Red Star Kim

FEBRUARY 8, 2024

This concept is explained here Selling Basics – Detectives and DMUs (Video) (kimtasso.com) Relationship Maps A related tool is to produce relationship maps within a key client or major organisation. Some experts align this with their “field of play” approach. As well as prospecting tools for CRM ( Vainu , Apollo , Bloobirds ).

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Upland

JUNE 7, 2023

A sales process typically includes these 10 elements: It is usually customized to reflect the unique selling environment, organizational structure, sales channels, and customer segments (selling situations also referred to as sales motions). A goal of reducing cycle time and increasing win rate.

Sales 195

Sales Negotiation Decision-making CRM 195

Showpad

DECEMBER 5, 2021

Can you talk to us a bit more about how tech supports your move into a hybrid selling environment? The post How Tom Carter at Kaiser Permanente Empowers Sales to Have Strategic Conversations | Building Modern Sellers Blog Series appeared first on Showpad. First, it’s never just about serving up new technology.

Digitalization 98

Digitalization B2B Sales Customer Value 98

Upland

AUGUST 29, 2023

Creating educational content, such as blog posts, whitepapers, and guides, that addresses common pain points and provides insights into industry trends can attract and engage prospects. Businesses need to highlight their unique selling propositions and competitive advantages. It doesn’t have to be promotional content, though.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Yet, while we can exert influence, we lack the authority to direct sales teams to take specific actions or change behaviors. At the same time, a unique set of challenges complicates this mission.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Hubspot Sales

OCTOBER 12, 2022

The HubSpot Blog surveyed 500+ sales professionals to uncover the top social selling trends to reach more prospects and close more deals — all at your fingertips. Let's take a look at the top social selling trends of 2022. Using DMs (Direct Messages) to answer questions and engage prospects.

B2C 118

B2C Media eCommerce Communication 118

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Their choices directly shape the direction of the procurement process and determine which solutions are selected.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Showpad

JUNE 6, 2022

How does technology support you in this new hybrid world of selling? What in this new digital world of selling makes you most excited? Yes, it helps our marketing teams and helps the organization know which direction to head. Let’s shift gears to talk about technology.

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Try ARPEDIO's Account-Based Selling Platform!

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Sales Gravy

SEPTEMBER 1, 2023

Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". Determine where to publish, speak, network, post, and participate in blogs, portals, forums, and communities to reach this audience. To Sell, You Have to Take Action As a sales professional, you face a simple choice.

Publishing 85

Publishing Marketing Sales Management 85

Hubspot Sales

JANUARY 26, 2023

The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. Many bloggers make money through either affiliate marketing or selling their products.

Digitalization 94

Digitalization eCommerce Finance Internet 94

PandaDoc

SEPTEMBER 6, 2023

Value-based selling : PandaDoc excels in enabling value-based selling, helping sales teams to create personalized, professional proposals that resonate with buyers’ unique needs Sales automation : PandaDoc automates various sales tasks, from proposal creation to eSignatures, freeing up time for sales reps to focus on high-value activities.

Sales 78

Sales CRM Customer Experience Business Growth 78

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. 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

Red Star Kim

FEBRUARY 22, 2024

Socratic questions are: Concise, directed and clear Open, yet with purpose Focused but tentative Neutral It may help you to plan significant questions so that you have an overall structure and direction without being prescriptive. You need to allow time for people to think about and reflect on their answers.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

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. The more you sell, the more you can earn through commissions, bonuses, and incentives. Many sales jobs allow for remote work or flexible hours, giving you more control over your time.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Arpedio

FEBRUARY 6, 2023

Sneak peek into ARPEDIO's Account-Based Selling Platform ← Back to blog För trevlighetens skull har jag gjort en kort video nedan för att ge en “sneak peek” av de övergripande funktionerna av verktygen ( Relationship Mapping & Org Chart , Account Management , Opportunity Management , och White-Space Analysis ). Sign me up!

Account Management 52

Account Management Account Planning B2B Stakeholders 52

SBI

DECEMBER 27, 2018

Top 10 SalesTech Blog Posts of 2018 . Nancy Nardin, Smart Selling Tools. The Modus Platform is optimized for manufacturers with dealer and other non-direct sales channels, as well as health services with direct sales forces. the SalesTech space is moving and expanding faster than at any time before. 4 hours a week.

Artificial Intelligence 37

Artificial Intelligence B2B Financial Services Healthcare 37

Arpedio

DECEMBER 8, 2022

Podcast: The Guide to Account-Based Selling. Back to blog. Together with GetAccept , our CEO, Ulrik Monberg, sat down to discuss everything related to account-based selling, including: What is account-based selling? Why is account-based selling important in a recession or economic downturn? Get started today.

