Strategic Account Management Association

OCTOBER 26, 2021

As a sequel, we would like to address the critical role of executive sponsorship, how it can impact the success of your strategic partnership when done well and, most importantly, best practices for doing so. The executive sponsor has a role in creating and building the customer-centric culture for strategic account management.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Strategic Account Management Association

OCTOBER 14, 2021

A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools. If your customer is relatively small, this is probably the correct approach.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 200

Sales Leadership Transportation Sales Training 200

Red Star Kim

MARCH 1, 2024

The session used the 7P model of buy-in to explore rational and emotional tools to achieve buy-in: Plan, Process, People, Psychology, Persuasion, Pressure and Patience. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training. This way we build mutual understanding and empathy.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Red Star Kim

FEBRUARY 22, 2024

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. As such, it builds the confidence of the person being coached. Can you talk me through your thinking process? So what is Socratic questioning?

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Strategic Account Management Association

JULY 13, 2021

Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. These enabling structures are critical to your SAM roadmap’s success. Three Pillars of Success. Five Elements of a COE.

Account Management 591

Account Management Innovation Co-Creation Organization 591

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%.” increase in quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. We tackled delegate questions as well as coaching and consulting scenarios along the way. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 111

Sales Prioritization CRM Communication 111

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. They designed new industry research methods that include both customers and sales reps. Before 2020, Panasonic didn’t have a sales enablement team—at all.

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Upland

JANUARY 26, 2020

Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? But what do we mean when we say account planning? This whitespace is where you can thrive. Communication.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

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

KAM With Passion

JUNE 20, 2021

In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. What is your KAM Competencies Reference F ramework?

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Brooks Group

JUNE 2, 2023

Action Plan for Sales Target Achievement – 4 Steps As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end sales goals we’ve set for them. Maybe your sales team has veered slightly off track since the target was set?

Sales Training 70

Sales Training Sales Negotiation Meetings 70

CMOE

FEBRUARY 24, 2023

A strong coaching culture is integral to the long-term success of the modern workplace. Developing a successful coaching culture involves purposeful actions and a focused effort. Strategic Coach offers curated content with blog posts, ebooks, worksheets, and guides to help entrepreneurs overcome roadblocks and achieve their goals.

Small Business 52

Small Business Leadership Profitability Publishing 52

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Build your personal brand – Perception and Visibility. There’s also some helpful advice here: Increasing Your Visibility – Raising Your Profile at Work (mindtools.com). Network with peers.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. We also talked about creating psychological safety.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

Sales 91

Sales Sales Training Sales Management Onboarding 91

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

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. Both to maintain service levels and underpin growth strategies.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. 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.

Sales 75

Sales Decision-making Sales Training Communication 75

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Red Star Kim

OCTOBER 16, 2023

And co-create a plan. Why do you need a business plan? 10 reasons why (kimtasso.com) Marketing planning in a nutshell – simple and complex plans (kimtasso.com) Data and systems It was good to have a sprinkling of IT geeks (their label not mine!) Some looked to LinkedIn’s Sales Navigator to drive data and process.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Motivate your team in personalized and culture-wise ways.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer.

Sales 52

Sales Account Management Stakeholders CRM 52

Brooks Group

APRIL 10, 2024

In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But it’s tough. Here are some to focus on.

Sales 87

Sales Media B2B Publishing 87

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

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

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success.

Sales 52

Sales Software Software Account Planning 52

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. Ready to embark on your account-based selling journey? You won't regret it! Let's talk!

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Hubspot Sales

APRIL 25, 2023

Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? We'll review use cases of AI emails, their pros and cons, and the tools you should consider when adding this tech to your arsenal. Here are three examples of how teams use AI to generate sales emails.

Sales 97

Sales Emotional Intelligence CRM Decision-making 97