Upland

JUNE 1, 2023

A land and expand sales strategy is all about landing a deal with a new customer, and then providing excellent service and value with the goal of growing with your customer into new opportunities as they arise. Ensure those customers are happy Retaining your position within an account can be as valuable as any other sales objective.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Customer Think

FEBRUARY 8, 2024

Podcast: Play in new window | Download Subscribe: Email | RSS In this conversation with @DrAlanBarnard, we explore how the principles of the Theory of Constraints (originally created by Dr. Eliyahu Goldratt) can be used to not only drive significant business results but also to help us make high stake decisions as leaders.

Decision-making 67

Decision-making Leadership 67

Red Star Kim

SEPTEMBER 8, 2023

Having considered the principles behind accounting and financial statements , we delved into the accounts of a large accounting LLP to see what we could find out. There was an interesting debate about the extent to which the Covid pandemic disrupted economic and business cycles ( The UK economy is bigger than we thought.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Strategic Planning and Management Insights

MARCH 12, 2024

Mark Steffe, the CEO of First Command Financial, talks about his leadership principles and the company's commitment to military families.

Leadership 52

Leadership Customer Experience 52

Red Star Kim

JUNE 20, 2022

About the author. After exploring many of the common myths and misunderstandings of coaching (primarily driven by a client’s fear of vulnerability and loss of control) she explores the six principles of coaching : The client is resourceful. Coaching is about change and action. The client sets the agenda. However, it doesn’t”.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Showpad

JANUARY 8, 2021

Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video. And most of us are realistic enough to see that there is no way back to what was perceived to be “normal” about a year ago. Also, think about mobility and the meaning of owning a car compared to a few years ago.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Red Star Kim

AUGUST 29, 2023

responses to the electoral roll increased by 2% when a £5k and £10k lottery element was introduced in reminder letters) SOCIAL – We are social beings – we care about what our peers are doing, and what they think of us.

Management 130

Management Marketing Decision-making Government 130

Peter Simoons

FEBRUARY 13, 2022

Of course, we would like to know about our participants’ experience, but especially we are looking for learning points and areas that need further clarification. They felt that the principles of alliance management are rather simple. They felt that the principles of alliance management are rather simple.

Management 98

Management Value Proposition Stakeholders Onboarding 98

Arpedio

DECEMBER 20, 2023

In this article, we will explore the concept of sales forecasting , the principles that inform accurate predictions, and the benefits of integrating sales forecasting into your business strategy. Accurate Data Analysis: One of the most critical principles of sales forecasting is the use of accurate data analysis.

Decision-making 52

Decision-making Profitability Procurement Sales 52

Strategic Planning and Management Insights

JANUARY 25, 2024

Mark Steffe, the CEO of First Command Financial, talks about his leadership principles and the company's commitment to military families.

Leadership 52

Leadership 52

OnStrategyHQ

DECEMBER 15, 2023

This is why it’s crucial to think about how your organization will use AI ethically and effectively in the coming days, weeks, months, and even years. 4 Reasons your AI initiative is failing There is a lack of clarity about the value it brings to your organization. It’s everywhere! Algorithms and generative AI are tricky.

Government 52

Government Artificial Intelligence Innovation Organization 52

Account Management Skills

APRIL 22, 2024

During our chat, Shannyn shares: the Win Without Pitching ® principles what it takes to circumnavigate a client’s pitch process the common sales challenges faced by agencies today her advice for agency owners who want to stand out in the market, and lots more.

Client Relationships 52

Client Relationships Sales Training Management Marketing 52

Red Star Kim

AUGUST 14, 2023

But there were concerns about accuracy, originality, authenticity, style, intellectual property and being up-to-date. How to create buyer personas that clarify your target market | SurveyMonkey Complexity Often we write about technical and complex topics. What you feel about the subject. Some help with grammar and style.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Sales Gravy

NOVEMBER 10, 2023

Transitioning from scoring points in the NBA to scoring wins in business, Dre has demonstrated how the principles of sports excellence can be effectively applied to sales. Dre emphasizes that discipline isn't about forcing oneself to work but about creating a structure that naturally fosters productivity.

Negotiation 102

Negotiation Sales Prioritization 102

Jeffrey Gitomer

DECEMBER 17, 2012

Tweet The key to mastering any kind of sales is switching statements about you, how great you are, and what you do, to statements about them, and how great they are, and how they will produce more and profit more from ownership of your product or service. HERE’S THE SECRET: Take the word “we” and delete it.

Profitability 87

Profitability Sales Marketing 87

Peter Simoons

FEBRUARY 25, 2024

Communication is both about the message and about the carrier. In other words, it is about what we communicate, how we communicate it and what tools we use to communicate. Good communication is about intention and behaviour. Communication is about people, information, and personal interests.

Communication 52

Communication 52

Peter Simoons

FEBRUARY 25, 2024

Communication is both about the message and about the carrier. In other words, it is about what we communicate, how we communicate it and what tools we use to communicate. Good communication is about intention and behaviour. Communication is about people, information, and personal interests.

Communication 52

Communication 52

Hubspot Sales

JUNE 7, 2021

Sales principles are the fundamental concepts that ring true in every sales process. Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. Read on for the best sales principles your team should be using with every deal. Selling is all about relationships.

