Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. Methods to capture target information include: surveys, adverts, web site visits, analytics, landing page pop ups, forms/subscriptions, Chatbots/LiveChat, emails, content marketing (especially thought leadership), blogs, social media and videos.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Peter Simoons

MAY 8, 2022

CEO studies conducted by consultancy companies have emphasised this interest and in a recent article, David Tierno, CGI’s Vice President of Strategic Alliances, shared key insights on the growing importance of strategic alliances across sectors. Leadership sufficed with a clear boundary between “us and them”, inside and outside the company.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Go re-read the CSO Insights quote I used to start this article. In reality, though, control is an illusion.

B2B 198

B2B Sales Decision-making Negotiation 198

Account Manager Tips

AUGUST 9, 2022

Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Let me know if anything in this article caught your eye, I'd love to hear from you. Presented a customised proposal and sought feedback from my client. Responded to open issues. What do I want in return?

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching. This should be a non-negotiable principle of KAM in any organisation. It is a human trait we cannot avoid. Be a leader.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Brooks Group

AUGUST 11, 2022

An article from The Bottom Line by CNBC . An article from Selling Power . A link to a book, Agile & Resilient: Sales Leadership . Our job is, I believe, to help build confidence with our salespeople or our leadership team. I want to share a number of resources with you today: . Why can’t they do that?

Negotiation 52

Negotiation Leadership Sales Training Sales Leadership 52

Hubspot Sales

MAY 18, 2023

In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs. Contract negotiations for projects. Best for: People who want to advance their project management skills and move into project leadership. Contract negotiations and closure. Controlling change.

Negotiation 71

Negotiation Leadership CRM Insurance 71

Jermaine Edwards

DECEMBER 6, 2023

Sometimes called perspective-taking, this kind of empathy can help in, say, a negotiation or in motivating people. Clinical Psychologist Lisa Firestone in a recent article in Psychology today said. In the article I tell the story of how I was angry at my colleagues for messing up a deal that cost me a lot in commission.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Hubspot Sales

MAY 30, 2019

It's only successful when sales leadership and the sales force execute with dedication and competence. Stage 5 : Negotiate and Close. They might also share relevant research or other articles that take a closer look at the state and future of online education. Knowledgeable customers make their selection and negotiate.

Procurement 106

Procurement Negotiation Sales Leadership Sales 106

Mercuri International

JUNE 10, 2020

In a recent article for Forbes , John Greathouse, Professor of Practice at UC Santa Barbara, suggested that the priorities of many companies (particularly SMBs) had to shift, with the protection of cashflow even more crucial than usual to ensure business continuity. Remote selling and remote leadership came in a close 4th and 5th.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Zendesk

FEBRUARY 22, 2022

In this article, we’ll cover what counts as sales experience (and how to get it), provide examples of transferable skills, and offer tips on how to describe sales experience on a resume. So if you’re looking to become a sales manager , it’s invaluable to develop your leadership skills and gain experience managing or mentoring people.

Negotiation 98

Negotiation Sales Telecommunications B2B 98

Red Star Kim

MARCH 1, 2024

Please let me know if you have anything to contribute (on an anonymous basis if necessary).

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Chally

JANUARY 27, 2022

Using communication, storytelling, and negotiation tactics, a salesperson demonstrates the ability to understand and connect with buyers. Communication Storytelling Negotiation Presentation. Negotiation Skills. Fortunately, the six skills we’ve previously addressed can help build your negotiation skills. Communication.

Interpersonal Skills 52

Interpersonal Skills Emotional Intelligence Negotiation Sales 52

Brooks Group

JUNE 7, 2022

While no article can diagnose what happened in your specific situation, we can give you the top reasons salespeople have to mark opportunities “closed-lost” in the CRM. In my new book Agile & Resilient: Sales Leadership for the New Normal, my co-author Russ Sharer and I discuss The Value Formula. Misaligned Values.

Supply Chain 76

Supply Chain Value Proposition B2C Sales Training 76

Openview

DECEMBER 12, 2018

The end of each year brings a number of end-of-year articles that predict the trends for the coming year. In 2019, sales enablement and sales leadership will need to incorporate this incredible asset into their sales organizations, in areas like: Incorporating the role of transparency in disarming the brain’s resistance to influence.

Sales 100

Sales Decision-making Leadership Financial Services 100

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. In fact, at the time of writing this article, there are over 100,000 open SaaS sales roles on LinkedIn. Table of Contents Is SaaS sales a good career?

Sales 102

Sales Account Management Communication Sales Management 102

PandaDoc

AUGUST 9, 2023

In this article, we will provide you with the LinkedIn profile tips and tricks that will sharpen yours until it’s a samurai sword ready to slice through pain points, objections, and the doubts of prospects or potential employers. ou can write on topics like leadership, marketing, or other areas of expertise.

