Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

Brooks Group

JUNE 28, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Marines conduct a great exercise to demonstrate how simple it is to tie up a sale (or in their case, gain commitment for enlisting). Many sales professionals struggle with asking this question because of two things: human nature and fear.

Negotiation 81

Negotiation Sales Training Sales Management 81

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. The sales professional and customer both have agendas.

Negotiation 83

Negotiation Sales Training Meetings Decision-making 83

Corporate Visions

FEBRUARY 9, 2018

Everyone assumes that virtual sales training is a pale imitation of classroom-based training when it comes to behavior change. Especially if that virtual sales training is a bunch of self-paced online modules where a salesperson can “quiz to complete.” Improving Virtual Sales Training with Recording.

Sales Training 65

Sales Training e-Learning Sales Negotiation 65

Brooks Group

JANUARY 10, 2023

One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Treat prospecting as the lifeblood of your sales career. Check it out!

Negotiation 79

Negotiation Sales Training Profitability Construction 79

Red Star Kim

OCTOBER 13, 2023

But there are different proficiency levels The McKinsey Modern Marketing model (2020) which splits capabilities from enablers I like the inclusion of neuroscience, predictive, innovation and adaptability skills in the 2018 advanced marketing management model of Dimitriadis, Dimitriadis and Ney Ever changing digital marketing skills frameworks – see, (..)

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

Insightly

NOVEMBER 20, 2023

Coming up with gift ideas for salespeople and gift ideas for sales teams can be difficult. Well, a good sales person can probably buy whatever they want for themselves! 10 gift ideas for your sales team Membership to Topgolf. One thing about sales people is that they are typically working at odd hours.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

Coming up with gift ideas for salespeople and gift ideas for sales teams can be difficult. Well, a good sales person can probably buy whatever they want for themselves! 10 gift ideas for your sales team Membership to Topgolf. One thing about sales people is that they are typically working at odd hours.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Brooks Group

MAY 24, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. As a sales manager, you need to make sure your team knows how to uncover the customer’s wants in addition to their needs. Anytime a salesperson has to negotiate, it means the customer objects to something. That want is a powerful perceived benefit.

Value Proposition 83

Value Proposition Sales Training Construction Negotiation 83

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. We’ll get into unique responsibilities of each later in this article.

Logistics 100

Logistics Sales Onboarding CRM 100

Brooks Group

JULY 6, 2022

Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard. This is a key example of why it’s important for your sales and marketing teams to be on the same page. Tip #1: Do the hard work to improve your positioning in the market.

Sales 89

Sales Sales Training Retail Advertising 89

Brooks Group

JULY 11, 2022

Sales is all about relationships. In order to be successful in virtual sales, you need to be good at relationship building and have other skills. In order to be successful in virtual sales, you need to be good at relationship building and have other skills. Virtual sales is all about communication. Be a good listener.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Chally

JANUARY 27, 2022

In reality, sales has developed from a “trade” to a “technology” and then finally a Profession. If you’re looking to start your career in sales, or build a strong team, consider these ten key sales skills to be a better salesperson­. Find more for team leaders in our key habits of a successful sales manager.

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 77

Supply Chain Value Proposition B2C Sales Training 77

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 . Before I get to that, I believe there are a few things that we as sales leaders or company leaders need to ensure are in place to really set the tone for success.

Negotiation 52

Negotiation Leadership Sales Training Sales Leadership 52

Brooks Group

MAY 17, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. At The Brooks Group, we asked over 100 salespeople to take our IMPACT Selling Skills Index ® (SSI) assessment before and after going through our flagship IMPACT Selling ® Sales Training, which focuses heavily on Probing and questioning techniques.

Supply Chain 78

Supply Chain Sales Training Decision-making Sales 78

Mike Kunkle

JULY 21, 2018

It’s unfortunate that role play has a low level of acceptance in many sales organizations. Done well, it’s one of the very best ways to train, coach, and improve skill levels. For that, see this post on why it’s time to get serious about purposeful practice in the sales profession. One-on-One, Paired, or A/B Role Play.

Construction 130

Construction Sales Onboarding Sales Management 130

PandaDoc

APRIL 11, 2023

In this article, we’ll shine some light on the concept of product knowledge, types of product knowledge, and its elements. We’ll also find out the reasoning for its importance and show how to use it for increasing sales volume. Product knowledge training is an educational course for salespersons. What is product knowledge?

Sales 52

Sales e-Learning Communication Decision-making 52

Hubspot Sales

JUNE 28, 2019

The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Download Our Free Sales Conversion Rate Calculator and Guide.

