Account Manager Tips

FEBRUARY 28, 2021

LinkedIn recently revealed the most promising jobs and in-demand skills and three customer relationship focused roles made the Top 10 #3. Customer Success Manager #7. Customisation and personalisation to be at the heart of the customer experience. Key account management is a profession in demand. I sure was. But fear not.

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Key Account Management Account Management Management Decision-making 246

Mike Kunkle

MARCH 31, 2023

It should be aligned to the customer lifecycle and buying process, where possible. Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock.

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Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

AUGUST 8, 2023

When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. Fragmented customer experiences, misaligned strategies, increased friction for customers, and unfulfilled revenue potential. Establish customer advisory boards and sales advisory boards.

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Sales Prioritization Innovation Leadership 188

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

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. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. Let’s dig in. Qualification First up, is qualification. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. That is the question our new research report, Best Practices of High-Performing Sales Teams for 2024 , set out to answer. Will business be back to normal in 2024?

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. When prospects remember the stories shared by the sales professional, they are more likely to recall the key points about the product or service being offered.

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Sales Decision-making Sales Training Communication 96

Brooks Group

APRIL 10, 2024

Prospecting Techniques: Before the Sales Call The right sales skills and a consistent set of best practices before sales calls will make prospecting time more productive. But it’s more important to show what you know about your industry, product, customers, and market. In sales, it means staying focused. But it’s tough.

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Brooks Group

FEBRUARY 16, 2024

This blog post dives into how you can develop these three sales differentiation skills to set yourself apart. The best sellers have very high emotional intelligence (EI) , which refers to the capacity to understand their own emotions as well as those of others. For example, does Nordstrom market to the Walmart customer, and vice versa?

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” ” ~ CSO Insights 2019 Sales Enablement Report (p.

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B2B Sales Decision-making Negotiation 198

PandaDoc

MAY 8, 2024

Key takeaways With its specific business needs, budget restrictions, and customization requirements, the sales landscape for small- and medium-sized businesses requires a different strategy than enterprise and B2C sales. Thousands of small and midsize businesses (SMBs) are joining the market every week. In the U.S. alone there are about 33.2

B2C 52

B2C Small Business Sales Decision-making 52

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. Once a prospect buys your product or service, they represent an opportunity for future growth. If growing customer revenue is on your mind, you’re not alone. Satisfied customers are far more likely to buy than new prospects.

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Sales Training Sales Account Management Profitability 74

Brooks Group

JANUARY 2, 2024

Creating Differential Through Understanding Good salespeople know their products or services, but great ones understand the intricacies of their customers. Focusing on the Right Things – Customer Needs and Wants The art of discovery is at the heart of great sales. 7 Habits of a Great Salesperson (and How to Train) 1.

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Sales Training Decision-making Sales Communication 91

Mike Kunkle

NOVEMBER 26, 2022

How we aim to achieve this: A 1-on-1 Coaching Kickoff Call (30 minutes) to ensure your Building Blocks Mentor understands your objectives and to offer initial guidance on how to best leverage the course. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

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Sales Leadership Transportation Sales Training 200

Brooks Group

FEBRUARY 27, 2024

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. This helps your customer maximize the value derived from your product and increases your margins.

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Sales Training Sales Value Selling Profitability 59

Brooks Group

MAY 17, 2022

The best part is you already know how to do it! That dried up almost overnight which made us stop to really evaluate how we could be of service to our customers (whether we could charge for it or not). I believe most business leaders are in a place similar to where they were when the pandemic started. . There is hope.

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Supply Chain Co-Creation Facilitation Sales 88

Apptivo

DECEMBER 12, 2022

Does your business require you to conduct transactions, use equipment, and provide services out in the field? If the answer is yes, one of the smartest investments you could make is in a Field Service Management system (FSM). What software to use for Field service management? Benefits to Customers. billion in 2021 to $8.06

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Software Software Management Decision-making 98

Brooks Group

MARCH 21, 2024

This posts dives into the best sales discovery questions, how to assess your team’s questioning skills, and how to improve them for more effective discovery calls. The best sales discovery questions focus on needs and wants. But the most successful teams use the best approach: needs and wants. But some are better than others.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Brooks Group

FEBRUARY 23, 2024

Waste Time and Resources Qualifying prospects allows sales professionals to focus their time and energy on leads that have the highest likelihood of converting into customers. Lower Win Rates Qualified leads are more likely to have a genuine need for the product or service and the ability to make a purchase, resulting in higher win rates.

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Prioritization Sales Training Sales Construction 81

Brooks Group

DECEMBER 1, 2023

Put simply, strategic account management is all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue. It’s far more profitable to retain existing customers than to find new ones, so it’s key that your team keep customer satisfaction top of mind.

