Announcing our Strategic Account Management Training Program
Whetstone
NOVEMBER 7, 2023
At the beginning of this month, we unveiled our innovative strategic account management training program at SAMA’s inaugural TechFest event.
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Whetstone
NOVEMBER 7, 2023
At the beginning of this month, we unveiled our innovative strategic account management training program at SAMA’s inaugural TechFest event.
Strategic Account Management Association
JUNE 1, 2021
This same belief rang true in the world of sales training. In the past, sales has done a disservice by being in the business of creating human doings not human beings. Your organization will have a more positive culture, greater confidence in management and stronger innovation and collaboration. Comment below.
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Brooks Group
OCTOBER 24, 2023
A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.
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.
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.
Red Star Kim
JUNE 15, 2023
At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Delegates were from legal and accountancy firms in the UK, Channel Islands, Germany and United Arab Emirates. 200,000 companies with turnover or shareholder funds over £1.5m
Mike Kunkle
AUGUST 30, 2023
This applies to the enablement profession as a whole, regardless of name – Sales Enablement, Revenue Enablement, Buying Enablement, Performance Consulting, or even Sales Training and our Sales Operations and Revenue Operations partners. At the same time, a unique set of challenges complicates this mission.
Brooks Group
DECEMBER 1, 2023
Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Watch the video below to learn more.
Mike Kunkle
NOVEMBER 21, 2023
Training and Education: Training programs for staff on system operation, maintenance, and best practices for air quality management. Air Quality Testing and Monitoring: Comprehensive testing and monitoring services to verify and maintain indoor air quality standards.
Red Star Kim
OCTOBER 13, 2023
At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. Although it does provide indepth knowledge of legal services.
Brooks Group
MARCH 28, 2024
Gone are the days when you could simply sell to a mid-level manager. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Without relationships at the executive level, you can struggle to position your solution strategically.
Brooks Group
MARCH 25, 2024
This sequence guides sales professionals through strategic milestones while providing tactical techniques to navigate each buyer interaction with confidence. The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. It increases sales effectiveness and efficiency.
Brooks Group
MARCH 6, 2024
But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability.
Zendesk
JUNE 28, 2022
While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. It’s clear that providing your team with thorough sales training is well worth the effort.
Arpedio
JANUARY 30, 2024
Evolving Key Account Management: Perstorp's Journey with ARPEDIO Download full case study About Perstorp With a 140-year legacy, Perstorp stands as a pioneer in organic chemistry, shaping industries from mobile tech to animal nutrition, driven by sustainable solutions. Superior together. Enhance forecast accuracy.
Brooks Group
APRIL 9, 2024
Finance, operations, and management, oh my! Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization. Sales professionals must be patient and proactive in nurturing relationships with committee members throughout the process.
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.
Brooks Group
SEPTEMBER 7, 2023
The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan. Do you need to restructure your business so you can allocate an account manager to oversee the ongoing business?
Arpedio
FEBRUARY 26, 2024
There will be two people managing the job, so you will be splitting the days of the week. Your primary responsibility will be of practical nature, but you will also get the opportunity to solve tasks for different departments, e.g. helping Sales with research or assisting Marketing with events. Superior together.
Brooks Group
NOVEMBER 29, 2023
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.” Of course, there are myriad reasons for this — both good and bad.
Account Manager Tips
AUGUST 4, 2022
B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Account Manager Tips · 1. Clash of the Generations: Managing the New Workplace Reality Why this book? Table of Contents.
Sales Gravy
NOVEMBER 27, 2023
On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.
Brooks Group
NOVEMBER 8, 2023
WATCH ON DEMAND: Building a Successful Sales Strategy for 2024 Here are four steps for building the right sales strategy. Step 1: Establish Your Strategic Sales Priorities There is a sales questioning technique called “3-Deep.” This provides a directional focus to be able to institute strategic priorities.
SBI
APRIL 1, 2020
Brainshark Collaborates with GO1, Enhances Sales Training. the industry’s only data-driven sales readiness platform, and GO1, a leading provider of off-the-shelf, high-quality eLearning content, today announced a strategic partnership. WALTHAM, MA (April 1, 2019): Brainshark , Inc.,
Mike Kunkle
OCTOBER 24, 2021
It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. What are the Building Blocks of Sales Enablement? Sales Hiring System.
