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. The firm has grown from $800 million to $1.8

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Brooks Group

DECEMBER 1, 2023

If your team struggles with asking for internal referrals, then it may be time to reevaluate your sales training programs. The IMPACT Selling sales process naturally aligns with the buyer’s journey, resulting in great rapport with customers so salespeople can close more deals, more often.

Account Management 93

Account Management Management Account Planning Sales Training 93

Engage Selling

JULY 7, 2016

When was the last time you examined your manager’s behaviour and how it affects sales performance? Over the last 16 years I have facilitated thousands of sales workshops. The vast majority have been effective with a high ROI and a few … Read More »

Sales Training 48

Sales Training Facilitation Sales Management 48

Brooks Group

NOVEMBER 29, 2023

IMPACT Selling ® is a straightforward, consultative sales process that allows salespeople to confidently guide their prospects and customers through to the close. If you’re a sales leader looking to improve sales performance, consider our customized IMPACT Selling ® Professional Sales Training Program for your team.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Red Star Kim

OCTOBER 16, 2023

Another area for discussion was sales training and sales process management. We considered a few sales processes and RAIN (from Insight Selling – which is similar to Challenger selling) was appreciated. And to know when to cut their losses and move onto other potential referrer relationships.

Management 130

Management Emotional Intelligence Onboarding Communication 130

MTD Sales Training

SEPTEMBER 16, 2019

The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat. Managing Director.

Suppliers 74

Suppliers Client Relationships Sales Training Sales 74

MTD Sales Training

SEPTEMBER 9, 2019

Every stage you develop with them will show how your client relationship-building skills can be improved. MTD Sales Training | Sales Blog | Image courtesy of Stuart Miles at FreeDigitalPhotos.net. MTD Sales Training | Sales Blog | Image courtesy of Stuart Miles at FreeDigitalPhotos.net.

Decision-making 78

Decision-making Client Relationships Sales Training Meetings 78

Engage Selling

FEBRUARY 19, 2014

Learn what an account nurturing program looks like and how it can help your organization with client retention. Podcast Series: The Sales Leader 3D Sales Training System account nurturing client relationships Colleen Francis Engage Selling Solutions Lead Up! Sales Coaching The Sales Leader'

Client Relationships 48

Client Relationships Sales Training Organization Sales 48

Engage Selling

APRIL 2, 2014

Podcast Series: The Sales Leader 3D Sales Training System client relationships Colleen Francis customer reactivation campaign Engage Selling Solutions Lead Up! Sales Coaching The Sales Leader' Treating inactive customers as new prospects will bring great rewards.

Client Relationships 48

Client Relationships Sales Training Sales 48

Engage Selling

JANUARY 22, 2014

Here are the steps you must follow to easily and respectfully fire a client. Here are the steps you must follow to easily and respectfully fire a client. Podcast Series: The Sales Leader 3D Sales Training System client attraction client relationships Colleen Francis Engage Selling Solutions Lead Up!

Client Relationships 48

Client Relationships Sales Training Sales 48

Engage Selling

OCTOBER 28, 2015

Today I’ll share ideas from real sales teams that will help you develop deeper client relationships and increase your repeat sales. Today I’ll share ideas from real sales teams that will help you develop deeper client relationships and increase your repeat sales.

Client Relationships 82

Client Relationships Sales Sales Training 82

Engage Selling

DECEMBER 11, 2013

In today’s podcast learn how to keep the momentum going throughout the sales process, so you can prevent projects from derailing. Podcast Series: The Sales Leader 3D Sales Training System client relationships Colleen Francis Engage Selling Solutions Lead Up!

Client Relationships 48

Client Relationships Sales Training Sales 48

Engage Selling

NOVEMBER 4, 2015

In this podcast I’ll share the 4 key questions you must ask yourself in order to build a client relationship matrix, expand your relationships, and start growing sales. If you want to expand your sales with existing clients you must expand your relationships first.

Client Relationships 82

Client Relationships Sales Sales Training 82

Engage Selling

JANUARY 8, 2014

This best practice will assure that your client receives immediate and lasting value from your product or service with the added bonus that their objectives are met in the process. Podcast Series: The Sales Leader 3D Sales Training System client relationships Colleen Francis Engage Selling Solutions Lead Up!

Client Relationships 48

Client Relationships Sales Training Sales 48

Engage Selling

JANUARY 15, 2014

Do any of your clients fit in one of these five categories? Learn how to determine which clients are worth keeping and which ones you should walk away from – forever! Podcast Series: The Sales Leader 3D Sales Training System client attraction client relationships Colleen Francis Engage Selling Solutions Lead Up!

Client Relationships 48

Client Relationships Sales Training Sales 48

Engage Selling

DECEMBER 18, 2013

These tips will help you showcase your full value leading to client loyalty and growth. Podcast Series: The Sales Leader 3D Sales Training System client attraction client relationships Colleen Francis Engage Selling Solutions Lead Up! Sales Coaching sales quota selling The Sales Leader'

Client Relationships 48

Client Relationships Sales Training Sales 48

Engage Selling

DECEMBER 4, 2013

Here are four important reasons why sales people need to stay engaged with their customers all the way through the project. Podcast Series: The Sales Leader 3D Sales Training System client relationships Colleen Francis Engage Selling Solutions Lead Up!

Client Relationships 48

Client Relationships Sales Training Sales 48

MTD Sales Training

OCTOBER 7, 2014

Customer/Client Retention how not to destroy a client relationship how to retain clients and not alienate them' If everything goes well before we actually start working with them, they may see fit to buy our products and services. The. [[ This is a content summary only.

