Account Manager Tips

APRIL 11, 2022

The business of expertise How to ask a client for a referral What I'm reading Addicted to tabs? It syncs your Kindle highlights, reminds you to review the best parts with daily emails and helps you recall more and grow your knowledge. Here's how to get a "Yes" when you ask + Decide who to ask. Don't ask everyone.

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Hubspot Sales

JULY 19, 2018

It’s important to get the industry news, trends, and marketing advice you need quickly, so you can get back to what real estate is all about -- helping your clients. So, I’ve put together a carefully curated list of the best real estate blogs to follow in 2018. Real Estate Blogs Every Realtor Should Read in 2018. Happy reading!

Investors 128

Investors Finance Marketing Construction 128

Brooks Group

MAY 2, 2024

How sales professionals understand their emotions—and the emotions of others—can have a significant impact on sales performance. Self-Awareness Self-awareness is the ability to identify and understand your emotions and the impact they may have on your actions and on other people. What Is Emotional Intelligence?

Emotional Intelligence 52

Emotional Intelligence Sales Decision-making Sales Training 52

Brooks Group

OCTOBER 11, 2023

After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. A great speaker can help motivate your sales team, elevate your mission, and drive results. What type of content or training would be most helpful for you?

Sales 92

Sales Sales Training Meetings Media 92

Red Star Kim

FEBRUARY 8, 2024

And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners. In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Showpad

MAY 12, 2022

Yet, working together, they’ve built a high-performance sales enablement function at TOUGHBOOK Europe—the European Mobile Solutions Business Division of electronics giant Panasonic. Rachael Pugh and Nathalie Vervaet have never met in person. They designed new industry research methods that include both customers and sales reps.

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Brooks Group

AUGUST 28, 2023

To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. What Is Value-Based Selling? What Is Value-Based Selling? Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Brooks Group

MARCH 8, 2023

View this week's video How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step, dynamic process with all prospects. There are four steps to get buyers to agree to your company’s pricing. There are four steps to get buyers to agree to your company’s pricing.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Brooks Group

MARCH 28, 2024

Their approval and buy-in are often crucial for high-level initiatives or major purchases. The buyer sees it as a tactical product vs. something core to achieving their objectives. Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

AUGUST 14, 2023

Some help with grammar and style. Or help explore angles and experiment with different styles. Captivating titles, surprise statements, questions and stories are key. How to create buyer personas that clarify your target market | SurveyMonkey Complexity Often we write about technical and complex topics.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Brooks Group

APRIL 9, 2024

Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization. Their opinions, expertise, and recommendations heavily impact the final choice. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-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. This is a post I never wanted to write.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JANUARY 25, 2023

Develop Rapport Matching the pace, tone, behavior, and actions of the prospect will make them feel relaxed and hopefully comfortable enough to open up and candidly answer your rep’s questions. Their job is to sell, and they’ll do that by generating trust and providing value. Probably not.

Emotional Intelligence 76

Emotional Intelligence Sales Training Decision-making Communication 76

Brooks Group

JUNE 7, 2022

Misaligned Values. Value propositions need to be challenged on a regular basis these days. I asked salespeople “why do customers do business with you”. I then asked a select group of their ideal customers why they did business with the company, and “relationships” wasn’t even in the top five. Trying to be Liked.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Red Star Kim

JULY 22, 2022

There’s a scorecard at the end of each chapter to help you asses your current position and identify areas of change. Then he established a digital agency and developed workshops for senior staff (not necessarily M&BD professionals) who needed to understand the potential impact of digital marketing for scaling up their businesses.

Digitalization 130

Digitalization Marketing Construction Publishing 130

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Define your buyer's journey.

Sales 138

Sales Decision-making Healthcare Value Proposition 138

Brooks Group

JUNE 12, 2023

Talk to the Right People Nothing is more disheartening than settling on a deal with a prospect, only to find out they don’t have the final say in the decision-making process. Help your sellers reduce the odds of this happening by coaching them how to identify and reach decision makers early in the sales process.

Negotiation 61

Negotiation Sales Decision-making Suppliers 61

PandaDoc

MARCH 1, 2024

Mergers and acquisitions require buyers and sellers alike to enter in a vast amount of confidential company data. A VDR simplifies the due diligence process, as potential buyers have a centralized, online hub to assess financial, legal, and operational data to uncover risks that could impact the success of the M&A transaction.

Acquisition 52

Acquisition Stakeholders Government Software 52

DemandFarm

OCTOBER 12, 2023

Serving as a foundation for sales guidelines, they help sales reps understand their roles and perform well as a team. Economic Buyer: This is the person in charge of the financial decisions and make or break the deal. Champion: It’s crucial to discover a champion who will recognize the value of your solution and support your case.

