KAM With Passion

MAY 27, 2021

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. In this first part, we discuss how to set a solid framework for the KAM training.

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Key Account Management Global Accounts Account Management Management 130

Brooks Group

APRIL 9, 2024

The B2B buying journey is getting longer and more complex. 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. Finance, operations, and management, oh my!

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

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. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

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Onboarding Sales Sales Training Communication 77

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. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. For example, “How are you today?”

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

JUNE 12, 2023

Digital marketing update – How to Get 100 Sales Leads in 90 Days On 20 th April there was an information-rich and insightful webinar by Steve Pailthorpe, the CEO of Iconic Digital who I had the good fortune of meeting through the Worshipful Company of Marketors. Long form (1,000 to 1,500 words) gets more traction.

Digitalization 130

Digitalization Marketing Advertising B2C 130

Brooks Group

APRIL 5, 2023

As alarms blared throughout the cockpit, the computer issued automated commands on how to fix the issue. This can happen to salespeople and sales leaders in a tumultuous selling environment just as easily as it can happen to a pilot during a mid-flight emergency. Imagine your sales team is having trouble closing deals in late stages.

Sales Training 86

Sales Training Decision-making Sales Environment Onboarding 86

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

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. Are my activities helping me get closer to that goal or are they working against me?

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Showpad

JULY 21, 2020

Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . And that requires adoption. Both are intertwined.

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Management Leadership CRM Sales 139

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. 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. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Construction 98

Mercuri International

SEPTEMBER 8, 2023

Simply put, ChatGPT is an AI-based virtual assistant, trained to handle a variety of questions and answer them in a natural and conversational way. In this blog post, we will delve into the broader AI domain, its implications for B2B marketers, and the challenges that come with harnessing its power responsibly. The response was huge.

Artificial Intelligence 64

Artificial Intelligence B2B Advertising Publishing 64

Brooks Group

NOVEMBER 14, 2023

What is a sales strategy? But knowing whether you’re moving in the right direction is easier said than done. Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in activities that are working against them, without even realizing it. How we sell has changed.

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Supply Chain Sales Sales Training Meetings 52

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in! People love to play games.

Sales 52

Sales Software Software CRM 52

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. If your enablement initiative drives sales results as expected, you don’t need to read this article. Myth #1: Sales enablement only adds more layers to and complicates tasks previously accomplished elsewhere.

Sales 134

Sales CRM Sales Management Digitalization 134

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales 111

Sales Sales Training Leadership Sales Management 111

Corporate Visions

JULY 30, 2020

Imagine being able to ready your sales force to respond to urgent threats or opportunities in weeks, instead of waiting months. But realizing the power of Situational Sales Enablement requires a new approach to training and coaching your salespeople on new skills. Inline Training Versus Live Classroom Training.

Decision-making 89

Decision-making Sales Training Software Software 89

Scovel

MAY 24, 2021

One powerful tool that can make an organization stand out is by having a sound and successful sales team. Investing in sales training programs can earn more returns in the way of closing more sales deals. External sales training programs can help with all these challenges as they have vast expertise in the field.

Sales Training 98

Sales Training Communication Organization Meetings 98

Brooks Group

AUGUST 8, 2023

For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. How does DISC help sales professionals? Have you ever worked with someone who gets on your nerves? Here are 12 recommendations for sales managers.

Sales Management 71

Sales Management Management Sales Sales Training 71

Help Scout

APRIL 29, 2021

Your culture is the set of beliefs held by your employees about your company: who and what it is for, what it values, and how they act in response to those beliefs. Your culture is the set of beliefs held by your employees about your company: who and what it is for, what it values, and how they act in response to those beliefs.

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Get certified.

Sales Training 140

Sales Training e-Learning Onboarding Sales 140

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%.

Sales Management 79

Sales Management Management Sales Meetings 79

Hubspot Sales

APRIL 30, 2020

After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker. The 7 Steps of the Sales Process.

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Sales Decision-making Software Software 137

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Others discuss how to coach and the need for data-driven decisions. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes.

Sales Management 52

Sales Management Management Sales Leadership 52

Showpad

FEBRUARY 24, 2020

Sales enablement continues to move from being a competitive advantage to a must-have asset for organizations that want to shorten the sales cycle, convert more customers and generate revenue. . Define Sales Enablement for Your Organization. Strategic Sales Enablement Tips.

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Sales Software Software Leadership 82

Red Star Kim

MAY 22, 2023

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. C-IQ has been adapted for sales professionals, educators and for couples.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Jeffrey Gitomer

APRIL 13, 2011

Online Training. Look for new opportunities to succeed – you’ll never see how change can work in your favor if you’re mad. Keep your attitude level and reinforcement at an all time high – Now is the time to listen and read as much positive mental attitude things as you can. See Jeffrey Live! Hire Jeffrey.

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Leadership Media Sales Sales Management 129

Hubspot Sales

DECEMBER 4, 2018

Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. How to Earn Your Prospect's Interest. When I call on a VP of Sales at a Fortune 500 company to sell her my firm’s services, I certainly don’t lead with, “Hi! Sell the dream.

Leadership 140

Leadership Sales Training Meetings Management 140

Brooks Group

MARCH 27, 2023

So how do you motivate your team to hit those sales targets? This blog will discuss how to encourage motivation in your organization and get you over the rough patch. Read on for tips and tricks on how to motivate your sales team when sales are down! Revenue is down, and everyone is on edge.

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Sales Sales Training Construction Communication 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

Insightly

JUNE 24, 2022

The problem is, personas are primarily a selling tool—so they aren’t designed to be useful after the initial sale. The problem is, personas are primarily a selling tool—so they aren’t designed to be useful after the initial sale. How to embrace new customers: Welcome them properly. Look beyond buyer personas.

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Decision-making Customer Experience Value Proposition CRM 80

PandaDoc

FEBRUARY 9, 2021

A tire kicker is someone who will drag the sales cycle on. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. The key is to get to a hard ‘yes’ or ‘no’ as quickly as possible. That’s the problem.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

PandaDoc

JULY 14, 2020

Used effectively, they can be a great way to generate more sales and draw your customers in. But how can you use them effectively? That way, it’ll either capture their attention or they’ll be able to acknowledge it without getting distracted from their original goal. But that’s not all they can be! Here are a few initial tips.

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Sales Software Software Retail 140

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Insightly

AUGUST 27, 2023

Consumers know exactly what they want and how they want it, but sometimes, they need a gentle nudge. With modern email techniques, you can personalize and automate messages, ensuring you connect at the right moments. Modern consumer expectations have soared to new heights. billion email users worldwide. What is a drip campaign?

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Marketing Digitalization Decision-making CRM 52