Client Relationships 104

Client Relationships 104

MTD Sales Training

NOVEMBER 13, 2013

Infographics business referrals client relationship Repeat Business' They can have a load of potentially new or repeat business, be able to refer you, become a joint venture partner. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Client Relationships 115

Client Relationships Sales 115

MTD Sales Training

DECEMBER 11, 2013

Customer/Client Retention building client relationships client retention how to build client business maintaining relationships' You know the kind of thing…what have we done right, is there anything more. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Client Relationships 113

Client Relationships 113

MTD Sales Training

NOVEMBER 15, 2017

This involves getting quality feedback from clients, assessing critical client relationships , and aligning your ‘listening’ to the real needs of the client. MTD Sales Training. The post 7 Habits Of Highly Successful Key Account Managers appeared first on MTD Sales Training. Happy Selling!

Key Account Management 75

Key Account Management Account Management Management Finance 75

MTD Sales Training

MAY 10, 2016

In other words, we need to be aware of what our client needs, what their motives are, what changes they are going through, what challenges they are facing and allow ourselves to be immersed in assisting them to deal with them. That way, you are organised to show your client how you can help them build their businesses in the future.

Negotiation 48

Negotiation Client Relationships Decision-making Suppliers 48

Miller Heiman Group

AUGUST 19, 2019

By deciding now where to make additional investments in learning and development, including sales training programs and sales consulting , you’ll be able to measure your progress and demonstrate how these investments deliver ROI. What You’ll Learn From the Sales Performance Meter.

Prioritization 57

Prioritization Client Relationships Organization Sales Training 57

PandaDoc

APRIL 26, 2023

Instead, consider paying your sales reps a monthly residual commission while the accounts they manage are active. That will broaden client relationships beyond the initial account acquisition. See also 10 Sales training techniques every manager should know Why is a commission structure so crucial to your business?

Sales 52

Sales Government Retail Acquisition 52

MTD Sales Training

AUGUST 29, 2013

We often hear about how ‘relationships’ make or break the long-term partnership with a client, and it’s true that the connection that you keep with the client can play a vital part in determining whether you will keep getting repeat orders or not from your client. Happy Selling! Sean McPheat. Managing Director.

Suppliers 48

Suppliers Key Account Management Account Management Global Accounts 48

Hubspot Sales

JULY 28, 2020

It should come at no surprise that your sales team harbors a range of talents and strengths. Some members may be quick to close deals, while others are better at forging client relationships. In addition, every sales team should have some rainmakers. What is a rainmaker in sales? Yes, as in, make it rain!

Sales 127

Sales Decision-making Client Relationships Meetings 127

Red Star Kim

APRIL 24, 2023

Yet there was an interesting article In March 2023 17 Top Reasons Lawyers Don’t Call Their Clients – The BTI Consulting Group “High-quality voice dialogue between clients and their relationship partners remains rare. This leaves a lot of room to develop client relationships”.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Cybersecurity 26

Showpad

FEBRUARY 3, 2020

A shared digital environment means instant access to seamlessly updated content that reps can send to leads or nurture existing client relationships with. Make training a personalized, interactive experience : Sales training can sometimes feel like coursework.

Sales 85

Sales Onboarding Decision-making Software 85

Liston Witherill

APRIL 21, 2021

Selling Is About Understanding People My science background left me wanting a lot more than the available sales training literature had to offer. What struck me most about formal sales training was how dated and unscientific it was. I noticed something else about the existing sales training literature.

Decision-making 52

Decision-making Sales Training Retail Marketing 52

MTD Sales Training

DECEMBER 2, 2016

As salespeople, we can assist our clients by creating opportunities for them to connect with their prospects and customers. By going beyond the normal salesperson-client relationship, we increase our chances of being valuable to our buyers, as they see we help them to connect effectively to their market opportunities.

Suppliers 48

Suppliers Profitability Sales Training Marketing 48

PandaDoc

APRIL 24, 2023

Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. A sales enablement strategy incorporates initiatives that enable teams to enhance their existing sales repertoire.

Sales 52

Sales e-Learning Onboarding Software 52

Zendesk

NOVEMBER 2, 2022

In addition to concrete tactics—like creating a data-driven buyer persona and implementing a clear sales plan —providing training for your reps increases sales. Practice makes perfect, and reps who’ve engaged in training exercises are more confident, highly knowledgeable, and better prepared to close.

Negotiation 52

Negotiation Sales Decision-making Emotional Intelligence 52

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. Currently, he is a KAM consultant and director of KAMGuru where he works with organizations to improve their client relationships.

Account Management 11

Account Management Key Account Management Management B2B 11

Engage Selling

MAY 13, 2022

The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader. recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More.

Sales 116

Sales Client Relationships Sales Training Sales Leadership 116

Engage Selling

SEPTEMBER 6, 2019

????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news. If they have a problem they are trying to … Read More »

Communication 85

Communication Sales Client Relationships Sales Training 85

Engage Selling

JULY 26, 2019

recently talked to a CEO whose sales were down $16 million. I asked him, “What would your sales VP tell me if I asked why your … Read More » ??????????????????????????I That represented a 20% decrease from the prior year. Thus, they were concerned.

Sales 82

Sales Client Relationships Sales Training 82

Engage Selling

AUGUST 30, 2019

???????????????????????????????Years ago, I had a client based in Northern Europe and they were a ships services company. Their sales VP told me, “Colleen, we have a long and proud history of losing all the RFPs where we have the incumbent … Read More »

Sales 72

Sales Client Relationships Sales Training Communication 72