Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. Right now, regardless of our role, many of us are still inside sales reps. Even so: How will you divide inbound and outbound lead gen, opportunity management, and strategic account management?

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

KAM With Passion

MARCH 28, 2022

The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Is this sufficient to capture the degree of complexity of a sale situation? Clearly not, because many other factors determine the level of complexity in sales.

Procurement 130

Procurement Stakeholders CRM Government 130

Mike Kunkle

FEBRUARY 5, 2023

Yet, to continue with the metaphors, rather than the fierce roar of a mighty lion, the collective impact of this reporting on the whole of the sales profession, was more like the whimpered mewl of a newborn kitten. The most commonly supported activities for commercial methodologies include prospecting and opportunity management.

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Some looked to LinkedIn’s Sales Navigator to drive data and process.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Arpedio

DECEMBER 14, 2023

ARPEDIO, known for its innovative sales assessment and coaching solutions, is a prime example of a tool that can significantly enhance your sales enablement strategy. We’ll dive into the different sales enablement tools available in the market, like ARPEDIO, and help you identify the best fit for your team’s needs.

Sales 52

Sales Software Software Account Planning 52

Brooks Group

JULY 13, 2022

Invest more time “selling value” to high payoff, high positioning accounts, and less time with accounts that are low payoff, low positioning. Tip #3: Utilize a Clear and Organized Account Management Approach. Once you know where to spend your time, you need an account management plan. Give Us a Call.

Energy and Utilities 74

Energy and Utilities Decision-making Sales Training Profitability 74

Arpedio

FEBRUARY 14, 2024

To stay ahead of the competition, it is essential to have a well-defined sales strategy , optimized sales tactics , and a sales team that is aligned with the business goals. On the other hand, sales effectiveness focuses on the strategies and tactics employed to maximize sales performance and optimize the sales process.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Showpad

JUNE 27, 2022

If you read that and thought, “surely a highly-trained team is ready for anything?” Sales readiness is entirely different to sales training, and you need to know the difference between the two, or your highly-trained team might not be as ready to hit the ground running as you think they are. Simple enough, right?

Sales 52

Sales Decision-making Sales Training Account Management 52

MTD Sales Training

FEBRUARY 13, 2012

After the sale, most buyers know that there are at least two times that they are guaranteed to hear from their sales representative: When the sales person wants some referrals, references or when they want to sell something else. Send an article about something that may help or be of interest to the client. Happy Selling!

Banking 105

Banking Internet Account Management Decision-making 105

Janek Performance Group: Account Planning

APRIL 26, 2022

As a sales leader, have you ever calculated the cost of poor account management? For example, let’s suppose your superstar salesperson closes a big account. But this account is local in your hometown. The account stayed active for one year and then left for a competitor’s service. Here’s how.

Account Management 52

Account Management Management Acquisition Decision-making 52

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.

Sales Training 52

Sales Training B2B Sales Profitability 52

Brooks Group

SEPTEMBER 7, 2022

Not everyone on the team is going to need daily accountability calls, and imposing that your top performers might decentivize them. Your sales team is likely already skilled at solving problems. We’ll talk about the importance of having a singular sales training program later, suffice it to say for now that you need to have one.

Sales 52

Sales Sales Training Communication Supply Chain 52

Brooks Group

DECEMBER 27, 2022

Here are some general guidelines to consider when thinking about the behaviors that will support attaining your sales goal. The day-to-day activities of an inside account manager, or “farmer”, are going to differ from those of a more traditional “hunter”. Behaviors Based on Position. Use Data To Set Goals.

Sales 77

Sales Sales Leadership Leadership CRM 77

Account Management Skills

JANUARY 11, 2022

Now, obviously, I train account managers and they do have that service mentality. A lot of account managers, one of the biggest things, I think is, talking about money sometimes. If a client pushback pushes back on a cost estimate, for example, it’s one of the most awkward situations account managers tell me.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Engage Selling

MAY 6, 2017

Word-of-mouth marketing is one of the most powerful tools in sales today and yet it remains deeply misunderstood and under-used. In my extensive sales training work in North America and abroad—even when I’m working with highly experienced professionals—I find many … Read More »