Sales 120

Sales Stakeholders Profitability CRM 120

Kainexus

NOVEMBER 9, 2023

This article provides a quick guide to Lean Portfolio Management (LPM); you'll learn about the principles of Lean, when to use Lean Portfolio management, some of the challenges you may face, and the steps to take in order to implement Lean portfolio management.

Management 88

Management Innovation Organization Marketing 88

Kainexus

AUGUST 11, 2023

We, at KaiNexus, are fortunate to have the opportunity to chat with business leaders across the spectrum about the challenges and opportunities they face. This article explores the key differences between these process improvement methodologies and shares the concepts, principles, and applications of both approaches.

Manufacturing 73

Manufacturing Innovation Customer Value Leadership 73

Account Manager Tips

AUGUST 4, 2022

In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. There’s nothing wrong with you, you’re not broken and you don’t need fixing. In the end, you’ll see the holes before they form. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

OnStrategyHQ

MAY 14, 2021

Here are four OKR principles we leveraged to help guide their team to develop an agile plan. Principle #1: OKRs Need to be Driven by a Corporate Vision and Framework. What we loved about working with Next Technik is that they’d done their homework and research on OKRs. They’d even drafted some OKRs and part of their plan.

Performance Review 98

Performance Review Publishing Leadership Organization 98

Sales Gravy

DECEMBER 4, 2023

Navigating the Challenges of Being a New Sales Manager The episode kicks off with an engaging story from Jeb Blount about his early days in sales leadership. Core Principles for New Sales Managers Mike Weinberg stresses the importance of 'keeping your mouth shut and your ears open' as a new leader.

Sales Management 86

Sales Management Management Sales Leadership Leadership 86

Flevy

AUGUST 2, 2022

Strategy, in essence, is about choices. The study synthesized the following 7 principles for setting Strategic Priorities: Curtail the total priorities to a few. Let us delve a little deeper into some detail of a few of the principles. Bringing about meaningful change or progress requires time.

Energy and Utilities 111

Energy and Utilities Banking Prioritization Decision-making 111

KAM With Passion

FEBRUARY 8, 2021

Build your KAM initiative on rock-solid principles. The principle is very simple to expose. Our first Pillar is about the strategic scope of the KAM initiative and all the KAM-specific processes, systems, rituals and governance principles that enable the organisation to execute. KAM INFRASTRUCTURE.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

KAM With Passion

JUNE 23, 2021

In the first post we have explored a few guiding principles to build a solid KAM Training & Competencies Development approach. Reverse pedagogy uses this principle by inviting participants to acquire knowledge BEFORE the training session in order to focus on a rich interaction when being together, even in a remote mode.

Digitalization 130

Digitalization Acquisition Key Account Management Account Management 130

Sandler Training

DECEMBER 11, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Sales 120

Sales 120

Sandler Training

AUGUST 11, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Sales 126

Sales 126

Kainexus

JUNE 30, 2022

The Lean business methodology is based on the simple principle that organizations should strive to provide maximum value to the customer with as little waste as possible. For most organizations, embracing Lean requires a significant culture shift and a new way of thinking about everything from leadership to everyday operations.

Profitability 88

Profitability Leadership Organization 88

Red Star Kim

MAY 15, 2023

Soon I will post the third in the series: Conversation skills book review 1 – How to talk to anyone about anything – James W. But there are helpful ideas too – many of them based on managing your own and reading others’ body language (NVC) and simple psychology principles. Many are social etiquette basics. Look at their face.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Vantage Partners

DECEMBER 7, 2023

No account leader in a professional services firm ever relished the prospect of talking to a client about a scope overrun. And to compound the problem, now they won’t have the data about what it really takes to perform those activities. It's all about timing. The firm is still not getting paid for the effort they put in.

Account Growth 83

Account Growth Client Relationships Management Sales 83

Help Scout

APRIL 27, 2021

While I’m writing this in March of 2021, having just experienced a generational winter in my home state of Texas that created a source of stories I can use to bore my future grandchildren to death, I realize one nice thing about power outages is a return to books. If you see a book on customer experience and it’s from Disney, grab it. “

Customer Experience 117

Customer Experience Retail Brainstorming Publishing 117

Sandler Training

NOVEMBER 2, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

114

114

Arpedio

MARCH 8, 2024

This encapsulating guide lays out the bedrock principles and critical tactics necessary to erect and maintain formidable business relationships that stand the test of market fluctuations and the innovation curve. Initiate transparency by always communicating openly about your business processes, successes, and challenges.

Management 52

Management Stakeholders Facilitation Innovation 52

Sandler Training

OCTOBER 21, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Management 116

Management 116

Flevy

FEBRUARY 26, 2024

Importance of Digital Transformation Strategy Digital Transformation Strategy is not merely about adopting new technologies, but about reimagining business models and processes for the digital era. The company initiated comprehensive training programs to instill agile principles and practices among its teams.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Account Management Skills

JANUARY 8, 2024

In our chat, Marcus and Benjamin role play a conversation and hopefully you can take the principles away and model some of the language they’re using in your next sales conversation with a prospect. You can reach Marcus Cauchi on LinkedIn, via marcus@laughs-last.com , visit his website: [link] and The Inquisitor podcast.

Account Management 52

Account Management Management Sales 52