Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not.

Sales Management 130

Sales Management Management Sales Sales Training 130

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Your sellers will not succeed in sales if… They believe your price is unfair.

Negotiation 72

Negotiation Sales Training Value Proposition Retail 72

Brooks Group

SEPTEMBER 26, 2023

Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever. But coordinating all the right elements can be tricky.

Sales 76

Sales Meetings Sales Training Prioritization 76

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

JULY 14, 2023

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. What Is a Consultative Sales Approach?

Sales 72

Sales Sales Training Brainstorming Communication 72

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. Top Sales Effectiveness and Sales Compensation Issues.

Sales 96

Sales Supply Chain Acquisition Organization 96

Miller Heiman Group

SEPTEMBER 16, 2019

Your organization’s future depends on the quality and performance of your sales talent. Buyers agree with this dismal appraisal of sales talent: less than a quarter of buyers see sellers as an important resource to help them solve their business problems. The Sales Talent Problems that Cost You Most.

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Onboarding Sales Government Leadership 50

Corporate Visions

JULY 8, 2020

To make it happen, they needed to train about 6,000 sellers to deliver that price increase message to their customers. The rollout time on the unique offering would typically take a year or more to reach all 10,000 sellers. The post Three Examples of Situational Enablement in Action by Tim Riesterer appeared first on Corporate Visions.

Negotiation 75

Negotiation Decision-making Innovation Communication 75

Brooks Group

SEPTEMBER 27, 2023

Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. There are two main reasons a sales kickoff is more important in 2024 than ever: changing buyer behavior and a tightening economy.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Corporate Visions

JULY 9, 2020

Situational Enablement programs are flexible and responsible sales enablement initiatives you can roll out to quickly address must-win business challenges and market opportunities. To make it happen, they needed to train about 6,000 sellers to deliver that price increase message to their customers. What is Situational Enablement?

Negotiation 52

Negotiation Decision-making Innovation Communication 52

Arpedio

NOVEMBER 7, 2022

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? Back to blog. In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. Enterprise Sales Leader, LinkedIn.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? Back to blog. In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. Enterprise Sales Leader, LinkedIn.

B2B 52

B2B Sales Decision-making Account Management 52

Corporate Visions

JULY 2, 2020

The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. Programs such as onboarding, competency map-based training, role change, and tenure-based options, as well as the occasional global rollout of a new process or technology, could separate one organization from another.

Sales 105

Sales Negotiation Decision-making Onboarding 105

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager? Sound like a plan?

Sales Management 96

Sales Management Management Leadership Sales 96

Zendesk

APRIL 16, 2021

Sales reps know nothing’s harder than patiently nurturing a lead, establishing a relationship with them, and carefully converting them into a customer—nothing, of course, except finding a good lead in the first place. Lead generation is often a huge challenge for sales and marketing professionals. But it doesn’t have to be.

Media 98

Media B2C B2B Advertising 98

SalesGlobe

MARCH 21, 2023

We recognize the critical role that sales compensation plays in driving growth and maximizing performance. We also understand that creating a top-tier sales compensation program is essential for companies that want to retain high-performing salespeople and boost sales growth.

Sales 52

Sales Acquisition Innovation Profitability 52

Hubspot Sales

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy.

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Sales Decision-making Healthcare Value Proposition 139

ACT

MAY 1, 2022

The question is, how can you stay top of mind in such a competitive real estate industry? Sure, your subject lines are competing with literally hundreds of other messages each user gets every day. For instance, sellers might want to receive regular updates about home sales in their immediate area. Seriously, email works.

Marketing 52

Marketing Media Digitalization CRM 52

Showpad

MARCH 26, 2021

While not especially glamorous, sales prospecting is an essential part of the trade. Sales prospecting tools grant a competitive advantage to sellers, allowing them to better target their efforts on high-intent leads while freeing up their time for value-add activities instead of performing routine tasks.

Sales 52

Sales Media Digitalization Leadership 52

Corporate Visions

JULY 2, 2020

The post The Three Waves of Sales Enablement by Tim Riesterer appeared first on Corporate Visions. Programs such as onboarding, competency map-based training, role change, and tenure-based options, as well as the occasional global rollout of a new process or technology, could separate one organization from another.

Sales 52

Sales Negotiation Decision-making Onboarding 52

Brooks Group

APRIL 28, 2021

Derived from Latin origins, the initial meaning was “to navigate a difficult journey,” and if you’ve ever been a seller on the receiving end of a haggle, you certainly would agree that this phrase is applicable! This comes as sales organizations are trying to fill their pipeline, the company’s coffers – and their own bank accounts.

