Upland

MAY 3, 2023

If you sell a technology product, or anything that lives in the cloud, the answer to this question can be a little elusive. Nowadays, the most valuable technology companies don’t just sell products, they sell something more. It’s even more common if your products have that ethereal, shape-shifting quality of a cloud service or app.

CRM 195

CRM Software Software Innovation 195

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. When prospects remember the stories shared by the sales professional, they are more likely to recall the key points about the product or service being offered.

Sales 75

Sales Decision-making Sales Training Communication 75

Brooks Group

MARCH 21, 2024

The sales professional asks questions to uncover the buyer’s pain points, priorities, and what they hope to achieve by purchasing a product or service. Product-Based Questions = 3rd Most Effective This technique involves asking questions specifically related to the product or service being offered.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Mike Kunkle

AUGUST 8, 2023

Invest in initiatives that build long-term customer relationships, drive product innovation, and establish your organization as a trusted industry leader. Consider segmenting by new business development and account base growth, and as sensible, by product line, if that matters in your business.

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Red Star Kim

OCTOBER 18, 2022

“There is ample research evidence that in dynamic and complex business environments this traditional approach inhibits creativity and innovation and decreases motivation and productivity”. The new leadership approach is about interacting through informal networks, experimentation, learning, facilitating, coaching and enabling. “In

Organization 130

Organization Innovation Leadership Management 130

Red Star Kim

MARCH 7, 2023

Author Alice Boyes PhD is a former clinical psychologist turned writer and the author of The Healthy Mind Toolkit, The Anxiety Toolkit, and Stress-Free Productivity. Delegation skills – supported by coaching skills – help to spread the work amongst the team as well as develop the next generation of marketers and business developers.

Marketing 130

Marketing Management Emotional Intelligence Leadership 130

Brooks Group

JANUARY 24, 2024

Sales Coaching is the secret sauce.” ” Coaching—either from sales managers or peers—plays an important role in seller engagement and performance. Successful sales teams are more likely to leverage coaching as part of their training and development strategy. Sales Strategy 6: “Building a dream team?

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Brooks Group

FEBRUARY 12, 2024

Once a prospect buys your product or service, they represent an opportunity for future growth. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done. that helps the buyer protect their investment.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Red Star Kim

NOVEMBER 13, 2023

However, I do use a number of assessment tools in my coaching and development work. And to ensure that any new systems were adopted by employees and embedded in day to day practice to ensure consistency of service. 17% had plans to introduce new private client services and 67% had plans to develop new markets. What is your plan?

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

SEPTEMBER 5, 2023

It should be essential reading for anyone in a L&D, HR, training or coaching role. I’ve summarised some key ideas to incorporate into your training programmes and included an overview of my training services at the end. on product knowledge), skills or operational training or promoting attitude or behaviour change.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Mike Kunkle

MARCH 31, 2023

A seller with a growth mindset who is open to coaching with the ability to adapt and learn, will be more successful than someone with a fixed mindset or who rejects coaching. Especially since managers need to develop sales coaching excellence. For you, you need to wade through and master the complexities, to make things work.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

SEPTEMBER 26, 2023

Support the go-to-market strategy – The M&BD team structure must support market sectors, products/service lines (typically in a matrix of both), international scope and key strategic themes that the firm prioritises. Expectations of M&BD (reactive service or proactive advisers?) Role in direct client contact?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Sales Management Plus -- SMP

MARCH 5, 2024

You can use the Customer Product Mix Sheet within SMP’s Dashboards to help make this easier on you and your team. Accessing the Sheet Located within the SMP dashboards, the Customer Product Mix Sheet is readily accessible. Upselling isn’t about pushing products.

Account Management 52

Account Management Facilitation Sales Prioritization 52

Hubspot Sales

APRIL 15, 2024

According to Denise Fowler , Founder of Career Happiness Coaching , "Highly successful prospectors continually ensure that both their feet are grounded and their eyes are scanning the skies. Highly successful prospectors don't just understand their product — they deeply understand their prospect's challenges and goals.

Sales 111

Sales Prioritization CRM Communication 111

Zendesk

MARCH 7, 2024

WFO intertwines performance data, emerging technologies, and coaching to help employees, departments, and businesses operate at peak performance. Businesses today walk on a tightrope when it comes to customer service and efficiency. This ensures they have the right amount of employees on call to deliver good customer service.

Prioritization 52

Prioritization Profitability Customer Experience Decision-making 52

Hubspot Sales

APRIL 26, 2023

That said, some companies actually won't be able to afford your product. Rather than abandoning the deal with no warning, let your prospect down gently by saying, "Given what you’ve told me about your budget, I don’t believe our product is the right fit for you." You’re working with a coach — not a champion. Not necessarily.

Decision-making 112

Decision-making Value Proposition Negotiation Stakeholders 112

Arpedio

JANUARY 3, 2024

When it comes to improving your sales team’s performance, there are two primary approaches: sales coaching and sales training. In this section, we will explore the key differences between sales coaching and sales training. Key Takeaways Sales coaching and sales training are two distinct approaches to improving sales performance.

