Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. 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

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

5600 Blue

MARCH 13, 2018

Senior executives know that, beyond mergers and acquisitions, a company’s growth is driven one deal at a time by the way salespeople sell and negotiate. billion every year(1) on sales and negotiation methodologies. Sales Training Investment. That’s why American companies spend $7.2

Leadership 52

Leadership Shareholders e-Learning Negotiation 52

Hubspot Sales

NOVEMBER 1, 2017

Sales automation. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. As companies demand higher success rates and competition intensifies, I believe we will see more sales training and empowerment for SDRs,” says Roy Weissman, VP of Sales at SendPulse and sales consultant.

Sales 134

Sales B2C Decision-making Account Management 134

5600 Blue

OCTOBER 5, 2017

In April 2017 Harvard Business Review published The New Sales Imperative. This fundamental shift in the role of a seller requires traditional sales training, marketing and CRM support tools to shift and deliver sellers the tools and insight they need to support the reality of today’s market.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

Hubspot Sales

JANUARY 13, 2021

If you don't reward the senior rep financially, they tend to act more like a coach than a player, which leads to a slower deal time and less involvement in the negotiation (an area in which the new rep has the most to learn). Editor's note: This post was originally published in February 2017 and has been updated for comprehensiveness.

Sales 101

Sales Leadership Meetings Organization 101

Hubspot Sales

FEBRUARY 15, 2018

Things that require more attention and energy, like demoing or negotiating? In 1970, he left his lucrative sales job behind in favor of a full-time speaking circuit and writing career. His personal development and sales training company, Ziglar Inc. Probably won’t go very well.

Banking 108

Banking Manufacturing Finance Advertising 108