Upland

OCTOBER 17, 2023

And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. One delegate reported on the success of their firm’s “Next generation” programme.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. You need to stand out to make buyers want to do business with you. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. We arranged to meet at the store.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

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.

Sales Training 98

Sales Training Management e-Learning Construction 98

Upland

JANUARY 26, 2020

How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? Optimizing revenue requires in-depth knowledge of the executives, key players, and decision-makers to build the right relationships with your customers while focusing on how to solve their problems. ” -Abraham Lincoln.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Red Star Kim

FEBRUARY 21, 2024

It is one of the four human attributes that differentiate us from machines. They may be concerned that the answers may take them into a conversation where they know little. In this post I explore different types of questions and how they can be used in various business scenarios. Why are questions so important? Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

MAY 9, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. I’m often asked if there are any books to supplement people’s learning – or for those who want a deeper dive into the topic. Williams (2021) for beginners.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. Take time to scope Scoping is a key aspect of project management.

Leadership 130

Leadership Management Stakeholders Communication 130

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed.

Software 111

Software Software Sales Meetings 111

KAM With Passion

NOVEMBER 11, 2020

As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Second, keeping and growing existing customers is far less expensive then acquiring new ones. Depending on sources the cost varies by a factor of 5 to 15.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Mike Kunkle

JUNE 12, 2022

This is a post I never wanted to write. While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

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

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Sales 100

Sales Insurance Decision-making Transportation 100

Red Star Kim

DECEMBER 5, 2023

It was on budget day so those from accountancy and tax practices had a lot going on. There was much discussion about the different systems that were used – and people’s views on whether they were good, bad or indifferent. Proactive marketing and business development executives – CRM, internal engagement and career insights.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

DECEMBER 2, 2022

Many management teams I speak to express a desire for their M&BD Execs to be more proactive – which takes time, tact and the confidence to think ahead and adopt a more advisory approach. So we should ask people about their perceptions on what they would like. What does proactive look and feel like?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency.

Sales 111

Sales Sales Management Negotiation Meetings 111

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. one-to-one or group, confidentiality, payment etc) under which each is conducted may be different.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads.

Management 103

Management Sales Software Software 103

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

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?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 20, 2023

The first two focused on starting a conversation in a networking situation. The third focused on conversations between leaders and their people. This book – published in 2020 – is also focused on internal conversations at work. It concentrates on making the first minute of a conversation with a colleague (or client) effective.

Communication 147

Communication Meetings Publishing Decision-making 147

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

PandaDoc

FEBRUARY 13, 2023

The sections below provide tips on how to foster efficient interdepartmental communication, which will save you both time and money. Put simply, interdepartmental or cross-departmental collaboration refers to teamwork-based projects that involve employees from more than one department. What is interdepartmental collaboration?

e-Learning 91

e-Learning Brainstorming Decision-making Communication 91

Hubspot Sales

APRIL 6, 2023

To stay on top of the ever-evolving B2B ecommerce game, you need to pay attention to trends. Mobile Optimization Will Be Vital Source The target audience for online retailers are using smartphones on a daily basis, so it's prudent for online retailers to optimize their ecommerce sites for mobile use. billion by 2024 , meaning 42.9%

eCommerce 99

eCommerce B2B B2C Retail 99

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 77

Sales Sales Leadership Leadership CRM 77

Hubspot Sales

FEBRUARY 19, 2020

Unlike a typical corporate job, you don’t have your workweeks laid out for you — and there’s no manager breathing down your neck to make sure you meet deadlines. It takes creating a system based on your strengths (and weaknesses) and further optimizing it for entropy. sales, marketing, operations, and public relations).

Performance Review 116

Performance Review Decision-making Prioritization Management 116

Nutshell

FEBRUARY 14, 2023

In today’s competitive market, running a business—whether a small one or an enterprise—requires customer relationship management (CRM) software. Because CRMs can improve your business’s conversion rates by 300% , it’s a good idea to use one to grow your small business.

Small Business 62

Small Business CRM Decision-making Software 62

Hubspot Sales

MAY 30, 2023

It’s easy to be skeptical of AI in a job built on personal interaction. Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Here’s what we found.

Co-Creation 99

Co-Creation CRM Sales Value Proposition 99

Zendesk

JUNE 29, 2022

Finding prospects can feel so difficult that many companies throw excess resources toward lead generation, but then stall when it comes to converting those leads into sales. With so much effort going into gaining initial interest, it’s doubly frustrating when sales leads aren’t immediately ready to buy. How to improve conversion.

Media 98

Media Software Software Digitalization 98

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. We are focusing on creating new digital formats for content, training, and customer engagement.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

SuperOffice

AUGUST 1, 2022

All you want is to attract more people who might be interested in your product or service. Time passes and you notice that it takes you a lot of effort to convert and serve new customers, yet your profits grow rather slowly. One of the possible explanations – you’re failing to attract high-ticket customers !

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Arpedio

MAY 10, 2023

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. What is Key Account Management? Table of Contents 1.

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Apptivo

JULY 12, 2021

There is no doubt that the world is getting more globalized and its impact on businesses is not going unnoticed. Regardless of the size of a firm or where it chooses to operate, one requirement stays constant, i.e. proper costing. After all, no one wants to work with someone who is always overspending.

Management 98

Management Profitability Software Software 98