Sales Training 52

Sales Training Sales Organization Meetings 52

Hubspot Sales

FEBRUARY 20, 2023

While these roles provide valuable services, they have key differences — namely, in the work they carry out and their level of expertise. A contractor provides a specific service within a set period of time. For instance, they may design new processes, develop new products or services, or create business plans.

Construction 86

Construction Finance Negotiation Business Planning 86

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. How to overcome timeline-based objections: Coach your salespeople to ask open-ended questions to understand if the prospect is actually qualified.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

CMOE

FEBRUARY 24, 2023

A strong coaching culture is integral to the long-term success of the modern workplace. Developing a successful coaching culture involves purposeful actions and a focused effort. Strategic Coach offers curated content with blog posts, ebooks, worksheets, and guides to help entrepreneurs overcome roadblocks and achieve their goals.

Small Business 52

Small Business Leadership Profitability Publishing 52

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Coaching vs. Managing.

Sales 106

Sales Sales Training Sales Management Management 106

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. A stellar sales coach must be results-oriented.

Construction 129

Construction Sales Sales Training Communication 129

Brooks Group

MARCH 28, 2024

If you only engage with lower-level employees, you may get bogged down discussing product features, technical requirements, etc. The buyer sees it as a tactical product vs. something core to achieving their objectives. Lead with new ideas and approaches—not just product pitches. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

JUNE 26, 2023

Every organization offers distinct products and/or services, has a specific go-to-market (GTM) strategy, and faces different competitors. Increased Sales Productivity When salespeople are properly trained, they can work more effectively and close more deals. return, generating an ROI of 353%.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Zendesk

FEBRUARY 23, 2024

This might look like using personas to help create a new marketing campaign or inform your customer service training. A touchpoint in this stage might be seeing an ad for your business while browsing social media Consideration: After your customer is aware of your business, the next stage is the consideration of your products and services.

Decision-making 52

Decision-making Brainstorming Media Communication 52

Zendesk

MAY 5, 2022

More than half of people have higher expectations for customer service now compared to a year ago, according to Microsoft’s State of Global Customer Service Report. But providing consistent, quality customer service is a challenge. Move beyond one-dimensional customer service metrics and embrace in-depth CX analytics.

Customer Experience 52

Customer Experience Innovation Leadership Management 52

Zendesk

FEBRUARY 6, 2024

Artificial intelligence has the potential to not only improve the customer experience but also drastically improve the admin and service operations experience. In turn, the workforce management solution can boost agent productivity and happiness, helping to reduce employee churn.

Artificial Intelligence 59

Artificial Intelligence Finance Prioritization Innovation 59

Sales Outcomes

APRIL 17, 2023

Sales leaders struggle to find the time to coach their salespeople to succeed. Sales leaders with a span of control of 5 to 8 direct reports would be lucky to have two hours a day in an average week for thinking, coaching salespeople, and conducting pipeline, forecast, or account plan reviews. Not a pretty picture, right?

Sales 52

Sales Account Planning Meetings Sales Management 52

Brooks Group

MARCH 6, 2023

This can include everything from product knowledge to customer service techniques. Sales training can be delivered in various formats, including classroom-based instruction, online courses, webinars, and one-on-one coaching. Coaching Coaching is another essential element of effective sales training.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Flevy

AUGUST 16, 2022

Companies have discovered novel means to market, service, and function through the pandemic. Companies that witnessed short-term variations in demand for products and services that were already being provided by them are put in the Adapter quadrant of the matrix. Expected duration of changes for such companies is temporary.

Innovation 111

Innovation Banking Organization Marketing 111

Brooks Group

NOVEMBER 10, 2023

This puts even greater pressure on your sales team to not only understand the value proposition but to be able to communicate how the deployment of your product or service will create measurable change for your buyer. Providing effective sales coaching and training is crucial to accelerating the sales cycle.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Brooks Group

FEBRUARY 23, 2024

Without proper qualification, sales teams may end up investing valuable resources pursuing prospects who are unlikely to buy, leading to wasted effort and decreased productivity. Lower Win Rates Qualified leads are more likely to have a genuine need for the product or service and the ability to make a purchase, resulting in higher win rates.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Showpad

JUNE 29, 2021

On the other hand, the sales managers are responsible to build on these enablement efforts and to translate them with their sales coaching skills into tangible sales results. Another question is if the sales person has been assigned to the right territory or accounts and if the salesperson is coached by their managers.

Sales 96

Sales Prioritization Onboarding Sales Management 96

Brooks Group

OCTOBER 13, 2023

When the sales team raises questions, the trainer should be able to share from real-world experience to coach on sales skills and best practices. Sales trainers with leadership experience make good coaches in the classroom, and are invaluable during sales management training programs.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

Brooks Group

OCTOBER 25, 2023

Some examples of activities that fall in the 20% for sales managers include: Sales Coaching and Training Providing targeted coaching and training to sales representatives to enhance their selling skills and product knowledge. World-class front-line managers coach each team member 3-5 hours per month (Gartner).

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Brooks Group

AUGUST 8, 2023

Leveraging the Power of DISC Profiles By leveraging the power of DISC profiles, sales managers can unlock their sales team’s true potential, create a cohesive and productive unit, and elevate their overall performance in the competitive market. Here are 12 recommendations for sales managers.

Sales Management 71

Sales Management Management Sales Sales Training 71