Nutshell

APRIL 3, 2024

An ideal tech stack software for consultants is easy to use and integrate, adding convenience to your business without being difficult to use or time-consuming. This is what you should keep in mind when deciding to adopt new software to build your consulting business tech stack. DOWNLOAD Is your business ready for a CRM? Find out here.

Software 71

Software Software CRM Acquisition 71

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. In a review of 50,000 B2B sales calls, tech company Gong.io What’s standing in your way?

Decision-making 435

Decision-making B2B Profitability Account Management 435

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

JUNE 7, 2023

I’ve lost count of how many times I’ve heard sales and revenue leaders use the terms, “sales process” and “sales methodology” interchangeably and incorrectly. What is a sales process? A sales process is a flow, and it is usually brand-free.

Sales 195

Sales Negotiation Decision-making CRM 195

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. 7 Habits of a Great Salesperson (and How to Train) 1. So what sets great salespeople apart?

Sales Training 91

Sales Training Decision-making Sales Communication 91

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

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

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Brooks Group

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. This is a mistake.

Sales 71

Sales Sales Training Brainstorming Communication 71

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

DECEMBER 1, 2023

If these areas are well maintained, your sales team will be able to dig deeper into existing key accounts, increase customer retention, and maximize the revenue potential in each account. Strategic Emails – Number of emails sent to offer best practices, strategic advice, consulting, etc. Watch the video below to learn more.

Account Management 93

Account Management Management Account Planning Sales Training 93

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. But for storytelling to be truly effective in sales, your sales professionals have to nail both the timing and the delivery. Benefits of Storytelling in Sales There are quite a few reasons why storytelling is a natural fit for sales. Stories, on the other hand, are more memorable.

Sales 75

Sales Decision-making Sales Training Communication 75

Brooks Group

NOVEMBER 29, 2023

This is especially true when your job is to be a visible ambassador for a company and its products or services. Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.”

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Sales Gravy

JULY 21, 2023

Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. teaches coursework around innovative marketing and sales messaging.

Prioritization 82

Prioritization Sales Sales Training B2B 82

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Hubspot Sales

MAY 18, 2023

If you have a consulting practice, you need to curate credibility to help secure business. Consulting certificates can help. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs. Table of Contents Why do consulting certificates matter?

Negotiation 71

Negotiation Leadership CRM Insurance 71

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

OCTOBER 11, 2021

Navigating the ever-changing digital landscape is a challenge — especially if you have a business of your own and are struggling to market yourself and make sales. Generally, a digital consultant wears many hats. The overarching purpose of digital consulting is to help a business digitally implement its strategies to reach its goals.

Digitalization 111

Digitalization Media Digital Transformation Insurance 111

Brooks Group

SEPTEMBER 7, 2023

I was once interviewed by a company that wanted me to start a new business unit. Clearly, this company was not all-in on its new business focus. The success of any substantive change to your sales approach relies on company-wide buy-in. Will you reorganize or rebalance your consultative sales professionals’ time?

Account Management 52

Account Management Management Account Planning Sales 52

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. 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.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

OCTOBER 19, 2022

What’s the Difference Between Role-specific and General Training? Sales training typically accomplishes one of two things. . The training will either provide learning around a specific skill, or the training is focused on improving the learner’s ability to succeed in their entire role. Sales Manager.

Sales Training 84

Sales Training Sales Account Management B2C 84

Zendesk

MARCH 16, 2022

Not all sales are created equal. Depending on the products, region, and size of a company, a business may require sales experts with different specialties. This is where a sales engineer comes in. Sales engineer definition. Typical sales engineer career path. How to become a sales engineer.

Sales 98

Sales CRM B2B Negotiation 98

Arpedio

FEBRUARY 26, 2024

careers Office Assistant in an accelerating software and consulting business ← Back to careers Do you thrive in keeping order, welcoming guests, and helping your colleagues with diverse practical tasks? About ARPEDIO ARPEDIO provides a powerful account-based selling platform for B2B sales professionals, fully integrated within Salesforce.

B2B 52

B2B Innovation Sales Training Account Planning 52

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Scovel

MAY 24, 2021

One powerful tool that can make an organization stand out is by having a sound and successful sales team. Investing in sales training programs can earn more returns in the way of closing more sales deals. External sales training programs can help with all these challenges as they have vast expertise in the field.

Sales Training 98

Sales Training Communication Organization Meetings 98

Brooks Group

MARCH 27, 2023

What Do We Mean By Pharmaceutical Sales Training? Pharmaceutical companies offer certification programs for new hires called CNPR (Certified New Professional). Train your employees to master pharmaceutical sales! The ideal basis for this is evaluation and training powered by AI.

Sales Training 52

Sales Training Interpersonal Skills Healthcare Virtual Selling 52

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. This is free consulting. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. And today, even functions entitled sales training are doing some enablement work.

Sales 130

Sales Sales Training Leadership Decision-making 130

Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. Evaluate a company in minutes with information on its financials, transaction history and employees.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Brooks Group

JULY 20, 2023

Warmer weather, long weekends, and kids out of school likely means vacation mode for your sales team and, unfortunately, your prospects. It’s no surprise that many sales professionals find it challenging to stay motivated in the summer. But lower productivity has a big downside—slowed sales growth for your company.

Sales Training 86

Sales Training Brainstorming Sales Negotiation 86

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers today have more information, more choices, and freedom.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

QYMATIX

MARCH 12, 2024

Read how AI-based assistants are taking wholesale sales to a new level and helping companies achieve their goals more efficiently. According to the Federation of German Wholesale, Foreign Trade and Services (BGA), wholesale and foreign trade companies are increasingly realising the potential of using artificial intelligence.

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52