Sales Training 48

Sales Training Marketing Sales Account Management 48

Engage Selling

JULY 15, 2017

In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers. Now, using that … Read More »

Account Management 48

Account Management Negotiation Sales Training Sales Leadership 48

Engage Selling

NOVEMBER 18, 2017

In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers that rule your sales pipeline Here are three case studies … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JUNE 17, 2017

In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your plan for success, here are the remaining 3 steps… 4. … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

MARCH 25, 2017

This is the sixth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… Conventional wisdom says the … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48

Engage Selling

FEBRUARY 25, 2017

This is the fourth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… So far in this … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

FEBRUARY 11, 2017

This is the third of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… So far in this … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JANUARY 28, 2017

This is the second of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… To understand fully the … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JANUARY 14, 2017

This is the first of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… What does the future … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

DECEMBER 31, 2016

In part one of this two-article series, we looked at why there’s no such thing as time management: all we can manage is ourselves and the choices we exercise in our work. When we do this correctly we are saying … Read More »

Management 48

Management Account Management Negotiation Sales Training 48

SBI

JANUARY 14, 2020

READY20 will be held August 17-18, 2020, at the Encore Boston Harbor resort – providing actionable ideas and insights for elevating sales preparation and performance. Thousands of companies – including more than half of the Fortune 100 – rely on Brainshark to get better results from their sales enablement initiatives. Account Planning.

Account Planning 34

Account Planning Artificial Intelligence Sales Acquisition 34

Engage Selling

JUNE 18, 2016

This article from Colleen was originally published by Salesforce.com. How can we ensure satisfaction and loyalty within our client communities? By documenting and communicate intangible value as well as tangible. Intangible and tangible value are not mutually exclusive. They are … Read More »

Publishing 48

Publishing Communication Account Management Negotiation 48

SBI

JULY 26, 2018

Project Kickoff, Brand App Design & Development: Your dedicated account manager will outline the requirements, processes, and timelines to ensure a smooth fast implementation. Administer to Expert: Our beta testing methodology and training ensure your administrators get the help and expertise they need.

Procurement 38

Procurement Digital Transformation Sales Media 38

SBI

NOVEMBER 13, 2019

Effortlessly Scale Your Management Reach – Coach like you’ve analyzed every call with AI-powered assistance and instantaneous call transcription. Accelerate Sales Training – Curate your team’s best calls in training libraries for newly hired reps. Account Planning. Sales Enablement.

Account Planning 24

Account Planning Sales Sales Management Acquisition 24

SBI

DECEMBER 4, 2019

The acquisition is the latest example of Brainshark’s innovative approach to addressing sales productivity challenges, which includes the 2018 release of Machine Analysis, the company’s acclaimed artificial intelligence (AI)-powered feedback and scoring engine for video coaching. Account Planning. Sales Enablement. Blog Article.

Account Planning 29

Account Planning Acquisition Artificial Intelligence Sales 29

Arpedio

FEBRUARY 15, 2024

CRM Integration: Integration with customer relationship management (CRM) systems, such as Salesforce, allows for seamless data exchange, ensuring that all customer interactions, lead information, and progress are captured and tracked effectively.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

SBI

OCTOBER 29, 2019

Allego’s modern sales learning and readiness platform ensures that reps have the skills and timely knowledge to make the most of each selling situation. Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Account Planning. Sales Enablement.

Account Planning 20

Account Planning Onboarding Sales Acquisition 20

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 81

Sales Media Account Management Negotiation 81

Engage Selling

MAY 5, 2018

While I’d been invited to address their forum to talk about the sales process, what many of them really wanted to … Read More » Recently I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow.

Sales 75

Sales Account Management Sales Training Sales Leadership 75

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Organization 78

Organization Marketing Sales Account Management 78

Engage Selling

APRIL 7, 2018

"Customer" used to be a one-size-fits-all word in sales. Either someone bought from you or they didn’t, and the steps you implemented to make a sale didn’t change all that much from one person to the next. It’s not like … Read More »

Sales 55

Sales Account Management Sales Training Sales Leadership 55

Engage Selling

MAY 19, 2018

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. I’ve worked directly with sales pros for a long … Read More » You heard that right. Now, let me explain.

Sales 59

Sales Account Management Sales Training Sales Leadership 59