Mike Kunkle

AUGUST 30, 2023

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. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. The Foundation – Commercial Effectiveness Defined Commercial Effectiveness is the strategic alignment of product, marketing, demand generation, sales enablement, and customer service/experience.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

MTD Sales Training

SEPTEMBER 17, 2013

Decisions, decisions… ah, there’s a dilemma inside every choice for everyone! The way decisions are made can tell you a lot about the personality of a person. People’s decision-making criteria will always give away a lot of information, as they help you understand their beliefs, values and behaviours.

Decision-making 48

Decision-making Suppliers Profitability Sales Training 48

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Big goals such as doubling profit in a year happen incrementally. To achieve long-term goals, you need to choose the right KPIs for each step in the sales process.

Organization 84

Organization Account Management Sales Sales Training 84

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

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. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Applying R-Value-PIE to your Sales Approach.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Red Star Kim

JUNE 15, 2023

or profits greater than £150000), active and inactive companies with up to 10 years’ of financial data. profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry 200,000 companies with turnover or shareholder funds over £1.5m Why do law firms needs SAM?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

MTD Sales Training

FEBRUARY 11, 2020

However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. 1 – “Does that make sense for your business?”. Does that make sense for your business? ”. Does that make business sense to you?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

MTD Sales Training

JANUARY 14, 2020

When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. Naturally, this would involve making the arrangements to prove the value of your services through an initial meetup. How does it make you feel?

Value Proposition 75

Value Proposition Decision-making Sales Training Profitability 75

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Do they want to make more profit is they are selling on? Happy Selling!

Negotiation 84

Negotiation Sales Profitability Decision-making 84

Red Star Kim

OCTOBER 16, 2023

Some were focused on specific sectors such as agriculture, sports and not-for-profit and others had a more international focus (particularly the Caribbean and Middle East). And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. But if a buyer is not ready to make a deal, there’s nothing that can make it happen any quicker.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Sales Training 139

Sales Training Sales Decision-making Communication 139

MTD Sales Training

NOVEMBER 2, 2018

And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you. You have to be absolutely clear on what’s driving their decision-making. And it’s necessary for you to know how quickly that decision is made. Increasing productivity?

Value Proposition 87

Value Proposition Decision-making Sales Training Profitability 87

Brooks Group

AUGUST 28, 2023

To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process. It’s cutting into our profit margin substantially.

Sales 61

Sales Suppliers Decision-making Sales Training 61

MTD Sales Training

AUGUST 22, 2018

Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers. Their answer to this simple question with give you information as to their decision-making criteria. Happy Selling!

Suppliers 70

Suppliers Profitability Sales Training Decision-making 70

Mike Kunkle

NOVEMBER 30, 2018

Excellent, high-value content: Negotiation skills (under-taught in most sales curricula today). Business acumen (grossly under-taught in most sales curricula today). Relationship selling (not dead by any means; people make decisions emotionally). And you can follow my posts on our blog, here.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

MTD Sales Training

FEBRUARY 11, 2019

Backing up a little bit in the sales process , you may want to establish what criteria the customer is going to use in order to make a decision. What’s most important to him in making his decision? How will she know that she has made the right decision? Happy Selling! Sean McPheat. Managing Director.

Decision-making 79

Decision-making Sales Training Profitability Sales 79

Brooks Group

JUNE 12, 2023

Here are 9 real-world sales negotiation skills your salespeople need to master to avoid price concessions and protect profit margins. 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.

Negotiation 62

Negotiation Sales Decision-making Suppliers 62

MTD Sales Training

NOVEMBER 27, 2018

So, if your customer does leave you or ceases to repeat orders with you, it can prove to be not only a major disappointment for you, but also a big loss of profitability for your company. Here are some ways to check out why this regretful decision has been made: 1) Talk to your customer to find out the truth about what happened.

Sales Training 80

Sales Training Decision-making Profitability Management 80

Brooks Group

JULY 13, 2022

They sometimes have nothing to do with your product or service at all, making them less obvious to identify. . Payoff can be described as growth potential, profitability, and how much account maintenance is needed to win or keep the business. Tip #4: Understand Where Your Customer Is on the Decision Pyramid. Give Us a Call.

Energy and Utilities 74

Energy and Utilities Decision-making Sales Training Profitability 74

Brooks Group

MARCH 27, 2023

How Do Sales Operations Work? Sales Operations (or SalesOps) reduces the time and effort required for your sales team to close deals. It handles every aspect of your sales process, making your salespeople more effective and successful. How do Sales Ops differ from Sales Management?