Decision-making 52

Decision-making Sales B2B Key Account Management 52

Hubspot Sales

DECEMBER 28, 2017

They develop trust -- usually by adding value and spending a lot of time with prospects -- before attempting to close. Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. It’s a good fit for high-cost solutions and/or customized solutions. Find a win-win solution.

Negotiation 141

Negotiation Meetings Prioritization Media 141

Brooks Group

JULY 13, 2022

Every salesperson has heard the phrase “value-based selling”, but other than being told to provide value when selling, there is little direction and instruction on how to do it, or what qualifies as value. . Tip #1: Understand That Value Is Subjective. It is the customer—not the salesperson—who determines value.

Energy and Utilities 73

Energy and Utilities Decision-making Sales Training Profitability 73

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer. Sales prospecting acts as the first stage in the sales process.

B2B 98

B2B Sales Decision-making Publishing 98

Brooks Group

APRIL 7, 2021

Like a tidal wave of alphanumeric characters, thought leadership content has overrun the world of business — swamping business executives with value messages wrapped inside blogs, posts, email newsletters, digital ads, and more. In fact, every day this month, buyers have been bombarded — according to Texas CEO Magazine , more than 7.5

Leadership 61

Leadership Decision-making Sales Sales Training 61

Red Star Kim

JUNE 7, 2023

And then to consider how marketing and business development could add most value in their achievement. I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. Being more strategic – Case studies and insights.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. And, since you’re in a leadership position, it could even impact the actions of others inside your company. Many of them say metrics and time in the field with customers learning about their challenges are critical.

Sales Management 52

Sales Management Management Sales Leadership 52

Zendesk

NOVEMBER 15, 2021

times more impact than how they think. times more impact than how they think. It takes a lot of work to win back buyers’ trust. In the early 2010s, the Age of the Customer emerged. Consumers were more connected than ever before, and as their access to information and resources grew, so did their expectations. Foster loyalty.

Emotional Intelligence 97

Emotional Intelligence Media Customer Experience Software 97

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. No, this isn't an infomercial. And you're right that they won't work every time. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back.

Publishing 145

Publishing Sales Software Software 145

Brooks Group

OCTOBER 19, 2022

The latter approach encompasses the former, as it would be impossible to help someone do their job better without focusing on some aspect of their job. Customer Service typically gets involved when a customer has a question or challenge, meaning they need incredible listening skills. That’s where role-based training comes in.

Sales Training 84

Sales Training Sales Account Management B2C 84

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Strategy is a guide to help you know whether you’re moving towards the goal you hope to achieve. Are my activities helping me get closer to that goal or are they working against me? Then you question to the want.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Showpad

AUGUST 18, 2020

The blog post on digital transformation is a great foundation for our discussion here. It’s about developing the sensitivity to wisely leverage technology where it makes sense, instead of using technology just because you can across the board without looking into the details and potential negative impact on your prospects and customers.

Digital Transformation 127

Digital Transformation Sales e-Learning Digitalization 127

Hubspot Sales

JANUARY 31, 2018

Buyers have changed, and top salespeople have to change with them. Cold calling is hard, wasteful, ugly, and negatively impacts your brand and potential success -- it's also not nearly as effective as inbound selling. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating.

Sales 145

Sales Media Meetings Brainstorming 145

Arpedio

FEBRUARY 15, 2024

One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences. In this blog post, we delve into the dynamic realm of sales strategy by exploring the concept of Mobilizers and the renowned Challenger Sales methodology.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Nutshell

JANUARY 14, 2020

You’ll be hard-pressed to sell someone a software tool when they don’t understand what it does, so we have to uncover a customer’s problem and then educate them on how we fix or help their issue.”. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

Sales 127

Sales Software Software CRM 127

Insightly

JULY 25, 2023

Ideal customer profiles are crucial for account-based marketing (ABM) and targeting enterprise customers, but a strong ICP also helps you hone any type of marketing campaign and optimize its targeting and messaging. As a business, it is critical to know what types of customers get the most value out of your products and services.

Manufacturing 52

Manufacturing B2C Decision-making B2B 52

Brooks Group

SEPTEMBER 7, 2022

One can argue to the contrary, but we’ve been helping salespeople get out of selling slumps since 1977. Every single conversation we have with a customer revolves in some shape or form around the idea of finding effective ways to help their team boost sales. Some people have high energy while others are more laid back.

Sales 52

Sales Sales Training Communication Supply Chain 52

PandaDoc

MAY 26, 2022

It’s a vital question that all business owners, entrepreneurs, and marketers should be asking themselves on a regular basis. Without a clear and documented plan to help your sales team position your products and services directly to buyers, the risk of misinterpretation, miscommunication, and costly errors increases dramatically.

Sales 52

Sales Business Planning Acquisition Small Business 52