solutions sales-assessments sales-culture-insights 
Upland
SEPTEMBER 1, 2023
Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. Guided selling benefits both customers, who receive a more personalized experience, and sellers, who can offer more effective solutions based on individual needs.
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. SAMs] are no longer selling products and solutions. They] are the solution.” To assess their character, the best leaders regularly seek out feedback.
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Strategic Account Management Association
FEBRUARY 2, 2021
Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Figure 2: Buyer and seller perspectives on the challenges of virtual sales interactions. Just 5 percent report no success at all ( Figure 3 ).
Upland
JANUARY 29, 2024
Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.
Upland
NOVEMBER 27, 2023
Four essential insights to better know your customer Picture seeing what looks like a great opportunity. Four essential insights to better know your customer Picture seeing what looks like a great opportunity. You want to inspire the prospect to act by showing them what your solution will be able to do for them.
Mike Kunkle
NOVEMBER 21, 2023
In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time.
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).
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