skills and knowledge they need to succeed.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Insightly

JANUARY 4, 2024

In B2B sales, the role of a sales leader is both exhilarating and challenging. Juggling targets, managing teams, and making critical decisions can be demanding and overwhelming. This is where the power of a well-implemented Customer Relationship Management system (CRM) comes into play.

CRM 52

CRM Sales Decision-making Customer Experience 52

Nutshell

AUGUST 4, 2020

Mark Hunter , AKA The Sales Hunter, is a popular speaker and sales consultant who shares top-notch advice for sellers via his YouTube channel. Want to learn the latest and greatest negotiation tactics? Gerhard Gschwandter is a sales guru and the Founder and CEO of Selling Power, Inc. , The Brutal Truth About Sales.

Internet 71

Internet Sales B2B Sales Leadership 71

SBI

MARCH 30, 2021

Sales leadership realized they needed tools to boost sales effectiveness and facilitate remote team-selling, deal reviews and deal collaboration. Objective deal health assessment provides managers and sellers insight into which deals sellers should abandon vs which to double down. Is the deal legitimate? Source: Gartner.

Facilitation 40

Facilitation Software Software Decision-making 40

PandaDoc

NOVEMBER 15, 2021

. “At the core of great sales cultures, you feel trust. ” – Henrique Moniz de Aragão, Vice President and General Manager, EMEA, G2. Managers should provide plenty of coaching to your sales agents, not just when they initially start but also throughout their time with your organization.

Sales 52

Sales Communication Decision-making Meetings 52

Hubspot Sales

OCTOBER 29, 2017

They provide sales training as well as other topics applicable to advancing your sales career, such as personal development, time management and leadership training. It features his renowned seminars on leadership, sales, and management effectiveness. Videos by Accomplished Sales Consultants.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Engage Selling

SEPTEMBER 9, 2017

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your sales manager’s number-one job now is to teach and … Read More »

Leadership 48

Leadership Sales Management Meetings Management 48

Hubspot Sales

FEBRUARY 21, 2018

Whether you’re a rep, a sales manager, or an executive, your ability to reach your goals grows exponentially when you incorporate others’ wisdom, experiences, and strategies. To help you find the sales blogs with the most valuable content, we’ve curated the following list. The Best Blogs for Sales Reps. Sales Hacker.

Sales 145

Sales Sales Management B2B Leadership 145

Engage Selling

APRIL 15, 2022

The post Engaging the Decision Makers first appeared on Colleen Francis - The Sales Leader. ??? Do you know who the decision makers are in the buying process? More and more individuals are involved in the buying decision than ever before. There are a number … Read More.

Sales 110

Sales Client Relationships Negotiation Sales Leadership 110

Engage Selling

JULY 22, 2022

The post How to Effectively Employ Team Selling | Sales Strategies first appeared on Colleen Francis - The Sales Leader. ????????? How do you employ team selling? Since I published Right on the Money, there have been even more changes happening in the marketplace that we as sellers need to … Read More.

Publishing 96

Publishing Sales Client Relationships Negotiation 96

Hubspot Sales

JANUARY 22, 2018

Focus: Prospecting, negotiating and closing, social selling, and sales management. Intended audience: Sales reps and managers. Jeff Hoffman’s workshops span the entire sales cycle, from getting your prospect’s attention to successfully winning their business. Focus: Sales messaging and communication.

Sales Training 145

Sales Training B2B Sales Negotiation 145

SalesGlobe

JULY 13, 2022

And finally, capital synergies and just think about that as oh, gosh, as a as a larger organization, I can probably get better lending terms or better negotiations on contracts. Say it’s an account manager or an account executive, and they’re in both companies. So an account manager may not be an account manager.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Engage Selling

JULY 29, 2017

One of the big mistakes I see in sales today—at all levels within an organization—is the belief that coaching and training are owed to us. Don’t get me wrong: both are wise investments for employers to make in their people, … Read More »

Organization 48

Organization Sales Account Management Negotiation 48