Upland

OCTOBER 17, 2023

We’ll explore how AI can be a relationship seller’s best tool to automate the mundane so you can focus on more important things… like building relationships with your prospects. With AI, sellers can save valuable time and resources. Recorded phone calls, emails, and virtual meetings create mountains of data.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Sales Gravy

OCTOBER 25, 2023

As an individual sales rep, you have the opportunity to be a leader within your team and also in your role as a parent. Even if you give your all and face failure, there are valuable learning opportunities that can benefit you in the future. Damon's book, "The Learn It All Leader," focuses on leadership in times of rapid change.

e-Learning 93

e-Learning Leadership Sales Innovation 93

Account Manager Tips

NOVEMBER 24, 2022

Stolen Focus: Why You Can't Pay Attention—And How to Think Deeply Again Why this book? Do you know how to get valuable and useful feedback from your colleagues? Have you mastered your professional elevator pitch so that every time you meet someone, they remember and are impressed by you? The Secrets of Getting Ahead.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Red Star Kim

APRIL 17, 2023

Grade clients and referrers to support goal-setting There was some discussion about how firms graded their clients and referrers (both organisations and individuals) with regards to the appropriate strategies for different groups/grades. Colour coding was popular (e.g. Red, Amber, Green).

Management 130

Management Manufacturing Client Relationships Facilitation 130

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. They deliver on promises, meet deadlines, and provide accurate information.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Brooks Group

MARCH 25, 2024

Sales teams that don’t follow their sales process find it difficult to meet sales goals. IMPACT is a straightforward acronym representing the core stages of the sales process : Investigate, Meet, Probe, Apply, Convince, Tie-It-Up. The data backs this up. Research shows that sticking with a sales process correlates with success.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Brooks Group

SEPTEMBER 26, 2023

A successful national sales meeting or sales kickoff (SKO) is a great way to align the team on goals, communicate key initiatives, and share tactics for today’s turbulent selling environment. The primary aim of a sales meeting is simple: prepare your sales force to meet their quotas and the goals of the sales organization.

Sales 76

Sales Meetings Sales Training Prioritization 76

Upland

NOVEMBER 27, 2023

An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. Once you know where to focus, it’s all about leaning into the natural curiosity that makes sellers good at what they do. What initiatives are they undertaking to relieve those pressures?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Red Star Kim

FEBRUARY 8, 2024

And even where there is a lot of valuable data, sometimes it is overwhelming. As fee-earners have limited appetite and time for business development, it is even more important that they focus their time and energy investment at the right target clients. Essentially a focus on the most profitable clients.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

APRIL 23, 2024

Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset. Benefits of a Sales Career Here’s a look at the benefits of a career in sales: 1.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Arpedio

JANUARY 3, 2024

By doing so, we hope to provide businesses with valuable insights that they can use to enhance their sales efforts and engage more effectively with their target customers. In this section, we will explore the key differences between B2B and B2C sales , as well as the unique approaches and strategies that define each market.

B2C 52

B2C B2B Sales Customer Experience 52

Jermaine Edwards

DECEMBER 6, 2023

Unless businesses look for blue ocean strategies (offering something distinct, untapped and valuable to their market) they’ll be living in a red ocean fighting the same customer retention, margin and competition battles. Make this a focus for discussion and greater implementation. Examples of this can be found everywhere.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Red Star Kim

JUNE 16, 2022

referrer briefings and buyer profiles) to encourage people to undertake more research into both organisations and individuals before attempting to approach them as referrers. So this directs efforts at target organisations and individuals – and helps them work with others in the firm for a joint approach and moral support where necessary.

Management 130

Management Key Account Management Digitalization Communication 130

Sales Management Plus -- SMP

MARCH 5, 2024

Branch Performance Analysis Branch managers can gain valuable insights into branch performance across various product categories. Coaching and Collaboration The sheet serves as a powerful coaching tool for branch managers during one-on-one sales meetings with their reps.

Account Management 52

Account Management Facilitation Sales Prioritization 52

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. The good news is senior executives want to meet with you. Individual value.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Arpedio

FEBRUARY 21, 2024

While they may not provide immediate insights into future outcomes, lagging indicators offer valuable benchmarks for evaluating past performance and identifying areas for improvement. Average Deal Size: Average deal size represents the average value of individual sales transactions.

Decision-making 52

Decision-making Sales Profitability Acquisition 52

Hubspot Sales

JANUARY 19, 2023

You’ll likely apply the inbound sales method, where your process will become more focused on and customized for each individual lead. Inbound Sales is focusing on your prospect's needs and pain points and creating a sales process specific to their individual buyer’s journey. Prospect in industries less impacted by economic turmoil.

Value Proposition 96

Value Proposition Healthcare Sales Decision-making 96

Red Star Kim

FEBRUARY 22, 2024

The Socratic method (also known as method of Elenchus, elenctic method or Socratic debate) is a form of cooperative argumentative dialogue between individuals. In coaching it is valuable because it empowers the person answering the questions to come up with ideas and answers themselves. What is Socratic questioning?

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Arpedio

FEBRUARY 14, 2024

Sales performance is the measurement of the results achieved by the sales team and individuals. Are there specific markets or customer segments you want to focus on? Assign roles and responsibilities to individuals based on their skill sets, allowing them to leverage their strengths and contribute to the team’s success.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Sales 52

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. Sales professionals must actively listen to customers, ask probing questions, and tailor their approach to address individual needs and concerns.

