FinListics Solutions

NOVEMBER 15, 2023

The twin forces of digital transformation and the aftereffects of the pandemic continue to alter the enterprise B2B sales landscape. Sellers have been greatly impacted by their buyers’ evolving needs, expectations, and behaviors, creating a demand for new sales outreach strategies and methodologies.

Digital Transformation 59

Digital Transformation B2B Sales Digitalization 59

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. In fact, according to Forrester, in-person, face-to-face sales are back on the rise.

CRM 195

CRM Management Stakeholders Decision-making 195

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Red Star Kim

AUGUST 24, 2023

And there’s a pragmatic guidance on pitching, pricing (six things clients consider, a table of alternative fee structures ) and a simple project management methodology. Marketing The author clarifies the difference between business development, marketing and sales. And touches on segmentation and sales force automation.

Finance 130

Finance Government Profitability Banking 130

Hubspot Sales

APRIL 19, 2021

Choosing the right sales methodology sets the foundation for how you and your teams approach your sales process. In this post, we’ll discuss critical stats to know about five sales methodologies you may already be familiar with and their implications for the businesses that choose to use them. As there are over 3.96

Media 116

Media Sales Decision-making Meetings 116

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions. Long-term: B2B sales is all about becoming a long-term, strategic partner to your customers.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Upland

MAY 18, 2023

Sales map example for smaller accounts. Sales maps for key accounts tend to be quite complex with many stakeholders. Scott Jackson Senior Director, Sales Enablement, Comcast Business. See a side-by-side comparison for an example. This might look a little overwhelming at first – but never fear!

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Arpedio

MAY 23, 2022

Attention all Sales enthusiasts and Key Account Managers! We have been working on a little something that is guaranteed to make your opportunity assessment life easier - especially if your sales methodology is built upon MEDD(P)IC(C). Ready to start taking advantage of sales enablement technologies like account-based selling?

Key Account Management 52

Key Account Management Account Management B2B Innovation 52

Arpedio

FEBRUARY 26, 2024

Your primary responsibility will be of practical nature, but you will also get the opportunity to solve tasks for different departments, e.g. helping Sales with research or assisting Marketing with events. About ARPEDIO ARPEDIO provides a powerful account-based selling platform for B2B sales professionals, fully integrated within Salesforce.

B2B 52

B2B Innovation Sales Training Account Planning 52

Arpedio

NOVEMBER 7, 2022

MEDDIC Sales Methodology. – MEDDIC is a widely known and used sales process that focuses on better customer qualification. Keep reading to learn everything you need to know about the MEDDIC sales methodology, and how to leverage this framework to stay ahead in your own complex sales process. Back to blog.

e-Learning 52

e-Learning Decision-making B2B Sales 52

Arpedio

NOVEMBER 7, 2022

MEDDIC Sales Methodology. – MEDDIC is a widely known and used sales process that focuses on better customer qualification. Keep reading to learn everything you need to know about the MEDDIC sales methodology, and how to leverage this framework to stay ahead in your own complex sales process. Back to blog.

e-Learning 52

e-Learning Decision-making B2B Sales 52

DemandFarm

OCTOBER 12, 2023

The success of sales is intrinsic to the long-term health of any organization. One way to establish a roadmap for the sales team is to select and follow the right sales methodologies. Serving as a foundation for sales guidelines, they help sales reps understand their roles and perform well as a team.

Decision-making 52

Decision-making Sales B2B Key Account Management 52

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? By adopting the right sales methodology, you can unlock your sales team’s full potential. What is a Sales Methodology?

Sales 52

Sales Account Management e-Learning Decision-making 52

Customer Think

NOVEMBER 11, 2022

As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by most of the established sales methodologies to focus on cultivating their customer’s fear of mi.

