Brooks Group

DECEMBER 13, 2023

Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team. Follow these 6 tips to evaluate the sales performance of your sales professionals and uncover where you can help them improve their sales productivity.

Sales 93

Sales Sales Training Communication Meetings 93

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. This suggests that rather than focusing on weaknesses, you focus on strengths.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

JULY 25, 2023

My coaching work focuses on promoting change amongst high performers. The brain’s job is to save you as much time and energy as possible. The way you feel influences the type of thoughts you have (See the CBT therapy model The Hot Cross Bun | Dr Julie Smith (doctorjuliesmith.com). Dr Julie Smith (Mental Health Guidance).

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Hubspot Sales

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. When you focus on the relationship instead, you gain valuable information about the individual's preferences, pain points, values, and goals.

Sales 111

Sales Prioritization CRM Communication 111

Upland

JUNE 14, 2022

I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end. You still need strong contract language, enablement materials, processes for guiding customers, and PM education to ensure full success.

Construction 195

Construction Software Software Profitability 195

Red Star Kim

MARCH 1, 2024

So you may need to explain the importance of marketing and business development to them personally – to raise their internal and external profile, to position themselves as experts, to build valuable networks and to increase their chances of achieving partnership. We can research their professional and personal interests.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Mike Kunkle

JULY 4, 2022

But without buy-in (not just compliance) from FLSMs, getting large-scale organizational results from sales enablement initiatives is a pipe dream. ” You can apply the thoughts shared in this post to most of what you do as an enabler, to better partner with your FLSMs. Sponsorship and support is critical. Gain FLSM Buy-In.

Sales Management 130

Sales Management Management Sales Sales Training 130

Mike Kunkle

AUGUST 30, 2023

To be clear, I applaud the focus on sales competencies, behavior change, and providing the other support needed for sales success – the right buyer acumen, sales process, methodology, content, tools, coaching, environment, systems, and more – all the components of The Building Blocks of Sales Enablement.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

OCTOBER 21, 2022

In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical to success for any sales organization looking to grow and retain revenue in their key accounts in 2023 and beyond. . What is Account Planning?

Account Planning 195

Account Planning Leadership Software Software 195

Red Star Kim

SEPTEMBER 5, 2023

It should be essential reading for anyone in a L&D, HR, training or coaching role. The ideas are relevant whether you are working with knowledge transfer (e.g. I liked the mind-maps throughout the book showing you what topics will be covered in each section. So I’m confident you could skip some of this material if necessary.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Brooks Group

DECEMBER 20, 2023

Measuring the right things and using that data to coach and manage is the way we will catch up.” By understanding what works and what needs improvement, you gain the ability to optimize strategies, allocate resources efficiently, and nurture a culture of continuous improvement within your sales team.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Mike Kunkle

FEBRUARY 5, 2023

increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? This is how you reduce errors and produce repeatable, replicable, and scalable workflow to deliver predictable results. You see where I’m headed, though, right?

B2B 198

B2B Sales Decision-making Negotiation 198

Account Management Skills

MARCH 27, 2024

This episode is for you if you’re an agency owner either interested in buying agencies to grow, or selling your agency at some point. It’s also enlightening if you work in an agency and you want to understand the process of mergers and acquisitions. You can also connect with on LinkedIn.

Account Growth 52

Account Growth Account Management Acquisition Management 52

Revenue Storm

OCTOBER 26, 2021

Revenue Storm has been studying coaching for years across different cultures, companies, and geographies. We evaluated why some leaders coach better than others. We even considered whether coaching is a learned skill or a function of someone’s personality traits. If you are, your coaching will be in high demand.

Value Proposition 78

Value Proposition Brainstorming Sales Communication 78

Sales Outcomes

SEPTEMBER 18, 2023

Billy Beane: Don’t worry, Scott, we’ll teach you, and it’s not that hard. Tell him, Joe. “Just do it” is not alignment. It’s not enough for sales leaders to tell salespeople what to do and how to do it. However, sales leaders need coaching before they can coach salespeople.

Organization 52

Organization Leadership Prioritization Sales 52

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Showpad

DECEMBER 5, 2021

If you continue to focus on just telling your company story, it won’t work,” Tom said. What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.”.

Digitalization 98

Digitalization B2B Sales Customer Value 98

Brooks Group

MAY 24, 2023

I know this ties in deeply with the Probe step, but the strength of your value formula (your ability to apply a solution) is directly proportional to the quality and quantity of the questions you ask. Yet, when I ask salespeople, “What is your customer going to do with all the money you save them?” — they often don’t know.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Planview

JANUARY 2, 2024

Tell us about your career journey to date. Are there any experiences in your life that you feel contributed to your professional success? What type of meetings do you prepare for? Who do you typically collaborate with? Tell us about working from home – what are your tips for success?