Mike Kunkle
MAY 30, 2023
It’s organizational behavioral change management, for sure, and requires both smart and hard work. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Use John Kotter’s change management advice and “Build a Guiding Coalition.”
Mike Kunkle
AUGUST 8, 2023
This short-sightedness can lead to a rollercoaster ride of revenue fluctuations and missed opportunities for strategic expansion. Solution: Sales leaders must cultivate a balanced approach. Use data to drive informed decisions, optimize sales processes, and identify untapped market opportunities.
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.
Mike Kunkle
OCTOBER 8, 2023
This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).
Arpedio
AUGUST 31, 2023
Back to careers Are you an aspiring future Customer Success Manager and have a passion for sales? Do you want to help drive post-sales processes from start to end and prepare the business for continued growth and further international roll-out? careers Are you ARPEDIO’s new Student in Customer Success?
Brooks Group
FEBRUARY 27, 2024
Your sales professionals can differentiate themselves with advice and strategic support that is more sophisticated, helpful, and knowledgeable than your competition. Support Change Management You want to ensure customers are getting the most value from their purchase.
Brooks Group
APRIL 19, 2023
Do prospects and customers perceive them as valuable strategic resources, business experts, or merely vendor reps? The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. Ideally, they want a salesperson who can serve as a strategic resource.
Mike Kunkle
NOVEMBER 23, 2023
[Click the image to see a larger version] A successful sales enablement program can help sales reps improve their sales skills, close more deals, and achieve their goals, and can engage, enable, and empower front-line sales managers to support them.
Brooks Group
NOVEMBER 14, 2023
This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them. Pitfall 1: Not Setting Clear Strategic Priorities The first pitfall of sales strategy is not setting clear priorities. This provides a directional focus to be able to institute strategic priorities.
Brooks Group
APRIL 14, 2022
The Brooks Group was recognized by Investopedia as having the best virtual sales training in the country. So it may come as a surprise to learn that we actually recommend live training, at this moment in time. Or a salesperson will ask their manager how something they learned applies to a specific account.
Arpedio
SEPTEMBER 22, 2022
How Aggreko gained complete transparency into the health of their accounts. This client case study is based on an interview with Jeff Raber, Head of Strategic Accounts at Aggreko. ARPEDIO Account Planning & Relationship Mapping. ? ARPEDIO Account Planning. Head of Strategic Accounts at Aggreko.
Arpedio
SEPTEMBER 22, 2022
How Aggreko gained complete transparency into the health of their accounts. This client case study is based on an interview with Jeff Raber, Head of Strategic Accounts at Aggreko. ARPEDIO Account Planning & Relationship Mapping. ? ARPEDIO Account Planning. Head of Strategic Accounts at Aggreko.
Brooks Group
JULY 13, 2022
Tip #2: Realize Not All Accounts Are Created Equal. Salespeople will save a lot of time when they learn that every account isn’t worth the same amount of their time and attention. . Payoff can be described as growth potential, profitability, and how much account maintenance is needed to win or keep the business.
Brooks Group
JANUARY 10, 2023
One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Strategic alignment with your organization (this one’s a bonus).
Mike Kunkle
JUNE 12, 2022
While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. Resources: The inevitable change: Post-COVID-19 Sales Roles.
Brooks Group
JUNE 1, 2022
It’s safe to say that nearly every sales manager has regretted at least one of their new hires. Having worked with thousands of sales leaders and millions of salespeople, our 45 years of experience have shown that industry experience is not critical for success. Managers should instead look to hire from an aligned industry.
Mike Kunkle
JULY 2, 2022
The function names are many: we have sales enablement, revenue enablement, sales effectiveness, commercial excellence, sales or revenue operations (which have other responsibilities but take on tasks that are typically now included under the enablement umbrella), buyer enablement, buying enablement, and more.
Brooks Group
SEPTEMBER 21, 2022
It also helps knowing how your product supports the strategic vision of the company even if you’re not selling directly to the C-suite. . The best sales leaders invest in their teams by providing a standardized, clearly defined selling system. Confidence increases credibility, which in turn builds trust. Be Valuable To Customers.
Mike Kunkle
AUGUST 27, 2019
Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Sales onboarding for new sales reps and new or promoted sales managers. Management and leadership development.
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