Brooks Group

MARCH 25, 2024

The program teaches probing questioning skills to deeply understand customers’ needs and challenges up-front. Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. The data backs this up. Research shows that sticking with a sales process correlates with success.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Brooks Group

APRIL 10, 2024

In baseball, “keep your eye on the ball” means watch where the ball is at all times. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving.

Sales 88

Sales Media B2B Publishing 88

Flevy

OCTOBER 5, 2023

The term Growth Hacking was first coined by Sean Ellis—a startup advisor, angel investor, and entrepreneur—in 2010 to think beyond traditional Marketing and add a methodical, scientific approach to it. It was Andrew Chen who gave the term widespread exposure through his blog titled, “Growth Hacker is the new VP Marketing.”

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

Arpedio

FEBRUARY 22, 2024

This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Brooks Group

NOVEMBER 29, 2023

This is especially true when your job is to be a visible ambassador for a company and its products or services. More importantly, the report also states that 88% of buyers only buy when they see a salesperson as a “trusted advisor.” It’s not easy to hide in plain sight.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

SalesGlobe

AUGUST 30, 2023

Roles and responsibilities continue to evolve as sales professionals work and engage with customers in new ways. It’s become a blend of both. Meeting buyers where they are is a three-way street that includes where they work, how they want to engage and what mode of constantly changing technology they use to make purchase decisions.

Organization 52

Organization Sales B2C 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

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. When selling to existing customers, 56 percent achieve win rates greater than 50 percent. This starts with stronger relationships, key to elevating sellers to trusted advisors. This makes account planning essential.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Arpedio

MARCH 5, 2024

In this digital age where competition is fierce and customer expectations are soaring, the need for robust account management strategies has never been more pronounced. It involves a strategic blend of communication, problem-solving, and customization to ensure both client satisfaction and organizational prosperity.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. In this regard, AI emerges as a transformative tool.

CRM 52

CRM Artificial Intelligence B2B Account Management 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. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier.

Decision-making 71

Decision-making Logistics Supply Chain Suppliers 71

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships.

Prioritization 52

Prioritization Communication Software Software 52

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans. Table of Contents 1.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Revegy

FEBRUARY 4, 2020

In the age of customer-centricity, B2B companies are fighting for a competitive advantage through strategic relationship building. Less than 20% of the participants polled indicated that they considered themselves a trusted advisor within their key accounts. Part 1: Developing Customer Insights.

Finance 64

Finance Investors Financial Services Account Management 64

MTD Sales Training

FEBRUARY 3, 2020

Who do you trust more? Someone who has never heard of you, or an existing customer who knows you, your products and your reputation? Someone who has never heard of you, or an existing customer who knows you, your products and your reputation? who would your loyal customers rather do business with?

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

ACT

AUGUST 24, 2022

If you’re an independent financial advisor , you might wonder if you really need customer relationship management ( CRM ) software. No matter what size your business is, chances are you can benefit from better efficiency through marketing and workflow automation as well as easy access to all of your client information in one place.

CRM 52

CRM Financial Services Client Relationships Media 52

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. The rationale behind this strategy is clear: These key accounts hold a distinct importance for your company. Ready to increase customer lifetime value?

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. And at the very heart of ABS lies the concept of personalization, a practice that has become increasingly vital for businesses aiming to forge strong, lasting relationships with their target accounts.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Brooks Group

MAY 17, 2022

Any one of these events would be difficult to manage on its own, but since they’re all happening simultaneously, sales leaders are feeling like they were two years ago: isolated, unsure of what to do and how to direct their teams. The best part is you already know how to do it! Just return to your 2020 playbook. Time to read: 3.5

Supply Chain 88

Supply Chain Co-Creation Facilitation Sales 88

Zendesk

JANUARY 5, 2022

Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect. They must also be armed with proven lead generation strategies to get people on the path to becoming a customer. They may or may not have interacted with your company before.

Publishing 105

Publishing Sales Media CRM 105

Brooks Group

MAY 25, 2022

Naturally, I had to ask how many of these they have sold. Naturally, I had to ask how many of these they have sold. I believe that this presents an opportunity to actually build a strong trusted advisor relationship. Being the superior problem-solvers we humans are, let’s first identify the source: fear. . Their answer?