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Account Management Management Account Planning Sales Training 93

Jeffrey Gitomer

JUNE 14, 2011

BEST Places To Network. Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. BEST places to network: 1. The Chamber of Commerce is your best local networking resource, IF you take advantage of it. See Jeffrey Live!

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Sales Leadership Meetings Media 130

PandaDoc

MAY 7, 2024

When you capture the attention of a potential customer, this is the moment a lead is born. However, how that lead plays out, whether that person becomes a paying customer or client, is another matter. To be classed as a lead, someone will have shown interest in your brand by interacting with it somehow.

Management 52

Management Software Software Advertising 52

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Brooks Group

APRIL 9, 2024

Internal champions: Enthusiastic supporters of your product or service who actively promote its adoption within the organization. Purchase influencers may include: Subject-matter experts (SMEs): Individuals with specialized knowledge relevant to the product or service being considered.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Apptivo

FEBRUARY 16, 2023

Email automation: Gist Email automation, also known as triggered email or behavior-driven email, would be any message that is automatically sent out by the email service provider (ESP) in spontaneous reaction to an individual user’s specific actions taken on the website or app. Love to hear from you! But this is just the beginning.

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Marketing Artificial Intelligence Manufacturing Digitalization 94

Apptivo

FEBRUARY 7, 2023

This is so because it encapsulates the complete customer experience , from first learning about your company to finally making a purchase. As consumers discover more about your products or services, leads go down the funnel starting at the top. Top of funnel: The potential customer learns about a company, product, or service.

Marketing 81

Marketing Decision-making Advertising Prioritization 81

Brooks Group

MARCH 28, 2024

The best way in is a warm introduction from someone the executive knows and trusts. A C-level decision maker is an executive who holds a senior leadership position, typically with a title starting with the letter “C” such as chief executive officer (CEO), chief operating officer (COO), or chief financial officer (CFO). Build credibility.

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Decision-making Logistics Supply Chain Suppliers 70

Apptivo

FEBRUARY 20, 2023

In this article, we’ll define lead management, go over the components of a sales lead management system, and discuss the tools that can be implemented to get the best outcomes. Implementing a Lead Management Strategies to increase sales 5. The purpose of a lead management system is to convert the maximum number of leads.

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Management Sales Software Software 103

Mike Kunkle

JUNE 12, 2022

If your business model includes SaaS or ongoing revenue streams, flow transactions or purchases, speak with your largest customers to understand not only their condition and how you can support them, but also how their current state may impact you. In some cases, it wasn’t the first time that they had to act.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

SEPTEMBER 30, 2019

That’s why we’ve made a list of the best sales training ideas, activities, and games. Read through the list to determine the best tactics and programs to use when training your sales team. Since every sales team has different goals and expectations, it’s important to craft a custom training plan specifically for your new sales hires.

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Sales Training e-Learning Onboarding Sales 143

Brooks Group

MAY 14, 2024

Truly grasping your prospect’s pain points, challenges, objectives, and desired outcomes allows you to position your product or service as the ideal solution to their specific situation. A lead is someone who has shown some level of interest in your product or service but may not necessarily be qualified or ready to buy. Simple, right?

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Sales Training Decision-making Meetings Prioritization 52

Insightly

JANUARY 26, 2024

Salesforce, HubSpot, and Insightly are three prominent customer relationship management (CRM) platforms, each offering unique features and functionalities tailored to diverse business needs. The platform provides a comprehensive suite of tools designed to manage sales, marketing, customer service, and more.

CRM 52

CRM Artificial Intelligence Decision-making Management 52

Brooks Group

MAY 9, 2024

With a consultative sales approach, sales professionals can uncover valuable information about the customer’s pain points, goals, and preferences by asking insightful and open-ended questions. When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Red Star Kim

JULY 22, 2022

It isn’t specifically designed for professional service firms though. He starts by describing five mindsets with regards to digital marketing strategies (and the reasons why some businesses don’t have them): Lottery mindset (buys web site and creates social profiles without researching customer needs). Part One – Build your strategy.

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Digitalization Marketing Construction Publishing 130

Brooks Group

MAY 24, 2023

Time To Persuade The first three steps of the IMPACT Selling ® System (Investigate, Meet, and Probe) revolve around understanding the customer. They mistakenly view persuasion as an attempt to deceive or influence others against their will or best interests. Salespeople tend to overestimate their ability to understand their customers.

Value Proposition 81

Value Proposition Sales Training Construction Negotiation 81

Brooks Group

NOVEMBER 8, 2023

And to win those deals, you need to coordinate the best mix of inbound and outbound sales tactics. Increase revenue Grow new business Improve margins Retain customers Enhance customer experience. Growth means retaining existing customers and breaking into new channels. Begin with the end in mind and work backwards.

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