Sales 99

Sales Leadership Decision-making Sales Training 99

PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales? It’s a natural high like no other.

Sales 52

Sales Negotiation Meetings Decision-making 52

MTD Sales Training

OCTOBER 28, 2015

Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. This might entail looking up the latest links and articles on Linkedin Pulse, downloading and reading the latest industry news or simply meditating on what the day will bring. Happy Selling! Sean McPheat.

Negotiation 58

Negotiation Decision-making Sales Training Sales 58

Brooks Group

FEBRUARY 1, 2023

One effective sales methodology is consultative selling. In this article, we will cover everything you need to know about the consultative selling approach. We’ll discuss what it is, the principles you should understand, and the best sales methods for success. What is a Consultative Sales Approach?

Interpersonal Skills 52

Interpersonal Skills Sales Training Negotiation Communication 52

Brooks Group

DECEMBER 8, 2022

Improve Your Sales Process. In the sales process, it’s critical to concentrate on the customer. In this article, we will cover everything you need to know about solution selling and give you a new prospect for the sales pitch approach. What is the Solution Selling. What is a good selling pitch?

Sales Training 52

Sales Training Value Proposition Banking Internet 52

MTD Sales Training

MAY 12, 2017

If your way of working with customers today is product-based (presenting information, discovering pains, negotiating prices, etc) you may need to identify how you can be more valuable to your prospects. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. Join LinkedIn groups that your prospects belong to.

Negotiation 48

Negotiation Sales Training Sales Management 48

PandaDoc

APRIL 3, 2023

As Invesp claims , 80% sales require five follow-ups, and 3 out of 5 customers prefer to say “No” four times prior to saying “Yes”. As you can see, a messy sales process is the shortest way to receive less than your business is capable of with all other things being equal.

e-Learning 52

e-Learning Sales Decision-making Acquisition 52

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. Below are the 30 best online resources for sales professionals to sharpen their fundamental skills and learn some new tricks. Sales Podcasts. The Sales Hacker Podcast. Sales Gravy.

Internet 71

Internet Sales B2B Sales Leadership 71

Showpad

MAY 18, 2020

And it’s the responsibility of chief sales officers to ensure their teams have the content, tools, knowledge, skills and coaching necessary to optimize every buyer interaction. That’s why now, more than ever, is the time for CSOs to invest in sales enablement strategies and technologies. Our new reality intensifies sales challenges.

Prioritization 52

Prioritization Digital Transformation Sales Negotiation 52

Corporate Visions

SEPTEMBER 17, 2019

The post Sales Value Proposition: How to Build and Deliver a Powerful SVP by Tim Riesterer appeared first on Corporate Visions. Your sales value proposition, or SVP, is a powerful messaging tool for communicating the unique value of the solution you’re selling. How to Build a Powerful Sales Value Proposition. The result?

Value Proposition 72

Value Proposition Sales Communication Decision-making 72

Brooks Group

SEPTEMBER 29, 2022

This blog article will provide you with five helpful hints that will assist you in developing stronger connections and expanding your sales funnel. In addition to this, we will provide a few case studies that highlight how the use of these strategies has assisted other sales professionals in achieving success.

Sales 52

Sales Communication Construction Decision-making 52

Brooks Group

DECEMBER 22, 2022

Anybody in the marketing field knows about cold calling, at least by name; this sales technique is notorious among marketers and consumers alike. Nobody liked an unsolicited sales pitch during matters involving their personal life. In this article, we will lay out some of the best cold-calling tips to ensure a successful cold call.

Sales Training 52

Sales Training Decision-making Negotiation Marketing 52

Hubspot Sales

MARCH 27, 2018

Strengths and Weaknesses of a Sales Executive. A few year ago, I published an article about GPCTBA/C&I, the sales qualification framework we use at HubSpot. In the time since, a number of other sales teams have adopted it as their exploratory conversation framework too. Money Weakness vs. Budget Directness.

Sales 106

Sales Decision-making Negotiation Publishing 106

5600 Blue

OCTOBER 5, 2017

While there are exceptions, today’s sales process follows a pattern and as a result it creates frustrations for most sales leaders. The sales rep then prepares a proposal as requested for their solution. In April 2017 Harvard Business Review published The New Sales Imperative. Allow me to explain.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

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

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 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

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. All of those elements and several others are influenced by your company’s sales culture. Here, we’ll discuss several aspects of sales culture, what a good one looks like, how to improve yours, and how to scale it as your company grows. Conclusion.

Sales 52

Sales Communication Decision-making Meetings 52