Supply Chain 52

Supply Chain Logistics Construction Sales Training 52

MTD Sales Training

SEPTEMBER 24, 2018

Your ability to be at the forefront of their mind when they are looking for solutions is paramount. As time is progressing, we see social media in a business setting is becoming the main medium for finding information and assimilating choices. We often think value is linked to how much products and services cost.

Suppliers 123

Suppliers Decision-making Media Sales Training 123

Brooks Group

MAY 11, 2022

We all know that developing trust is one of the keys to long term sales success. Unfortunately, trust takes a big hit when a company can’t deliver on its promises, which is exactly where many companies are finding themselves these days due to persistent supply chain issues. Know what you’re talking about.

Emotional Intelligence 52

Emotional Intelligence Supply Chain Sales Training Facilitation 52

SalesGlobe

NOVEMBER 10, 2023

It seems that the phrase “since the pandemic” has become ubiquitous when talking about habits, behaviors and how we engage with one another as a society. In fact, they are critical to enable the team to do their work more effectively and to understand where and how to focus their sales efforts. And it’s the same for sales.

Sales 52

Sales Account Planning B2C Organization 52

Brooks Group

MARCH 7, 2024

This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. Is this deserved?

Procurement 69

Procurement Management Decision-making Sales Training 69

Apptivo

MAY 16, 2023

How to turn a lead into a prospect? Each seed has the potential to bear fruit, but knowing the difference between a lead and a prospect is like having the knowledge of how to take care of them in the most effective way. A sales lead is more of a starting point, the first step towards potentially converting a paying customer.

Sales 52

Sales Manufacturing Media CRM 52

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. It serves as a blueprint, providing a clear direction for sales teams on how to engage with customers effectively.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

FEBRUARY 15, 2024

Enter pre-sales—a fundamental aspect of the customer journey that often goes overlooked but holds immense potential for businesses aiming to drive conversions and foster customer loyalty. It encompasses a series of crucial interactions and engagements that occur before a potential customer decides to make a purchase.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

ProlifIQ

APRIL 20, 2023

Figuring Out Your Funnel As a sales manager or director, one of your key responsibilities is to ensure that your sales team is spending most of their time on the qualified lead or leads they get. Lo and behold, a sales qualified lead is generally a good metric to measure marketing on, at minimum, to hold them accountable.

Sales 52

Sales Prioritization Account Planning Decision-making 52

PandaDoc

DECEMBER 19, 2022

In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

B2B 98

B2B Sales Decision-making Publishing 98

Farland Group

JANUARY 24, 2022

Designing a Customer Experience Model that works, and finding a lever to get traction at a strategic level provides both challenge and opportunity for marketing leaders. How Customer Advisory Boards Jumpstart your Customer Experience. Leadership: Customer Advisory Boards Start at the Top.

Customer Experience 40

Customer Experience Co-Creation Innovation Leadership 40

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Now they’ve learned to approach sales differently with the goal of becoming a trusted advisor. Channel selling is a different breed of selling from direct sales.

Sales Management 51

Sales Management Insurance Management Value Proposition 51

Corporate Visions

MAY 6, 2020

Remote selling is now required if you hope to hit your quota. But many sales reps have realized that selling on-screen brings some unexpected challenges: Your presence is reduced to a tiny image in the corner of a web conference. Your sales deck becomes the focus—it’s no longer the backdrop for an in-person conversation.

Sales Training 59

Sales Training Decision-making Publishing Innovation 59

MTD Sales Training

DECEMBER 27, 2018

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. Here, we discuss just four of these needs that customers will have both now and in the future.

Suppliers 48

Suppliers Sales Training Facilitation Sales 48

Corporate Visions

MAY 6, 2020

Remote selling is now required if you hope to hit your quota. But many sales reps have realized that selling on-screen brings some unexpected challenges: Your presence is reduced to a tiny image in the corner of a web conference. Your sales deck becomes the focus—it’s no longer the backdrop for an in-person conversation.

Sales Training 52

Sales Training Decision-making Publishing Innovation 52

Corporate Visions

MAY 6, 2020

Remote selling is now required if you hope to hit your quota. But many sales reps have realized that selling on-screen brings some unexpected challenges: Your presence is reduced to a tiny image in the corner of a web conference. Your sales deck becomes the focus—it’s no longer the backdrop for an in-person conversation.

Sales Training 52

Sales Training Decision-making Publishing Innovation 52