Strategic Account Management Association

FEBRUARY 23, 2021

To give a couple of examples: Among department stores, Nordstrom has demonstrated resilience by dramatically increasing online sales; as a result, they have excelled. Increase the multifunctional expertise of executives through training and assignment. Arch competitor Neiman Marcus, on the other hand, has declared bankruptcy.

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

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.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Red Star Kim

MAY 9, 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. Williams: Books, Biography, Blogs, Audiobooks, Kindle ). There are helpful lists of small talk topics.

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

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.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

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 should be essential reading for anyone in a L&D, HR, training or coaching role.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Strategic Account Management Association

JULY 13, 2021

Understanding strategic account management is essential for the members of a COE who need to appreciate that it is a business model, not a sales model, and requires change management. This is not an easy task as the corporate world has been trained to think inside out and sell products or services.

Account Management 591

Account Management Innovation Co-Creation Organization 591

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

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. 98% of our revenue came from live, in-person training. The best part is you already know how to do it!

Supply Chain 87

Supply Chain Co-Creation Facilitation Sales 87

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.

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 200

Sales Leadership Transportation Sales Training 200

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

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 show offered a glimpse into the latest trends and developments in learning technology and was a must-attend event for anyone interested in this topic. What serves you next? by Aline | 28. by Aline | 26.

Digital Transformation 96

Digital Transformation Artificial Intelligence e-Learning Leadership 96

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

AUGUST 20, 2019

One of the things that’s been on my mind lately is the difference between education, learning, development, and training as they relate to sales talent development organizational learning strategies for Sales. When you train a dog or a person, they learn. Let’s start with those definitions. The Definitions.

Sales 130

Sales Acquisition Publishing Sales Training 130

KAM With Passion

JUNE 20, 2021

In a first post dedicated to KAM Skills & Competencies Development, we have explored how to define a solid approach to KAM Training based on 5 fundamental principles. In this second post, we explore how to develop KAM Skills & Competencies and how to build the KAM Training Path that supports this goal.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. Below are the 30 best online resources for sales professionals to sharpen their fundamental skills and learn some new tricks. Sales Podcasts. The Sales Hacker Podcast. Sales Gravy.

Internet 71

Internet Sales B2B Sales Leadership 71

Nutshell

AUGUST 6, 2020

The list has been divided into three categories for your convenience: podcasts, YouTube channels, and blogs. Most episodes are five to ten minutes long and deliver actionable advice on topics like SEO, content creation, and social media. The best sales email is the one that gets read. Best Marketing Podcasts. Marketing School.

Internet 90

Internet Marketing Co-Creation Media 90

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

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. The Brooks Group’s training programs are led by expert sales trainers (aka facilitators) with real sales experience.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

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. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

QYMATIX

MARCH 12, 2024

Read how AI-based assistants are taking wholesale sales to a new level and helping companies achieve their goals more efficiently. This application area of AI in wholesale supports primarily sales and internal customer service. What are AI-based assistants for sales? from an inventory management or ERP system).

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Mercuri International

FEBRUARY 23, 2021

In a previous blog post , we examined the link between happiness at work and business productivity, finding that there was a measurable link between workforce satisfaction and bottom line revenue building. Those receiving training felt 3.5x And good training holds the key. Sign up to recieve the full report. What’s coming up?

Remote Working 98

Remote Working Publishing Communication Innovation 98

MDI Training

JULY 26, 2023

In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, need to pay special attention to. As an executive, you must continuously support your employees and provide them with ongoing training to foster their work with artificial intelligence. by Aline | 26.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Here are some of the highlights mentioned by the delegates: Pitch points from a pitching and tendering training workshop.

Government 130

Government Innovation Meetings Finance 130

Brooks Group

OCTOBER 2, 2023

There’s a good chance you’re in planning mode for your annual sales kickoff. Organizations sink huge amounts of time and money into this annual event aimed at aligning teams to boost sales performance in the upcoming year. But are you getting the value and improving sales performance enough to justify your investment?

Meetings 52

Meetings Sales Training Sales Leadership 52

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

MDI Training

JULY 26, 2023

In this blog post, we’ll introduce you to two of these tools: Blended Learning , which we use at Boehringer Ingelheim and Mondi , and the Flexible Learning Nugget Journey for PORR. It thus goes beyond the standard model of training & offers learners the opportunity to learn in a self-directed way.

Digital Transformation 52

Digital Transformation e-Learning Artificial Intelligence Leadership 52

Corporate Visions

JULY 23, 2020

One of the claimed strengths of the traditional classroom training and enablement events was the power of roleplay, or “stand and deliver” activities. We call this online “mission” activity Fluency Coaching—ensuring your reps demonstrate an acceptable level of fluency on the topic. Situational Sales Enablement with Fluency Coaching.

Facilitation 119

Facilitation Sales Management Marketing 119

Red Star Kim

NOVEMBER 8, 2022

So, it seemed appropriate to revisit the topic in the light of recent developments – the return to office working, the accelerating digital revolution, the escalating war for talent and the myriad other challenges facing the profession – all of which place huge demands on leaders. Relearning to socialise became the big new thing.

Leadership 100

Leadership Emotional Intelligence Remote Working Digitalization 100