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Negotiation Sales Training Banking Profitability 52

SBI

DECEMBER 18, 2012

We’ve been very fortunate this year to work with many wonderful sales software clients who are each striving in their own way to improve the way sales organizations operate and the success they experience. Buyers struggle with an overwhelming amount of work and responsibilities competing for their time and attention.

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Decision-making CRM Software Software 51

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? By adopting the right sales methodology, you can unlock your sales team’s full potential. What is a Sales Methodology?

Sales 52

Sales Account Management e-Learning Decision-making 52

SalesGlobe

NOVEMBER 15, 2022

Let’s go to the future sales roundtable. Download a Copy of the Presentation. Mark Donnolo. Michelle I never liked those web sessions and roundtables where they go. The session will start in 3 minutes and it’s in you’re like, am I in the right place? Michelle Seger. That’s really kind of funny. Mark Donnolo.

Sales 52

Sales Value Proposition Retail Acquisition 52

Showpad

OCTOBER 1, 2019

Successful Sales is a combination of art and science. Modern analytics platforms provide data at a breakneck pace that can galvanize the Sales process. But Sales is still about the perfection of communication, at its essence. That’s why Sales coaching is so important. . What’s the key to effective Sales coaching?

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Sales Software Software Sales Management 40

SBI

JUNE 4, 2014

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? It’s like Jeopardy for your sales force. This week I interview Duncan Lennox, CEO and Co-Founder of Qstream.

Financial Services 55

Financial Services Onboarding Marketing CRM 55

SBI

MARCH 18, 2014

We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations ? What problem/s are you solving for sales and/or marketing organizations ?

Information Technology 55

Information Technology Marketing Organization Software 55

SBI

FEBRUARY 12, 2013

Sellers have for the most part, relied on networking, referrals, and rapport building as a means to build relationships or at the very least, the credibility and trust needed to gain an appointment. Sellers have an opportunity like never before, to accomplish all three—with more prospects than we dared dream of at any prior time in history.

B2C 54

B2C Communication Media Software 54

SBI

MARCH 1, 2020

RICH : Buyers are more informed, smarter in terms of how they purchase, and better at identifying authenticity or hype in a sales process. Enabling sales with the information helps them deliver a great buying experience that is, we believe, the foundation of an enduring post-sale client experience.

Sales Training 47

Sales Training Sales Investors Digitalization 47

SalesGlobe

FEBRUARY 9, 2022

Your Revenue Roadmap: Driving Your Sales Strategy with Compensation. My tour guide, Cliff, was a driver sales rep for a major brewing company. In addition to being a driver sales rep, Cliff had become a bit of a marketer, too, since the company had changed his objectives a short time ago.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Doug Winter, Seismic co-founder and CEO.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20

SmartKarrot

FEBRUARY 1, 2022

Many company leaders say that customers come first, but they get more worried about tapping into new markets, sales, talent management, or process optimization when it comes to implementation. Companies are now competing on price and CX. An organization’s top needs and developments are based on how the idea is packaged.

Customer Experience 21

Customer Experience Leadership Decision-making Customer Success 21

SBI

JANUARY 29, 2020

SalesTech Industry News: @AllegoSoftware Unveils the Future of Sales Team Development with Latest Platform Release. Allego , provider of the market-leading learning and readiness platform for sales and other teams, today announced its latest release, which delivers a groundbreaking approach to employee development.

Account Planning 26

Account Planning Sales Digital Transformation Stakeholders 26

SalesGlobe

JULY 13, 2022

So we welcome everybody to the sales glow future sales roundtable. First sales. Look, we are a problem solving firm for sales and we solve the toughest sales challenges in areas like sales strategy, sales organization, design, sales compensation. Download a copy of the presentation.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

SBI

JUNE 3, 2014

Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? It’s like Jeopardy for your sales force. This week I interview Duncan Lennox, CEO and Co-Founder of Qstream.

Financial Services 22

Financial Services Onboarding Marketing CRM 22

SBI

FEBRUARY 15, 2019

Allego , the modern sales learning and readiness platform, today announced record business results for the 2018 fourth quarter, with year-over-year SaaS sales up 89 percent. Click to tweet : Allego Closes 2018 with Q4 SaaS sales up 89%, 94.8% percent, as well as doubled headcount and released important product functionality.

Financial Services 6

Financial Services Banking Account Planning Healthcare 6

Account Management Skills

MARCH 29, 2021

Today’s episode was a real treat. For me, I have the pleasure of talking to David C. Baker , who is a legend in the agency world. We discussed everything to do with account management, including why David thinks the account management role is the most difficult role in the whole agency. And he’s considered the experts expert.

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Account Management Management Client Relationships Decision-making 40