Mike Kunkle

MAY 11, 2022

This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Strategic Account Management. Territory Management. Account Planning. Sales Call Planning.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. This is not the role of the first line sales manager.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Sales Latitude

AUGUST 2, 2018

Whenever I coach sales people and sales managers, I ask them specific questions to see how much they know about their customers and prospects, with an eye towards understanding the quality of their pipeline. Do Thorough and Proactive Account Planning. Sure, ok – that’s true. But that’s not the whole picture.

Account Planning 76

Account Planning Sales Facilitation Leadership 76

Brooks Group

DECEMBER 27, 2022

Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole. For our purposes, we will be discussing sales goals as they relate to the sales manager. Create a Smooth Sales Process.

Sales 78

Sales Sales Leadership Leadership CRM 78

SBI

MAY 7, 2015

And a lot more… The Goal of this Guide is to Enable Modern Sales Leadership. There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close.

Value Selling 54

Value Selling Sales Analytics Sales Sales Leadership 54

SBI

APRIL 4, 2018

Nancy: What are the top 3 ways your solution changes the game for a sales organization? Garry: Selling tools from Outside In help B2B sales teams to increase competitive advantage. They do so by increasing the operational productivity of the sales team. Garry: First is to focus on sales leadership.

B2B 20

B2B Sales Decision-making Account Planning 20

SBI

APRIL 24, 2012

The Summit is the only conference dedicated exclusively to Inside Sales Leadership. Josiane Feigon, President of Tele-Smart led a panel on inside sales tools you can’t live without which gave me the opportunity to talk about my favorite topic!

e-Learning 48

e-Learning Sales Decision-making Organization 48