Upland

JUNE 7, 2023

While the difference can be confusing, not knowing precisely what that difference is can be a costly mistake. What is a sales process? Sales methodology defined A sales methodology, on the other hand , is the “how” to sell as a skillset. A sales process is a flow, and it is usually brand-free.

Sales 195

Sales Negotiation Decision-making CRM 195

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. 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

SalesGlobe

SEPTEMBER 1, 2022

Hi my name is Gail Wright, and I am a consultant with SalesGlobe. And I have with me today my friend and former colleague, Allison Tignor, who is a change management consultant. And I just transitioned to a full time change management consultant about four and a half years ago. And what is change management? Gail Wright

Management 52

Management Stakeholders Retail Communication 52

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Showpad

DECEMBER 5, 2021

What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.”. We work with brokers, consultants, and lots of channels to have them prefer a Kaiser Permanente model. .

Digitalization 98

Digitalization B2B Sales Customer Value 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

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. What Is a Consultative Selling Approach?

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

JANUARY 26, 2023

What is digital entrepreneurship? The Benefits of Digital Entrepreneurship How To Become a Digital Entrepreneur Digital Entrepreneurship Examples Digital businesses include ecommerce companies, blogs, social media influencer accounts, software solution development, and marketing firms. That’s especially true in retail.

Digitalization 94

Digitalization eCommerce Finance Internet 94

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. And predict it will continue to decline.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

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

Red Star Kim

NOVEMBER 13, 2023

Strategy basics – Mission and vision statements with hedgehogs (kimtasso.com) Leadership teams: Maverick Magpies and Predictable Pigeons (kimtasso.com) This post summarises the reasons why you need a business plan and what should be included Why do you need a business plan? 10 reasons why (kimtasso.com). kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Hubspot Sales

NOVEMBER 14, 2023

This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Publish case studies on a blog. Did you know NASA plans to build houses on the moon by 2040 ?

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Mike Kunkle

AUGUST 30, 2023

This applies to the enablement profession as a whole, regardless of name – Sales Enablement, Revenue Enablement, Buying Enablement, Performance Consulting, or even Sales Training and our Sales Operations and Revenue Operations partners. At the same time, a unique set of challenges complicates this mission.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Mike Kunkle

FEBRUARY 5, 2023

increase in the win rates So, let me ask you… What CEO or senior sales/revenue leader doesn’t want to report increases like these? What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? Guess what? .” ~ CSO Insights 2019 Sales Enablement Report (p.

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

JANUARY 22, 2024

I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It develops your understanding of the psychology of selling to help create a sales mindset. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Brooks Group

MARCH 25, 2024

Proven Strategies for Sales Results In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth. Over the past 45 years, one million sales professionals worldwide have learned the IMPACT Selling sales process. What is IMPACT Selling ® ?

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

SalesPop

OCTOBER 25, 2022

In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” ” This Expert Insight Interview Discusses: What are the various consultative sales skills? ” This Expert Insight Interview Discusses: What are the various consultative sales skills?

Negotiation 52

Negotiation CRM Meetings Marketing 52

Brooks Group

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. To stay relevant and get ahead of the competition, your salespeople must be capable of selling not only your offering but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems.

Sales 71

Sales Sales Training Brainstorming Communication 71

Red Star Kim

AUGUST 30, 2022

Although sadly for some they simply have to self-certify that they are fit to practice rather than record in detail what they have learned and need to learn. But in the decades that I have been a Fellow I have had to produce four reflective statements (of around 300-400 words) describing: What I expected to learn. What I learned.

Marketing 130

Marketing Digitalization Insurance Communication 130

Nutshell

MARCH 31, 2023

There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. Best blogs for sales managers Sales blogs are an excellent way to learn new sales leadership skills, brush up on your sales knowledge, and get the latest news. Keep exploring our blog for our latest posts!

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Red Star Kim

FEBRUARY 9, 2023

Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. This led to a lack of internal knowledge of what different departments do and little sharing and co-ordination of clients across teams.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

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

Hubspot Sales

OCTOBER 26, 2020

That principle — the value of receiving permission — is the underlying premise of a brand of sales known as permission-based selling. Permission-based selling takes that a step further. Permission-based selling helps remedy that issue. Permission-based selling also gives sales reps the gift of context.

Advertising 137

Advertising Sales Communication Marketing 137

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’s been proven in multiple studies and is worth the effort. Terminology varies, but this is how I frame it.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

NOVEMBER 21, 2023

The Scenario Your employer, AirCo Solutions, sells high-quality air filtration systems commercially. Services: Consultation and Site Assessment: Expert assessment of the customer’s space to determine specific air quality needs and recommend appropriate solutions. ” Let’s dig in, with a simulated scenario.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? To successfully sell at this level, you need to adapt your strategies. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

JANUARY 2, 2024

So what sets great salespeople apart? What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. The difference between a good salesperson and a great one is often subtle.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Mike Kunkle

APRIL 8, 2023

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. Let’s dig in. Qualification First up, is qualification. That’s obviously important, but it’s a separate topic for a different day.

B2B 211

B2B Decision-making Sales Stakeholders 211

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. Great storytellers “sell” their tales—they relate experiences in a way that makes them believable. Storytelling in sales is a skill. Give your story structure.

Sales 88

Sales Decision-making Sales Training Communication 88

Hubspot Sales

DECEMBER 12, 2019

If you have, you’ve consulted with them. If you’re passionate about helping others succeed by providing niche expertise that’s been honed by years of education, experience, and skill development, a career consulting may be for you. We’ve compiled this guide to dig deeper into the wild, lucrative world of consulting.

Healthcare 108

Healthcare Supply Chain Software Software 108

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. What motivates them? 11% research.

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

SEPTEMBER 5, 2023

I liked the mind-maps throughout the book showing you what topics will be covered in each section. The exploration of a “truly terrible training course” shows you what to avoid. So if you make your learners curious, you’re making learning enjoyable What is curiosity and why is it important in business relationships?

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Nutshell

OCTOBER 5, 2020

In your copy, make sure you describe what the benefit will be for your customer if they purchase from you so that they feel comfortable and certain with their decision. For example, if you are selling an experience, describe how the trip will make them feel refreshed and reinvigorated, ready to return home with new energy.

Communication 133

Communication Digitalization Marketing Energy and Utilities 133

Apptivo

OCTOBER 5, 2022

When a salesperson employs the principles of consultative selling, buyers find that they are empathetic and relevant and are more likely to engage with them. What is consultative selling? Consultative selling – Tips & Techniques. Introduction. Couple questions with insights. Build trust.

Value Proposition 98

Value Proposition CRM Software Software 98

Brooks Group

FEBRUARY 1, 2023

One effective sales methodology is consultative selling. In this article, we will cover everything you need to know about the consultative selling approach. We’ll discuss what it is, the principles you should understand, and the best sales methods for success. What is a Consultative Sales Approach?

Interpersonal Skills 52

Interpersonal Skills Sales Training Negotiation Communication 52

Zendesk

FEBRUARY 17, 2022

What is a lead magnet? What makes a good lead magnet? What is a lead magnet? Lead magnets provide insight into what makes your prospective buyers tick—your sales team can leverage that information to increase their chances of converting them into customers. What makes a good lead magnet? 10 lead magnet examples.

Acquisition 98

Acquisition Media Digitalization Brainstorming 98