B2B 52

B2B Sales 52

Arpedio

SEPTEMBER 22, 2022

Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. Aggreko was training their sales people in their sales methodology, but there was no actual follow-up on these best practices when the accounts were discussed with sales management.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

SEPTEMBER 22, 2022

Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. Aggreko was training their sales people in their sales methodology, but there was no actual follow-up on these best practices when the accounts were discussed with sales management.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights. Our intent is never so transactional.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. B2B elements of value Now I know KPIs aren't for everyone. For an alternative approach, check out the B2B Elements of Value Pyramid. What do you think the answer was? If you said “NO” then you were right.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors? Back to blog.

Sales 52

Sales Prioritization B2B Account Management 52

Zendesk

DECEMBER 4, 2020

You’ve set up pipeline stages in your sales CRM. So why are unqualified leads ending up in the discovery stage of your sales process? Why aren’t sales hitting their projected numbers? With a sales CRM like Zendesk Sell , you can assign fields to each stage of the sales process. legal review).

CRM 59

CRM Sales B2B Management 59

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors? Back to blog.

Sales 52

Sales Prioritization Account Management CRM 52

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

Hubspot Sales

JANUARY 7, 2024

But when an inside sales professional wants to establish their authority over the phone, they need to use their voice tone and pacing to get the point across. Sales reps who use these words sound like hesitant amateurs, so be very careful to avoid them. This statement lends itself to walking through a methodology.

Sales 114

Sales Decision-making Onboarding Communication 114

QYMATIX

JANUARY 4, 2022

With predictive analytics, big data becomes a big opportunity for B2B sales managers. This significant opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of big data mining models available. Example Number One: doing B2B marketing segmentation with a clustering method.

B2B 98

B2B Sales Management Sales Analytics Management 98

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. Will Artificial Intelligence really displace the human sales force? Peterson, Ph.D.,

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Arpedio

AUGUST 31, 2023

Back to careers Are you an aspiring future Customer Success Manager and have a passion for sales? Do you want to help drive post-sales processes from start to end and prepare the business for continued growth and further international roll-out? We imagine that you have a background in business/sales, but we are ready to be surprised.

Customer Success 52

Customer Success B2B Account Management Innovation 52

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency. Why does account mapping matter so much for sales teams?

B2B 52

B2B Sales Decision-making CRM 52

Hubspot Sales

NOVEMBER 2, 2017

Best sales methodologies. The Challenger Sale. That's where sales methodologies come in. Top Sales Methodologies to Consider. Top Sales Methodologies to Consider. Challenger Sale. What Is a Sales Methodology? A sales methodology is the "how" of selling.

Sales 145

Sales Decision-making Leadership Organization 145

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Arpedio

MARCH 31, 2023

ARPEDIO is Acknowledged in The Forrester Tech Tide : B2B Sales Technologies, Q1 2023 ← Back to blog In order to boost revenue growth, businesses are investing in sales technologies to win, serve, and retain more customers. This report is essential reading for B2B sales and revenue operations leaders.

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

Apptivo

MAY 30, 2022

Define Sales. Sales’ is the term used to describe all activities involved in selling a product or service to a consumer or business. Why is Sales important? Why is Sales important? The sales department’s reason for existence is to bring in money to the organization. Sales is responsible for just that.

B2C 52

B2C eCommerce Sales Acquisition 52

Insightly

FEBRUARY 12, 2024

dollars on marketing and sales in the fiscal year 2023. Its mission is to “improve the B2B software experience for both buyers and providers.” Methodology and Data Software Reviews is part of Info Tech Research Group. Insightly vs. Salesforce can often feel like David vs. Goliath. According to Statista , Salesforce spent 13.5

Software 52

Software Software CRM Small Business 52

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Arpedio

MAY 30, 2022

But what happens when that many sales leaders gather in New Orleans? digital advertising, social media, email, phone, in-person) and found that a multi-channel approach increased sales effectiveness by 10% from 2020 to 2021. And, as Forrester highlights it’s important to align the buyer journey with the sales process.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Target Account Selling (TAS) is a strategic sales methodology that prioritizes the identification, engagement, and cultivation of relationships with specific high-value target accounts.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Hubspot Sales

OCTOBER 4, 2023

When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results. Using this tool, sales reps can role-play over 40 common sales scenarios.

Communication 93

Communication B2B Artificial Intelligence Sales 93