Upland

OCTOBER 17, 2023

Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling. These include the more tedious aspects of selling that can take hours to complete. It frees them up to do what they do best—sell, sell, sell. What is sales enablement AI?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Showpad

NOVEMBER 16, 2021

We very rarely sell directly to a customer, so we have a critical need for education, streamlined communications, and tools that can be given to people that aren’t our direct employees. I’d be like, “People, we don’t even sell this anymore.” . We’re about a $3 billion organization with six business units.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

SalesPop

OCTOBER 25, 2022

In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” Approach to Consultative Selling. The Influence of the Pandemic on Consultative Selling. Consultative Selling vs. Transactional Selling. Consultative Sales Approach.

Negotiation 52

Negotiation CRM Meetings Marketing 52

Upland

JUNE 14, 2023

Competition is fiercer than ever To top it all off, your competition isn’t sleeping. In fact, most buyers in a B2B business world are accustomed to receiving basic pitches with minimal information from sellers who treat them transactionally.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Brooks Group

FEBRUARY 16, 2024

Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. This blog post dives into how you can develop these three sales differentiation skills to set yourself apart.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Strategic Account Management Association

FEBRUARY 3, 2022

Many of us still can’t hop on planes and sell face-to-face—or at least not as much as we want to—and our customers are grappling with their own sets of shifting priorities made more urgent by forces beyond their control. Our intent is never so transactional. Developing a relationship strategy. Account planning: A verb, not a noun.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

MTD Sales Training

MAY 3, 2020

If you sell a transactional product then it may be hard to add value. As I said earlier if you sell a transactional product, fair enough. You’re still classed as a vendor though and the deal is a business transaction rather than a business relationship still. Happy Selling! Sean McPheat.

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Try ARPEDIO's Account-Based Selling Platform!

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

QYMATIX

MARCH 12, 2024

Predictive sales software analyses thousands of transactional data points (e.g., That includes Cross-selling predictions, customer churn predictions, and pricing predictions. That allows cross-selling predictions to be made with a high probability of occurrence. from an inventory management or ERP system).

Artificial Intelligence 52

Artificial Intelligence B2B Logistics Sales Analytics 52

Customer Think

FEBRUARY 13, 2024

In Software-as-a-Service (SaaS), this transition goes beyond traditional business transactions, fostering deeper, more collaborative customer relationships. It’s not just about selling products or services; it’s about becoming […]

Customer Success 78

Customer Success Software Software 78

Red Star Kim

DECEMBER 18, 2023

Integrating marketing and sales strategies There were several occasions where the need for better integration between marketing (driven by campaigns from the marketing and digital marketing teams) and selling (supported by business developers but often led by fee-earners) was mentioned.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

PandaDoc

MARCH 1, 2024

These documents are private and must be kept in a safe place for the duration of the deal, while still allowing appropriate access to all stakeholders involved in the transaction. What is a data room in M&A transactions? Try PandaDoc When is a virtual data room used during M&A transactions?

Acquisition 52

Acquisition Stakeholders Government Software 52

Customer Think

JULY 12, 2021

How would buying and selling change if you couldn’t discount? first appeared on Partners in EXCELLENCE Blog -- Making A Difference. The "Street Price" Is All That Counts Performance Management Friday -- Average Transaction Value On Pricing, Discounting, and Value If We Make It About Price, We Force The Customer To…

Management 64

Management Sales 64

Apptivo

AUGUST 25, 2023

This blog tries to shed light on these important issues. They work together to enable the chef to create delighted consumers and smooth transactions. When a customer decides to buy something, that’s when a point of sale transaction takes place. It is what allows the transaction to be performed.

Small Business 52

Small Business CRM Retail Sales 52

Mike Kunkle

MARCH 31, 2023

Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock. It should be aligned to the customer lifecycle and buying process, where possible.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Transactional The sales process in traditional sales is transactional.

Key Account Management 52

Key Account Management Account Management Management Sales 52

PandaDoc

MARCH 4, 2024

Any complex financial transaction that would be done by the bank in a physical location — raising capital, launching an IPO, mergers and acquisitions, etc. — Use cases for VDRs in investment banking Mergers and Acquisitions Investment banks can be involved with either side of M&A transactions.

Banking 52

Banking Investors Acquisition Stakeholders 52

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

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. In this article, we illustrate various levels of complexity of a buy and sell situation and we explore why this matters a lot to companies and sales leaders. White belt situation example: transactional buy and fixed specifications.

