Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Watch the video below to learn more.

Account Management 93

Account Management Management Account Planning Sales Training 93

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

B2C 52

B2C Sales e-Learning Software 52

Mike Kunkle

OCTOBER 8, 2023

At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness. It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

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Sales Sales Training Communication Meetings 94

Brooks Group

JANUARY 8, 2024

You can’t manage what you don’t measure. This is especially true for sales performance. Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. This is great, right?

Sales 97

Sales Sales Training B2B Organization 97

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Ready to streamline your account planning? Let's talk!

Account Management 52

Account Management Management Client Relationships Account Planning 52

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. Lay a robust foundation.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

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Sales Management Management Sales Leadership Leadership 62

Arpedio

MARCH 5, 2024

In the intricate dance of business success, one partner often overlooked is account management. 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.

Account Management 52

Account Management Management Client Relationships Prioritization 52

ACT

DECEMBER 18, 2023

What digital marketing channel has an ROI of 3500% , is entirely under your control, and can be leveraged whenever you want to drive sales? But how do you measure the effectiveness of your email marketing and track its business impact? This is why the first step in measuring email marketing effectiveness is setting the right goals.

Marketing 52

Marketing CRM Digitalization Profitability 52

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

Nutshell

SEPTEMBER 14, 2023

If you want to learn how to manage a sales pipeline for an IT company, you’ve come to the right place. That’s where a sales pipeline comes in. But your sales pipeline can’t run itself. You need to manage it efficiently to successfully generate new leads and convert those leads into paying customers.

Management 62

Management Prioritization CRM Sales 62

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Account Management: A necessity for all organisations. We define Account Management (AM) as the set of methods, processes and practices to manage existing customers.

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Key Account Management Account Management Management Account Planning 130

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

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. The second question is “ Where will we play?”.

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Value Proposition Key Account Management Digitalization Sales 130

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 81

Negotiation Sales Training Decision-making Sales 81

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies. 3 Types of KAM-relevant Competencies. KAM-specific competencies.

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Key Account Management Account Management Co-Creation Account Planning 130

Red Star Kim

SEPTEMBER 29, 2023

How do you measure up? The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. What do you think is most important for a M&BD assistant?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Clarity Engagement Solutions

NOVEMBER 9, 2020

How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. Bonus (cash): Cash bonuses are offered to key account managers usually after a year.

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. . Bonus (cash): Cash bonuses are offered to key account managers usually after a year.

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

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

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. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience?

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Sales Training Sales Decision-making Sales Management 74

SalesGlobe

NOVEMBER 19, 2021

As we adapt a new way of conducting business and sales with continued limited in-person contact, hybrid work locations, and curtailed business travel, companies are forced to make short-term changes to allow for disrupted supply chain and shifts in customer demand. Can we drive better performance by making improvements to the plan?”.

Sales 96

Sales Supply Chain Acquisition Organization 96

Apptivo

JUNE 23, 2021

In this blog, we will discuss the concept of cannibalization, the calculation method, and how to prevent them. As a result, the sales of LCD products fall dramatically. Cannibalization is defined as the loss in sales of existing products caused by the introduction of new products. What is Cannibalization?

Marketing 104

Marketing Innovation Sales CRM 104

Sales Management Plus -- SMP

DECEMBER 20, 2022

Distribution sales teams are under a lot of pressure to produce results. Sales managers can use data to help them make informed decisions about how to lead their sales teams. In this blog post, we will discuss some ways that sales managers can use data to improve their sales performance.

Meetings 52

Meetings Sales Sales Management Decision-making 52

Nutshell

MARCH 1, 2024

This blog post will detail several principal aspects related to competitor tracking software, like what it can do and how it can benefit your business. Pinpoint new opportunities: Measuring market trends against competitor behavior could help you identify new opportunities and markets your competition might have overlooked.

CRM 71

CRM Software Software Media 71

Insightly

MAY 30, 2023

Customer relationship management (CRM) has become a critical tool for driving business success across industries. As businesses increasingly rely on CRM software and systems to manage customer interactions, evaluating the overall effectiveness of these tools is essential. Setting benchmarks is necessary to evaluate the impact.

CRM 52

CRM Decision-making Facilitation Customer Experience 52

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

Sales 52

Sales e-Learning Retail Advertising 52

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

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Sales Training Management e-Learning Sales 98

MDI Training

JUNE 26, 2023

In this blog post, we take a quick look at the exciting experiences and trends we witnessed at the conference. The event attracted a wide range of diverse vendors who wowed the attendees with innovative solutions. AI & LMS This fair was the perfect place to experience the latest trends and technologies. What serves you next?

Digital Transformation 96

Digital Transformation Artificial Intelligence e-Learning Leadership 96

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. In this blog post, we’ll delve into the significance of personalization within ABS. A personalized approach can also expedite the sales cycle by addressing objections and concerns proactively.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Apptivo

AUGUST 8, 2023

Step 1: Define Your Sales Process Step 2: Choose or Develop Custom Sales Automation Tool Step 3: Set Up and Customize Your Sales Automation Tool Step 4: Train Your Team Step 5: Monitor, Measure, and Adjust As an entrepreneur, you’ve probably heard the phrase ‘work smarter, not harder.’

Sales 52

Sales Artificial Intelligence Software Software 52

PandaDoc

APRIL 3, 2023

Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Prioritization 98

Prioritization Sales Decision-making Government 98

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction.

Account Management 52

Account Management Management Prioritization Client Relationships 52

MDI Training

JUNE 26, 2023

This means, then, that in a sustainable management style, strong thought is given to the future generation of workers. On the other hand, sustainability strategies lead to better financial performance and thus higher profitability , as a Harvard Business Review study has found. What is Sustainable Leadership?

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Digital Transformation Leadership Transportation Digitalization 98