Prioritization 52

Prioritization Communication Software Software 52

Nutshell

FEBRUARY 28, 2024

As a B2B business owner, it’s essential to follow up with valuable leads. Website visitor tracking is the process of finding out information – a company or individual name, email address, visited pages, etc. The tools then return information such as location and company name or even individual names, phone numbers, and email addresses.

B2B 71

B2B CRM Software Software 71

Hubspot Sales

DECEMBER 15, 2020

We leverage that data to inform us where each individual rep needs to spend the most time, and where managers need to spend time training individual contributors.". Battle cards are a valuable tool for preparing reps to speak to features and objections related to your product. Focus on sales team culture. says Pope. "We

Sales 124

Sales Leadership Sales Management Decision-making 124

AchieveIt

JANUARY 8, 2024

Some of your organization’s best minds fill the boardroom for a scheduled strategy meeting. This meeting presents a valuable opportunity to harness their expertise and identify solutions to the most pressing issues facing your strategy. In a one-hour meeting, that’s just 6 minutes. No guidance for the frontline team.

Meetings 52

Meetings Decision-making Prioritization Brainstorming 52

Hubspot Sales

MARCH 15, 2021

Gamification is another strategy and, while it may seem like a fad, is a valuable tool to consider because it plays on basic psychological principles of motivation. Sales gamification is the process of turning pipeline tasks, like calling prospects, setting meetings, and closing deals, into a game. What is sales gamification?

Sales 131

Sales Co-Creation Construction Meetings 131

Hubspot Sales

APRIL 12, 2023

That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. Boost Team Morale If your reps know exactly what activities they need to focus on for success, it’ll make the day-to-day more manageable — and they will be delighted as the deals start flowing in. That, in turn, requires 2,000 meetings.

Management 118

Management CRM Sales Software 118

Sales Management Plus -- SMP

OCTOBER 17, 2023

It is grouped by sales rep, making it easy to distribute and discuss in team meetings. The ability to easily highlight quotes that are nearing their expiration dates provides sales reps and managers with a valuable opportunity to take immediate action. You can move the focus of the report to the status (open, expiring, etc.)

Prioritization 52

Prioritization Brainstorming Decision-making Sales Management 52

Flevy

FEBRUARY 17, 2024

Customer Segmentation and Analysis stands at the forefront of this understanding, enabling organizations to tailor their strategies, products, and services to meet the diverse needs of their customers. This approach not only helps in identifying the most valuable customer segments but also in understanding their unique needs and preferences.

Management 52

Management Digital Transformation e-Learning Acquisition 52

Account Manager Tips

AUGUST 4, 2022

Limited understanding of how individual salespeople are inspired to stay, do their best, and advocate to others. I chose this book because there's too much focus by sales leaders on quotas and pipeline, and too little on leadership. Sales training and enablement is focused on the sales team, not the leaders. No formal training.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Brooks Group

OCTOBER 18, 2023

Best Practice #1: Deliver Structured Evaluation and Feedback Best Practice #2: Develop Skills With One-on-One Meetings Best Practice #3: Build a Culture With Team Meetings Best Practice #4: Observe Sales Professionals in Action Best Practice #5: Create Career Roadmaps What is Sales Coaching? Focus on specifics.

Sales Management 78

Sales Management Management Sales Meetings 78

Arpedio

FEBRUARY 15, 2024

This involves providing detailed product information, addressing common concerns or objections, and offering personalized recommendations tailored to the individual needs of each prospect. It involves leveraging data and insights to tailor messaging and offerings to the unique preferences and requirements of individual prospects.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Brooks Group

APRIL 19, 2023

Do prospects and customers perceive them as valuable strategic resources, business experts, or merely vendor reps? Let’s focus on the first one. Access Do your customers’ leadership teams seek you out for meetings and insight, or do you work mostly with lower-level decision-makers? Now think about each of your salespeople.

Decision-making 82

Decision-making Sales Training Media Publishing 82

MDI Training

OCTOBER 3, 2023

The main focus was on actively experiencing different workshop formats. At the various evening events, it was possible to make valuable contacts in a relaxed atmosphere and to benefit from the experiences of others. She values the personal learning experience and ensures clients benefit from valuable insights. by Aline | 28.

Digital Transformation 69

Digital Transformation Leadership Artificial Intelligence Digitalization 69

Brooks Group

FEBRUARY 23, 2024

This can have significant long-term implications for both individual sales professionals and the organization as a whole. Waste Time and Resources Qualifying prospects allows sales professionals to focus their time and energy on leads that have the highest likelihood of converting into customers.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Arpedio

MAY 23, 2023

Sales coaching should be tailored to the individual needs of the salesperson, taking their experience level, personality, strengths, and areas for improvement into account. Sales coaching can be conducted through regular meetings, role-playing exercises, feedback sessions, and performance evaluations.

Sales 52

Sales Account Management Stakeholders CRM 52

AchieveIt

JANUARY 2, 2024

We focus on refining the plan and addressing missing elements like responsibilities, due dates, and metrics. But this is hard to achieve if your tools don’t allow you to assign tasks to specific individuals and when those individuals provide updates anonymously. This will eliminate unnecessary clutter of information.

Organization 52

Organization Government Onboarding Transportation 52

Red Star Kim

JUNE 1, 2023

So here I focus on Pitching, differentiation and competitor analysis. Differentiation Differentiation arose as a key theme Pitching and tendering – Focus, differentiation and less is more (April 2022) (kimtasso.com) in April 2022. A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130