Brooks Group

MARCH 25, 2024

Sales teams that don’t follow their sales process find it difficult to meet sales goals. IMPACT is a straightforward acronym representing the core stages of the sales process : Investigate, Meet, Probe, Apply, Convince, Tie-It-Up. The data backs this up. Research shows that sticking with a sales process correlates with success.

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Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process.

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Negotiation Sales Training Meetings Decision-making 83

Red Star Kim

MAY 22, 2023

I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid lockdowns or a by-product of the digitisation of communications. First, it looks at the way leaders communicate with their people and help shape organizational culture.

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e-Learning Emotional Intelligence Communication Leadership 130

Brooks Group

JANUARY 24, 2024

But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year. In this blog post we share 6 of the key differences between successful and underperforming teams. What are high-performance sales teams doing differently?

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Red Star Kim

FEBRUARY 22, 2024

It’s helpful in conversations, critical thinking and negotiation. 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. Socratic questioning is a way to drive logical argument. So what is Socratic questioning? Questioning skills).

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Red Star Kim

JUNE 24, 2022

Rogers described it as an accurate matching of experiencing and awareness and communication. Maybe we don’t care about the other person enough to probe when it appears that their spoken words are at odds with what our eyes are seeing in their non-verbal communication. It is natural that we evaluate the people we meet and work with.

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Emotional Intelligence Negotiation Communication Leadership 130

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. This has changed the sales process fundamentally in many environments.

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Key Account Management Account Management Value Proposition Client Relationships 130

PandaDoc

APRIL 8, 2024

A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. Small companies may also opt for a sole deal desk manager or a deal desk analyst who fosters communication between teams. Try now Automating communication and negotiation using digital tools.

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Negotiation Sales Stakeholders Digitalization 52

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Forge relationships Before we try to generate engagement and buy-in we need to forge relationships with fee-earners. Everyone is different.

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Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset.

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Sales Training Sales Decision-making Negotiation 69

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. The second is the sequence of actions both parties must adhere to in terms of adding any changes to the documents they’re negotiating.

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Negotiation Decision-making Stakeholders e-Learning 98

Shapiro Negotiations

APRIL 17, 2019

When it comes to negotiating, everyone wants a leg up on the competition. Negotiating at Their Place While your first instinct might be to avoid playing an away game, there are several reasons why it can be to your advantage. Nevertheless, there are ways to make a home field negotiation work for you. Confidence. Opportunity.

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Negotiation Meetings Communication 40

Shapiro Negotiations

APRIL 17, 2019

When it comes to negotiating, everyone wants a leg up on the competition. Negotiating at Their Place. Confidence is always a good thing to demonstrate during negotiations and can elicit concessions that otherwise would not have been forthcoming. Negotiating on Home Turf. Neutral Location Negotiations. Confidence.

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Negotiation Meetings Communication 52

Hubspot Sales

NOVEMBER 28, 2023

Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. Naturally, the sales team can control their process with good time management, helpful follow-ups to prospects, creating value in a first meeting, and more. Read on and learn from people already in the field.

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Negotiation Sales Leadership CRM 104

Red Star Kim

NOVEMBER 8, 2022

An article in October 2022 in Training Magazine argued that the four most important soft skills to prioritise for remote work – to bridge the distance gap – were emotional intelligence (I devoted an entire chapter to this topic in my book), next-level communication (ie over-communication), active listening and conflict resolution.

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Leadership Emotional Intelligence Remote Working Digitalization 100

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Different Ways Leveraging Video Meetings Can Help Boost Sales. Setting Up Meetings With Decision-Makers.

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eCommerce Negotiation Decision-making Meetings 105

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Without a clear definition, salespeople may add many unqualified prospects to meet their goals.

Organization 86

Organization Account Management Sales Sales Training 86

CM Partners

SEPTEMBER 13, 2018

We even have a catchy name for it that we think you’ll like – stay tuned for more in a future blog post. The dramatic town hall meetings of early 2017 first caught our attention. Alexis de Toqueville once wrote that local institutions, like town hall meetings, were “to liberty what primary schools are to science.”

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Meetings Facilitation Stakeholders Government 52

Hubspot Sales

MAY 29, 2024

A detailed organizational chart with roles and responsibilities clearly listed An easy way for investors to get a hold of your staff to schedule meetings or for a quick conversation (think calendar invites, emails, etc.) Pro Tip: Check out this blog on different organizational skills ever startup leader should have.

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Investors Cybersecurity Shareholders Suppliers 70

Mike Kunkle

FEBRUARY 5, 2023

Even on the far right, with disciplined workflows, it’s not easy, and often harder if an RFP or RFI process doesn’t allow open communication. And as I just mentioned, on the far left side of a “disorganized/organized” sliding scale, there are cases where it’s absolute chaos and rife with infighting.