Value Proposition 83

Value Proposition e-Learning Government Digitalization 83

Brooks Group

MARCH 6, 2023

In this article, we will discuss the benefits of role-specific sales training and how it can help your organization. The Importance of Sales Training for Your Business As a business owner, it is non-negotiable to refrain from investing in sales training for your employees. It creates a customized approach for each one.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Hubspot Sales

JUNE 28, 2019

Meanwhile, Sales Operations deals more with the negotiation and closing stages, along with high-level things like territory design and sales compensation. According to an HBR article, “Why Sales Ops Is So Hard to Get Right,” team competencies can be put in two buckets: Tactical and support. Establish Strong Leadership.

Sales 95

Sales Leadership Decision-making CRM 95

PandaDoc

JUNE 23, 2023

In this article we will cover what retainer and proforma invoices are, the differences between them and in which situations you should use them. If the buyer needs to pay for everything upfront, they can use a detailed proforma to explain the costs to leadership at their company. But that’s where the similarities end.

Banking 52

Banking B2B e-Learning Government 52

Nutshell

AUGUST 4, 2020

Want to learn the latest and greatest negotiation tactics? Is committed to sharing “the best in sales and sales-related content and thought leadership to readers across the globe.” Some of the recent topics Anthony has addressed on the blog include email prospecting, sales leadership, and how to leave voicemails.

Internet 71

Internet Sales B2B Sales Leadership 71

Liston Witherill

MARCH 16, 2021

In this article, I’ll cover: What is the theory of constraints? Of course we could then drill deeper and find out that, perhaps, sales output is limited by sales skills , sales process , proposal writing, negotiation strategy , positioning , or other factors. That’s the theory of constraints in action.

Manufacturing 52

Manufacturing Profitability Strategic Thinking Negotiation 52

Nutshell

JANUARY 17, 2023

In this article, we’ll explain the value that CRM can bring to your business, how to know if your business is ready for CRM, and what to consider when evaluating different CRM products. These eight items should be non-negotiable when researching CRM solutions. Am I ready for a CRM? Do I have complete buy-in?

CRM 62

CRM Software Software Communication 62

SmartKarrot

JANUARY 13, 2023

You’ll participate in webinars and the creation of case studies, present at company meetings, and write blogs and articles. Build and support a high-energy, customer-focused culture by ensuring and managing escalations and negotiations in conjunction with your direct reports. Apply here: [link]. Apply here: [link]. Apply here: [link].

Customer Success 19

Customer Success Negotiation Stakeholders Onboarding 19

Brooks Group

FEBRUARY 1, 2023

In this article, we will cover everything you need to know about the consultative selling approach. Communication, empathy, and negotiation come with experience in the world. This technique allows a recommendation for products, rather than focusing on pushing a product. Most people get better at interpersonal skills as they get older.

Interpersonal Skills 52

Interpersonal Skills Sales Training Negotiation Communication 52

PandaDoc

NOVEMBER 25, 2022

Read this article to discover how the solution-selling methodology fares now, how top performers adapt it to modern times, and where to learn more about this approach. The book includes specific methods on pretty much all aspects of a sales rep’s work, from researching the buyer’s needs to organizing meetings and negotiating.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

CMOE

APRIL 27, 2021

Take courses & read books/articles. During certain projects or situations, the strengths of one member might be best suited for leadership; in other projects, others will be better equipped. Encourage a team mentality by: Providing more leadership opportunities. Use these questions to put together helpful team trainings.

Decision-making 72

Decision-making Innovation Emotional Intelligence Leadership 72

Hubspot Sales

NOVEMBER 27, 2023

In this article, we’ll take a look into the challenges endured by women in sales and hear their stories, unique approaches, and their contributions to making the sales field a more inclusive area. This wage gap is often attributed to gender-related biases that affect performance evaluations and salary negotiations.

Sales 103

Sales Negotiation Leadership Client Relationships 103

Aepiphanni

NOVEMBER 24, 2020

As this article on Mckinsey has put it, partnerships can be a huge factor in helping companies a) gain access to untapped markets and channels, b) allow two entities to share intellectual property or infrastructure, or c) even reduce risk for both parties. The rest of the time is spent on connecting and building friendships.

Management 40

Management Energy and Utilities Government Negotiation 40

Engage Selling

SEPTEMBER 9, 2017

To meet that challenge, not only must selling skills change, leadership skills must evolve, too. I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. Your sales manager’s number-one job now is to teach and … Read More »

Leadership 48

Leadership Sales Management Meetings Management 48

Liston Witherill

MARCH 17, 2021

If you like what you hear, sign up for my email newsletter at serve, don’t sell calm and get my top 10 podcast episodes and articles right when you sign up. having great people in the wrong roles, especially in business development or leadership roles will surely place a constraint on your growth potential. Now to the show.

Manufacturing 40

Manufacturing Profitability Marketing Strategic Thinking 40

Nutshell

MARCH 23, 2018

In this article, we’ll explain the value that CRM can bring to your business, how to know if your business is ready for CRM, and what to consider when evaluating different CRM products. These eight items should be non-negotiable when researching CRM solutions. The average return on investment for CRM is $8.71 for every dollar spent.

CRM 104

CRM Software Software Communication 104

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

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

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 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

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