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Account Manager Tips

AUGUST 14, 2022

It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Planview

OCTOBER 26, 2022

I’m also the team coach, and I manage a lot of the backend things, like our team Kanban board. As a Demand Generation Specialist, what type of meetings do you prepare for? Who do you typically collaborate with? Tell us about working from home – what are your tips for success? Tell us about your career journey to date?

Leadership 98

Leadership Healthcare Meetings Software 98

Envisio

APRIL 5, 2024

TLG 2024 is just around the corner, and rumor has it… Envisio is going to be there! Whether you’re a seasoned veteran or a newcomer to the world of local governance, there’s something for everyone at this year’s conference. And if that doesn’t inspire you, we also have some cool swag. And chocolate.

Government 96

Government Innovation e-Learning Brainstorming 96

Revenue Storm

FEBRUARY 21, 2023

If you believe our legacy as leaders is a simple retelling of our accomplishments, keep reading to learn why it is so much more. Angelou famously wrote: “I have learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” He shook his head. “No,

Acquisition 78

Acquisition Leadership Sales Profitability 78

Red Star Kim

MAY 22, 2023

So I’ve selected three books – depending on whether you are a beginner or a pro and whether you are in the UK or the USA. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. Conversations are dynamic, interactive and inclusive.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Hubspot Sales

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson.

Decision-making 112

Decision-making Value Proposition Negotiation Stakeholders 112

Revegy

APRIL 21, 2021

We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. We also know that the biggest pressure you face is to ensure your organization’s success by hitting your numbers. And you may feel that you have coached until you’re blue in the face.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

Hubspot Sales

DECEMBER 7, 2023

If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Image Source You might expect that only B2C sales would increase in Q4, but research suggests otherwise. Now you know there’s some data and reasoning behind increased Q4 sales, here are top tips to help you score more deals. Set a goal.

B2C 117

B2C Transportation Decision-making Logistics 117

Red Star Kim

FEBRUARY 9, 2023

Cross-cultural perspectives for international referrals Having just returned from Doha, Qatar I reflected on how the process for forming business relationships varies so much in different cultures. That’s how you get ahead – you push boundaries.’

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Peter Simoons

NOVEMBER 21, 2021

Imagine you are walking into a showroom to buy a product. Not just a product, but one you really need to keep your business running. You have some extensive conversations with the store owner, simply because you want to understand how the product fits your business. It all feels good to you! Think again!

Suppliers 98

Suppliers Negotiation Leadership 98

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. So many “motivation quotes” essentially summarize the message as: it doesn’t matter how you start, as long as you finish strong. Effective: Thank you for talking with me today.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Brooks Group

NOVEMBER 30, 2022

As a sales leader, most coaching stems from the need for change. Either you need your team to take advantage of a new opportunity, or you need them to improve something so they can maximize current ones. As a leader, you have to remember that not all pegs have the necessary self-awareness to solve the problem. .

Investors 52

Investors Sales Training Meetings Management 52

Hubspot Sales

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? If you’re rolling your eyes at your screen right now, just hear us out. Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? How did you move out of the firefighting stage and into a more strategic phase?

Sales 104

Sales Onboarding Prioritization Profitability 104

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. But you can quickly improve with a little work and reflection. Discover fifteen things you should stop doing and what to start doing instead. Only the ones you want to keep! Where are we?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Revenue Storm

APRIL 11, 2023

The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. Only on slide eight did they effectively ask, “Now tell us why you called?” You do the math. How can I use you?

Sales 78

Sales Leadership Meetings Media 78

Brooks Group

DECEMBER 14, 2022

“The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.”. You will find it is not only difficult to coach people when they are using different sales techniques and strategies, but even more difficult to see what is going on simply by looking in your CRM.

CRM 88

CRM Sales Sales Training Decision-making 88

Hubspot Sales

DECEMBER 4, 2023

Some deals hit walls — that‘s just an unfortunate fact of sales life. As wonderful as it would be to have every sales engagement run smoothly end-to-end and amount to an amicable, productive resolution, that’s just not how things work. Instead, you need to come from a place like, “Your current cold calling strategy is under-informed.

Sales 81

Sales Stakeholders B2B Software 81

Brooks Group

MARCH 8, 2023

It’s not just something a sales rep deals with at the end of the sale. Sell to a Market That Will Tolerate Your Price Just as sales reps have to conclude your solution’s value is worth the price, their prospects have to do the same thing. There are four steps to get buyers to agree to your company’s pricing.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82