Upland

APRIL 20, 2023

As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. Here’s where having a sales account management strategy becomes indispensable. Traditionally, account management has often been seen as a post-sales role. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 81

Prioritization Sales Training Sales Construction 81

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

Upland

OCTOBER 17, 2023

ChatGPT and dozens of other artificial intelligence (AI) products have made a big splash for AI a bit of a novelty recently, dominating the conversation around productivity and efficiency in the B2B world. And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

QYMATIX

FEBRUARY 5, 2024

As a result, many B2B companies are now faced with the challenge of grappling with the impact of generative AI on their business, employees, internal processes, and the economy, with little context to understand it. That is the case, for example, with predictive (sales) analytics applications.

B2B 52

B2B Artificial Intelligence Manufacturing Innovation 52

Brooks Group

APRIL 19, 2023

Do prospects and customers perceive them as valuable strategic resources, business experts, or merely vendor reps? The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. Ideally, they want a salesperson who can serve as a strategic resource.

Decision-making 83

Decision-making Sales Training Media Publishing 83

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. However, the benefits end there, especially if you’re a small to medium-sized business with a limited budget or resources.

CRM 127

CRM Software Software B2C 127

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. Sales Leadership Stats. Sales Performance. Sales Performance.

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 77

Onboarding Sales Sales Training Communication 77

Sales Outcomes

FEBRUARY 19, 2024

An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? There are many factors to consider, but here are four tips four tips that are sure to make an impact in shortening the sales cycle. Adopt one or more of these tips.

B2B 52

B2B Value Proposition Suppliers Sales 52

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Red Star Kim

JUNE 15, 2023

200 countries, 45 years of news archives, 45,000 resources. Start small – Pilot schemes allow dedicated resources to a handful of clients to learn best practice for education, planning and implementation. My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Brooks Group

JANUARY 8, 2024

This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. Core sales metrics are important to the strategic goals of an organization.

Sales 97

Sales Sales Training B2B Organization 97

AchieveIt

FEBRUARY 19, 2024

Navigating the dynamic B2B landscape requires a clear vision and a well-defined roadmap. This guide explores a 7-step framework to help you chart a course for long-term B2B success. It encapsulates your aspirations, core values, and the impact you aim to make within the B2B ecosystem. Is it through increased sales?

Brainstorming 52

Brainstorming B2B Value Proposition Advertising 52

QYMATIX

MARCH 12, 2024

Read how AI-based assistants are taking wholesale sales to a new level and helping companies achieve their goals more efficiently. This application area of AI in wholesale supports primarily sales and internal customer service. What are AI-based assistants for sales? from an inventory management or ERP system).

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

QYMATIX

FEBRUARY 5, 2024

As a result, many B2B companies are now faced with the challenge of grappling with the impact of generative AI on their business, employees, internal processes, and the economy, with little context to understand it. That is the case, for example, with predictive (sales) analytics applications.

B2B 40

B2B Artificial Intelligence Manufacturing Innovation 40

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. The longer it takes to close a deal, the more resources are invested, and the more opportunities for competitors to swoop in. In a dynamic and competitive world, sales efficiency is paramount.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Sales Outcomes

APRIL 24, 2023

Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of sales, introducing a new technology tool or process, or deploying additional training. One core B2B sales motion is Opportunity Qualification. Sound familiar?

B2B 52

B2B Sales Organization Management 52

ACT

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organisations to optimise costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Sales 52

Sales CRM Virtual Selling Communication 52

Sales Outcomes

SEPTEMBER 4, 2023

If you’re a salesperson or sales leader, your headache comes from marketing’s expectation that sales should drop everything to attend to and close out marketing leads. Develop Lead Management Training and Onboarding. Develop Lead Management Training and Onboarding.

Management 52

Management Onboarding B2B Marketing 52

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

AUGUST 30, 2022

As someone who understands psychology and the learning process (in order to ensure my training courses are effective), I understand the importance of reflection. In my post on Boost training effectiveness by incorporating learning theory (kimtasso.com) I outlined Gibb’s model of reflection. of public training workshops I delivered.

Marketing 130

Marketing Digitalization Insurance Communication 130

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52

QYMATIX

MARCH 12, 2024

Read how AI-based assistants are taking wholesale sales to a new level and helping companies achieve their goals more efficiently. This application area of AI in wholesale supports primarily sales and internal customer service. What are AI-based assistants for sales? from an inventory management or ERP system).

Artificial Intelligence 40

Artificial Intelligence B2B Logistics Sales Analytics 40

Brooks Group

FEBRUARY 27, 2024

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. In the absence of value-added components, the sale of virtually any offering depends on the bottom line. This is when a value-based selling approach—the ability to add value to your product or service—is critical.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Hubspot Sales

JULY 27, 2023

The average win rate for B2B companies in early 2023 fell between 17-20%. This is a significant drop from just a year before when sales success reached around 26%. They need to achieve more with less, making sales enablement more important than ever. Companies have access to AI tools to support their sales efforts.

Sales 75

Sales CRM Communication Sales Environment 75

Arpedio

OCTOBER 11, 2021

What are the top challenges for KAM programs in Europe, and how can the industry association Strategic Account Management Association (SAMA) provide resources and best practices to support success? SAMA is an industry resource and community for KAM and SAM sales personnel and leaders. Ulrik Monberg, CEO & Founder. +45

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Showpad

JANUARY 15, 2021

As Forbes notes, there’s no “if” or “when” to B2B sales transformation anymore. After the events of Q1 2020 — and the year overall — sales transformation is no longer an option. The phrase “sales transformation” has been discussed before. Virtualization is now.

B2B 83

B2B Artificial Intelligence Sales Digitalization 83

QYMATIX

NOVEMBER 27, 2023

In this article, we look at the current usage of AI in German B2B companies, with a particular focus on B2B wholesale. Finally, we look at surveys that explore the assessment of the future importance of AI for B2B companies. Use of AI in German B2B companies A business survey by the Ifo Institute found that 13.3%

Artificial Intelligence 40

Artificial Intelligence B2B Sales Analytics Manufacturing 40

Mike Kunkle

JUNE 12, 2022

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession. Reengineering Sales Performance.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

MAY 3, 2021

There's no denying that sales can be chaotic. Sales technology might be unreliable, and every rep is bound to deal with their share of curveballs here and there. Sales orgs need to do what they can to keep things on as even a keel as possible. That said, many organizations leverage it to inform the full sales lifecycle.

Sales 128

Sales Construction B2B Organization 128

Account Manager Tips

AUGUST 10, 2021

84% of B2B decision-makers start the buying process with a referral. But, for B2B companies, it falls to the sales team or the key account management team to ask. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. And most of us haven't had much training on how to ask.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Hubspot Sales

MAY 4, 2020

Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception. With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever.

Media 122

Media B2B Decision-making Financial Services 122

QYMATIX

APRIL 4, 2023

Properly applied, forecasts in sales controlling are essential for B2B companies. Next to reporting, forecasts are one of the main tasks in B2B controlling. Some B2B companies waste valuable resources on forecasting processes, which are not used as they should be. Lack of Knowledge about the Limits of AI in Sales.

B2B 40

B2B Artificial Intelligence Sales Sales Analytics 40