Procurement 130

Procurement Stakeholders CRM Government 130

QYMATIX

MARCH 12, 2024

Predictive sales software analyses thousands of transactional data points (e.g., That includes Cross-selling predictions, customer churn predictions, and pricing predictions. That allows cross-selling predictions to be made with a high probability of occurrence. from an inventory management or ERP system).

Artificial Intelligence 40

Artificial Intelligence B2B Logistics Sales Analytics 40

Apptivo

DECEMBER 10, 2021

In this blog, we will walk you through what is finance CRM, the recent trends in financial services, and what makes Apptivo, the best CRM for financial advisors. Go through this blog to understand the benefits of a Finance CRM and what makes Apptivo the right choice to manage financial services. Here, finance industry. Did you know?

Financial Services 98

Financial Services Finance CRM Software 98

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. Telephone call challenges: Emotions, data, selling and follow up.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

JANUARY 5, 2023

Most areas of litigation and many transactional activities (e.g. A related issue is the time constraints on M&BD departments and fee-earners who need to prepare a regular source of relevant content to distribute through events, web sites, blogs, emails and social media to stay on the radar and front of mind for referrers.

Management 130

Management Media Key Account Management Communication 130

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. At its essence, account management goes beyond mere transactional interactions; it encompasses a holistic approach to client engagement.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Red Star Kim

MAY 22, 2023

lacking empathy) assumption we remember what people say whereas we remember what we think others say the assumption that meaning resides in the speaker, when it resides in the listener The way to address these blind spots and bridge our reality gaps is by asking open-ended questions.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Mike Kunkle

FEBRUARY 5, 2023

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished). It’s how your sellers sell. I’d recommend you check it out.

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

OCTOBER 16, 2023

Others observed that too often there was a transactional rather than a relationship focus on the data. We considered a few sales processes and RAIN (from Insight Selling – which is similar to Challenger selling) was appreciated. And where protectionism is banished and cross-team trust is nurtured to support cross-selling.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Arpedio

OCTOBER 10, 2023

Creating personalized content for Account-Based Selling ← Back to blog There’s no way around it. Account-Based Selling (ABS) has emerged as a powerful strategy. In this blog post, we’ll delve into the significance of personalization within ABS. Understand their roles, responsibilities, pain points, and motivations.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Apptivo

MAY 30, 2022

‘Sales’ is the term used to describe all activities involved in selling a product or service to a consumer or business. While sale refers to the transaction between the seller and the buyer, there’s a lot more that’s going on as part of the process, before the actual transaction happens. Why is Sales important? eCommerce Sales.

B2C 52

B2C eCommerce Sales Acquisition 52

SalesGlobe

JANUARY 19, 2024

This is common in very transactional businesses and those with high seasonality. Any of the commission plan methods could be used in a transactional business with significant turnover of staff on a quarterly/monthly (or even weekly) basis to align your compensation cost of sales each quarter. Commission plans can be treated many ways.

Innovation 52

Innovation Leadership Sales Leadership Communication 52

Red Star Kim

OCTOBER 20, 2023

Ask fee-earners to share stories about clients or transactions of which they are proud. Encourage them to explain how they helped clients overcome complex challenges and to succeed against the odds. Tap into their interests and passions and capture their feelings. Listen to how they speak.

Media 130

Media Communication Marketing Digitalization 130

MTD Sales Training

APRIL 15, 2020

Click play for the video version of this blog. Personalisation will help you to build a relationship with your customer and this will build that valuable rapport and trust which will move the transaction forward. Want to improve your customer service and retail selling skills? Happy Selling! Sean McPheat.

Retail 71

Retail Sales Training Customer Experience Communication 71

Arpedio

APRIL 3, 2024

What is Solution Selling? Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

PandaDoc

NOVEMBER 2, 2023

He had little time left for strategic selling, and he constantly felt the pressure of missed opportunities. The newfound efficiency allowed John to escape burnout and focus on what he could do best: selling. This journey starts with the authentication of each transaction using cryptographic keys.

B2C 52

B2C Supply Chain CRM e-Learning 52

Mike Kunkle

MAY 15, 2019

How does it affect the buying and selling processes? In fact, buyer research portals or AI-powered buyer/seller exchanges could radically impact how both buying and selling are conducted. Every C-level executive is contemplating what this means to their business approach and ability to serve the customer. How to prepare for this shift?

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

PandaDoc

APRIL 3, 2023

This is actually the average sales cycle length, which you get by adding up the total number of days it took to close each sale, then dividing that sum by the total number of transactions. Streamlining the sales documentation process will give your sales reps more time to sell more.

Prioritization 98

Prioritization Sales Decision-making Government 98