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Arpedio

MARCH 6, 2024

In this blog post, we’ll delve into the intricacies of account management and explore key techniques for mastering this essential aspect of business operations. Book demo Key Principles of Effective Account Management Communication Effective communication lies at the heart of successful account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Brooks Group

NOVEMBER 10, 2023

More CFOs and cross-functional executives are appearing in deal meetings and the buying process has expanded from traditional steps. Prolonged Negotiations Problem: Spending too much time negotiating can lead to delays in closing deals. Solution: Provide sales negotiation training to your sales team.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

PandaDoc

APRIL 29, 2024

Virtual data rooms (VDRs) have become pivotal in meeting the demands of executing modern, complex business deals. The main benefits of data room index are increased searchability, speed, transparency, automation and enhanced communication. And better communication works hand-in-glove with optimized collaboration.

Organization 52

Organization Investors e-Learning Shareholders 52

Strategic Communications

APRIL 29, 2024

VOICE SEARCH TECHNOLOGY IS REALLY NOT THAT NEW—BUT IT’S IMPROVING While voice search may seem like pretty advanced technology, it’s been around for decades, Total Voice Technologies notes on its blog. Therefore, website speed and mobile friendliness are non-negotiable. NOTE : This piece was first published in Information Today.

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Digitalization Publishing Marketing Communication 59

Strategic Communications

JUNE 7, 2023

It’s wisdom that I was well aware of when I started my business, Strategic Communications , in 2008, and at first was very easy to do. I had to meet client needs and deadlines. Treat these time blocks as sacred appointments with yourself, and make them non-negotiable.

Leadership 52

Leadership Communication Negotiation Media 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. Team communication: Encourage open and honest communication within the team to address challenges collectively.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Apptivo

AUGUST 8, 2023

This could range from prospecting and initial communication to follow-ups, meetings, negotiations, closing, and after-sales service. For instance, initial outreach emails, follow-up communication, scheduling meetings, or updating CRM records are typical tasks that can benefit from sales automation.

Sales 52

Sales Artificial Intelligence Software Software 52

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Often, pricing becomes the focus of these negotiations. We communicate differently with procurement professionals than other decision-makers and users of professional services. Price is a major driver of profit.

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Procurement Value Proposition Finance Artificial Intelligence 147

MDI Training

NOVEMBER 14, 2023

Read this blog post to see the results. Complex interpersonal communication Interpreting body language, non-verbal communication, and subtle signs is a human strength. In complex interpersonal situations, such as negotiations or conflict resolution, human understanding of communication is invaluable.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

PandaDoc

MARCH 4, 2024

The shared access is controlled, providing a secure, transparent environment that allows stakeholders to expedite the steps necessary to close the deal, such as carrying out due diligence and conducting negotiations. The post How virtual data rooms benefit modern investment banking appeared first on Blog.

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Banking Investors Acquisition Stakeholders 52

DemandFarm

OCTOBER 25, 2023

Visionary leaders are highly organized and communicative and establish a sales culture that thrives on collaboration. Communicate a clear strategy: Adversity turns sales leaders into wartime generals who communicate a clear vision to their team members.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

PandaDoc

APRIL 3, 2023

Do you know what their communication preferences are? Call play In this play, you should include call scripts for your reps to follow and include information on the main messages they should communicate. Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales.

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Negotiation Sales Decision-making Communication 52

SuperOffice

JULY 5, 2022

Tough negotiators (B2B buyers refuse four offers before accepting the best one). Communicate in the right channel. The strategies differ depending on who you want to communicate with. Communicate with both groups. Communicate in the right B2B marketing channels. The B2B buyer has changed. They’ve evolved.

B2B 129

B2B Marketing Acquisition Media 129

Brooks Group

APRIL 17, 2023

Negotiation Experts – Sales Negotiation Training According to Aberdeen Research , best-in-class sales enablement strategies help a company experience an increase in the contract value of enterprise deals by 13.7% Online negotiation training is different from basic sales training, however. annually.

Sales Training 52

Sales Training Negotiation Sales Decision-making 52

Apptivo

OCTOBER 8, 2021

In this blog, we have broken down the sales pipeline vs sales funnel concept in detail for better understanding. By utilizing social media, advertising, and other mediums of communication, you can strengthen the visibility of your business. Sales Funnel Vs Pipeline – An Absolute Guide.

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Sales Decision-making Advertising Value Proposition 98

PandaDoc

OCTOBER 21, 2022

This means that there’s usually a lot of room for salespeople to negotiate and build trust or even a relationship. If you don’t make a purchase, how will this affect your capacity to meet your goals in the next few months? For this reason, it’s crucial to get beyond this initial “no” and see what stands behind it.

Negotiation 52

Negotiation e-Learning Facilitation Decision-making 52

Corporate Visions

JULY 8, 2020

Communicate a Price Increase. The message was based on an exclusive, tested, and proven framework for communicating price increases. Training : Micro-training videos were embedded to reinforce key concepts from the company’s popular negotiation skills training. Consider the following three examples. The Solution.

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