Account Management 52

Account Management B2B Innovation Management 52

Showpad

DECEMBER 16, 2021

My role is to orchestrate the processes to make sure that sales has what they need to sell—and that marketing has the data to optimize what they create. Where is your team’s focus when it comes to supporting sales in this new virtual world of selling? We’re not fully the re yet, but moving in the right direction.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Arpedio

NOVEMBER 6, 2023

Future trends in account-based selling Explore the ARPEDIO platform ← Back to blog Staying ahead of the curve is crucial for success in the world of sales and marketing. Account-Based Selling (ABS) has emerged as a powerful strategy for B2B organizations to target high-value accounts strategically.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

Mike Kunkle

AUGUST 8, 2023

In a race, the boat where everyone is rowing in unison in the same direction will always beat the boat where rowing is haphazard and in different directions. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. Solution: Embrace a data strategy that prioritizes quality over quantity.

Sales 188

Sales Prioritization Innovation Leadership 188

Arpedio

FEBRUARY 26, 2024

A strategy that has gained significant traction in recent years is Account-Based Selling (ABS). In this blog post, we will explore the key principles and steps involved in implementing ABS in your sales process, providing you with a comprehensive guide to elevate your sales success. Perhaps you’ve tried it yourself.

Advertising 52

Advertising Sales CRM Media 52

Brooks Group

MARCH 6, 2024

For instance, a KPI that measures how many companies exist within your target market cannot be improved by direct action within your organization, and therefore isn’t a useful measure for improvement. This blog post,  The Account Management KPIs You Should Be Tracking , is a great place to start.

Organization 84

Organization Account Management Sales Sales Training 84

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. Account-Based Selling (ABS) has emerged as a powerful strategy. In this blog post, we’ll delve into the significance of personalization within ABS. Understand their roles, responsibilities, pain points, and motivations.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. The key characteristic of a C-level decision maker is that they have significant influence over strategic decisions, resource allocation, and overall direction of the company or a major division within it.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. This blog post dives into how you can develop these three sales differentiation skills to set yourself apart.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Hubspot Sales

MAY 26, 2023

In this blog post, we've compiled a list of real estate prospecting tips to help you grow your real estate business proactively. Contact your friends, family members, and acquaintances and ask if they know anyone interested in buying or selling property. Reach locals through direct mail. Create informative content.

Marketing 77

Marketing Advertising Media Software 77

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. It seems they have cracked the cross-selling challenge.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Hubspot Sales

APRIL 6, 2023

In B2B, transactions involve two businesses, while in B2C, businesses sell directly to consumers. Pro tip: Read more about social commerce in this blog post. As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. In this post, we highlight the top 10 for 2023: 1. million people.

eCommerce 99

eCommerce B2B B2C Retail 99

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. We’ve divided the list into three different categories for your convenience: podcasts, YouTube channels, and blogs. Sell or Die. The Inside Selling Podcast. Your Sales MBA Podcast.

Internet 71

Internet Sales B2B Sales Leadership 71

Strategic Communications

OCTOBER 7, 2021

print or broadcast advertising, direct mail, etc.) Yes, your ultimate goal will be to sell something. We also have a number of other blog posts on social media-related topics that you may find helpful. Direct Mail in the Digital Age. and more on digital channels of communication, like social media. Managing Remote Staff.

Small Business 141

Small Business Media Digitalization B2C 141

Red Star Kim

JANUARY 5, 2023

A related issue is the time constraints on M&BD departments and fee-earners who need to prepare a regular source of relevant content to distribute through events, web sites, blogs, emails and social media to stay on the radar and front of mind for referrers. 25% Marketing, business development and selling. Targeting approach?

Management 130

Management Media Key Account Management Communication 130

MTD Sales Training

APRIL 23, 2019

Emotional Selling Proposition – have you got one? So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions? So your emotional selling points can often take centre-stage for your prospects. Sean McPheat.

Decision-making 97

Decision-making Sales Training Sales Management Management 97

Arpedio

DECEMBER 19, 2022

Back to blog. Let's discuss how you have make the most of it with our Account-Based Selling Platform. Highlighted Releases 2022. Chris wishes you a Merry Christmas and takes you through the highlighted releases from 2022. Are you using Saleforce today? Yes, we're already on Salesforce. Get started today. Let's talk. Start free trial.

Account Planning 52

Account Planning Account Management B2B Stakeholders 52

PandaDoc

JULY 14, 2020

Cross-sell/upsell. Many businesses find it can be harder to cross-sell or upsell through a website, rather than in-person or on the phone. See also: How to make and use a sell sheet. For instance, if you’re selling HR software , you could offer an ebook about digitalizing HR departments or other related topics.

Sales 140

Sales Software Software Retail 140

Arpedio

DECEMBER 5, 2022

Aligning Sales and Marketing for a Winning Ticket in the Account-Based Selling Lottery. Back to blog. Account-based selling (ABS) is one of the most popular topics in the B2B sales space right now. ARPEDIO is shaping the future of Account-based selling with world-class, native Salesforce software for B2B sales professionals.

Marketing 52

Marketing B2B Account Management Innovation 52