Sales 52

Sales Advertising Sales Training Profitability 52

MTD Sales Training

FEBRUARY 4, 2019

How often have you then been disappointed that the sales didn’t materialise, especially after you had been convinced the customer bought into your solution and said all the right things while you were making your presentation? Will they be more profitable? Interest is transitory until they make the decision.

Decision-making 53

Decision-making Sales Training Profitability Meetings 53

Apptivo

JULY 4, 2023

10 Sales KPIs 1.1 Monthly Sales growth 1.4 Sales pipeline 1.8 Sales cycle length 1.9 Sales closed-won vs closed-lost opportunities 1.10 But to ensure they’re heading in the right direction and making the most of their sales efforts, they need a compass, a guiding light. New leads 1.2

Sales 52

Sales Profitability Sales Management Sales Training 52

MTD Sales Training

DECEMBER 5, 2018

Value may be decided by how it makes the buyer feel. Many scientists believe we actually make most of our decisions based on emotional connection to it, and then justify it afterwards with logic. Because your judgement of ‘value’ would be decided by a different criteria (in this case, how it would make you feel).

Decision-making 80

Decision-making Suppliers Sales Training Profitability 80

MTD Sales Training

JANUARY 21, 2019

This is a great opportunity to find out whether this prospect is a good fit for your and your company, and whether they are likely to prove profitable for you. How can you make sure this visit is productive and fruitful? You’re making it clear what you would like to achieve and setting the scene for further discussions.

Meetings 64

Meetings Decision-making Sales Training Profitability 64

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Others discuss how to coach and the need for data-driven decisions. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes. Ask your team about their noble purpose.

Sales Management 52

Sales Management Management Sales Leadership 52

MTD Sales Training

MARCH 6, 2017

Then why do salespeople put the emphasis on cost-cutting as if it’s the holy grail and the only decision-making criteria a buyer will choose? The end goal must be to effectively and efficiently get a higher return on investment, and ultimately create a profit. Doesn’t cutting costs automatically increase profits?

Profitability 53

Profitability Sales Sales Training Decision-making 53

MTD Sales Training

OCTOBER 17, 2018

What do we tend to think of when we mention ‘sales currency’ today? Most probably, you think of productivity or profitability or delivery. The most dangerous place to make a decision is in the office”. “We have these incredible devices and this is what makes everything move faster.” Happy Selling!

Sales 97

Sales Digital Transformation Decision-making Banking 97

Brooks Group

JULY 14, 2023

It’s critical that salespeople be prepared to address the prospect as a person, not just a decision-maker. They should focus on uncovering what makes the buyer tick, and why, so that they can provide effective consultation. They shift their focus and make it their main objective to solve the prospect’s problem.

Sales 72

Sales Sales Training Brainstorming Communication 72

PandaDoc

MAY 9, 2024

Pipeline velocity is a comprehensive metric that monitors four primary sales factors. Let’s look at the elements that make up the sales velocity definition. Number of opportunities Sales velocity opportunities do not equal the total number of leads. Managers are instantly alerted when sales are trending downward.

B2C 52

B2C Sales e-Learning Software 52

Brooks Group

FEBRUARY 28, 2023

What Is Sales Management? A sales management process involves working together towards a common goal to increase profit and revenue targets by implementing strategies to help the sales team hit set targets. For better decisions and better workflow, sales management is important. Looking for more information?

Software 52

Software Software Management Sales 52

MTD Sales Training

SEPTEMBER 26, 2018

The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced. Your mindset has to be solid and solution-focused.

Value Proposition 86

Value Proposition Decision-making Sales Training Meetings 86

Brooks Group

MARCH 6, 2023

Sales professionals will likely utilize this skill often during their careers because it is crucial for both customers and sellers. Ensures Customer Trust By Engaging Them Sales conversations are an excellent approach to getting clients interested in the business and its offerings. Start Negotiation Training With The Brooks Group!

Negotiation 52

Negotiation Sales Sales Training Decision-making 52

PandaDoc

FEBRUARY 9, 2021

Tire kickers don’t actually make a buying decision. Even if your pipeline isn’t at capacity, you’re better off using your time on more profitable pursuits than entertaining these chatty Kathies. Maybe your prospect’s company has the money, but the individual doesn’t have the authority to make the purchase.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111