Whetstone

MARCH 14, 2024

In the dynamic realm of high-end selling and strategic account management, the role of coaching often takes a back seat. Let’s shed some light on the transformative power of managers as proactive coaches. During my training sessions, I like to remind learners that they are playing chess, not checkers.

Management 52

Management Account Management Meetings Sales 52

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

JUNE 15, 2023

Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. 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.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals.

Sales 113

Sales Sales Training Negotiation Facilitation 113

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Arpedio

MARCH 20, 2024

Account-Based Selling (ABS) has emerged as a potent strategy for businesses aiming to target high-value accounts strategically. Common challenges faced in account-based selling Strategic planning and analysis ABS starts with identifying the most promising accounts to target.

Government 52

Government Innovation Prioritization Facilitation 52

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales account management strategy becomes indispensable. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

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

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

Planview

DECEMBER 8, 2021

Identify and Train Key Business Owners. Identify the functional leaders who will be willing to lead the mindset change and focus on training them through coaching. You can weave coaching into those discussions in a hands-on way. Senior leaders are a significant driver in the success rate of an Agile transformation.

Government 111

Government Leadership Stakeholders Decision-making 111

CMOE

FEBRUARY 13, 2023

Seventy-two percent of leaders believe accountability is vital to business success, yet only 31% are satisfied with their company’s level of accountability. Even staff members notice a serious gap: 91% express accountability as their employer’s top leadership-development need. What Is Accountability in Leadership?

Leadership 52

Leadership Construction Decision-making Meetings 52

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in activities that are working against them, without even realizing it. This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Hubspot Sales

JUNE 29, 2022

It gives you perspective on whether you need to take swift, decisive action to improve how your team functions. As a manager, ensuring your team is working as effectively as possible should always be a — if not the — main priority for you. That's why you need to find ways to maintain a pulse on your employees' ongoing performance. Motivation.

Construction 76

Construction Decision-making Facilitation Prioritization 76

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 77

Sales Sales Leadership Leadership CRM 77

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. You've trained your salespeople on the key actions required to move prospects from stage to stage. What factors should you be taking into account? The concept that underlies all those points is known as sales effectiveness. Sale cycle length.

Sales 137

Sales CRM Banking Organization 137

Arpedio

FEBRUARY 21, 2024

In the dynamic landscape of sales, understanding and leveraging sales metrics is not just advantageous—it’s imperative. Sales metrics serve as the compass guiding businesses toward their goals, providing invaluable insights into performance, identifying areas for improvement, and ultimately driving revenue growth.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

Brooks Group

AUGUST 23, 2023

One personality test in particular has become the go-to for sales leaders: The Brooks Talent Index DISC assessment. Michelle Richardson , Vice President of Sales Performance Research at The Brooks Group, is an expert on personality and skills assessments and their impact on sales team dynamics.

Sales 52

Sales Sales Training Communication Sales Management 52

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. Sales Operations Roles and Responsibilities. Managing sales tech stack.

Logistics 100

Logistics Sales Onboarding CRM 100

Miller Heiman Group

MAY 14, 2020

Respondents evaluated 50 service practices, including leadership activities, cross-organization collaboration and training and coaching. Respondents evaluated 50 service practices, including leadership activities, cross-organization collaboration and training and coaching. Understand How CX Links to Business Outcomes.

Customer Experience 78

Customer Experience e-Learning Construction Organization 78

Showpad

MAY 6, 2019

What are your sales representatives’ goals? A combination of content, training, and ongoing sales coaching is needed to drive reps’ success. As a crucial part of sales enablement , coaching must be done the right way in order to have the greatest impact. What is sales coaching?

Sales 69

Sales Meetings Sales Management Leadership 69

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on achieving sales excellence and driving business growth. In today’s competitive business landscape, sales performance and effectiveness are crucial to the success of any organization. Sales performance is the measurement of the results achieved by the sales team and individuals.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Hubspot Sales

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. That's why training is so important for your sales team.

Management 117

Management Sales Management Sales Training Meetings 117

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Hubspot Sales

JULY 30, 2020

This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. Invest in sales management coaching. Plan a sales contest. Even your top performers can lose focus during the summer.

Sales 113

Sales Brainstorming Decision-making Communication 113

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know.

B2C 98

B2C Sales CRM Profitability 98

Showpad

AUGUST 13, 2019

When implementing a Sales enablement plan, holding Sales teams and others involved accountable is vital so everyone knows their role and what expectations are for getting that plan in motion and maintaining it as the business scales. Who is accountable for what? Onboarding, training and coaching.

Onboarding 68

Onboarding Sales Stakeholders Leadership 68

CMOE

SEPTEMBER 20, 2021

If you’ve read our article on coaching, you understand coaching has two focus areas—performance and development. Here, we will discuss how coaching improves performance and how you can leverage it to drive your team forward. What Is Coaching for Performance? Why Is Coaching for Performance Important?

Construction 98

Construction Decision-making Organization Profitability 98

Arpedio

FEBRUARY 19, 2024

One such technology that has revolutionized sales practices is Artificial Intelligence (AI). AI in sales refers to the application of advanced algorithms and machine learning techniques to streamline sales processes, gain actionable insights, and deliver personalized experiences to customers and prospects.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52