Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. The OnePlace legal client relationship management system was acquired by InTapp in 2019. OnePlace/Intapp Another delegate mentioned he liked using this system.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Brooks Group

DECEMBER 1, 2023

Put simply, strategic account management is all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue. Measurement Controls Sales Behavior Remember, what you measure will steer salespeople’s behavior. Learn more about IMPACT here.

Account Management 94

Account Management Management Account Planning Sales Training 94

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

Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.” According to LinkedIn ‘s Global State of Sales report, only 32% of people describe sales as a trustworthy profession.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Red Star Kim

OCTOBER 16, 2023

Others observed that too often there was a transactional rather than a relationship focus on the data. And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Some looked to LinkedIn’s Sales Navigator to drive data and process.

Management 130

Management Emotional Intelligence Onboarding Communication 130

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. Let’s dig in.

Sales 52

Sales Government Retail Acquisition 52

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? Common Rainmaker Sales Traits.

Sales 125

Sales Decision-making Client Relationships Meetings 125

Engage Selling

MAY 13, 2022

The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader. I 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

Showpad

JANUARY 12, 2020

If your business hasn’t adopted a Sales enablement strategy yet — what are you waiting for? The main benefit of Sales enablement (i.e. ensuring that Sales reps are continuously and sufficiently enabled with content and coaching) is that it optimizes Sales and Marketing performance. How is this achieved?

Software 69

Software Software Sales Onboarding 69

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. In today’s podcast learn how to keep the momentum going throughout the sales process, so you can prevent projects from derailing.

Client Relationships 48

Client Relationships Sales Training Sales 48

Showpad

FEBRUARY 23, 2021

Sales enablement has become a priority for many businesses as more recognize the advantages of an always-prepared sales force that is primed to sell and drive revenue. Are you looking for a sales enablement platform? At its core, sales is a joining effort between itself and marketing. Scalable sales training.

Software 52

Software Software Artificial Intelligence Sales 52

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. Each of these shows to the buyer that a relationship is more important to you than simply transactions. Business relationships take time to develop. Sean McPheat.

Suppliers 74

Suppliers Client Relationships Sales Training Sales 74

Showpad

FEBRUARY 3, 2020

Sales enablement is on the mind of many businesses and Sales leaders. A high-performing Sales enablement program can streamline workflows, inspire marketing collaboration, optimize the Sales process, and most of all, empower reps to notch more wins and deliver a personalized customer experience. . searching for content).

Sales 85

Sales Onboarding Decision-making Software 85

MTD Sales Training

SEPTEMBER 9, 2019

or “How can I ‘close the sale’ more often?”. Putting the emphasis on the ‘close’ can be a big mistake in the sales process. If we think about building relationships with clients, instead of ‘closing the deal’ it may help us to develop our sales. Knowing how to build relationships with clients is paramount in sales.

Decision-making 78

Decision-making Client Relationships Sales Training Meetings 78

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? What is a sales enablement manager?

Management 52

Management Sales Software Software 52

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

NOVEMBER 4, 2015

If you want to expand your sales with existing clients you must expand your relationships first. 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.

Client Relationships 82

Client Relationships Sales Sales Training 82

Engage Selling

JANUARY 22, 2014

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! Sales Coaching optimizing sales selling The Sales Leader'

Client Relationships 48

Client Relationships Sales Training 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' Today I share the importance of implementing a customer reactivation campaign.

Client Relationships 48

Client Relationships Sales Training Sales 48

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

JANUARY 15, 2014

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

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

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. Don’t turn your attention away from the client once they have signed a contract! Here are four important reasons why sales people need to stay engaged with their customers all the way through the project.

Client Relationships 48

Client Relationships Sales Training Sales 48

Zendesk

NOVEMBER 2, 2022

Life in sales isn’t so different from navigating the delicate conversation of movie preferences with your partner. There are real benefits to be had from honing your diplomatic skills and establishing a set strategy for guiding leads from the top of the sales funnel to the bottom. What is a sales negotiation? Are you prepared?

Negotiation 52

Negotiation Sales Decision-making Emotional Intelligence 52

MTD Sales Training

NOVEMBER 13, 2013

Our existing clients can be of great benefit to us when trying to boost our sales. 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.

Client Relationships 115

Client Relationships Sales 115

MTD Sales Training

NOVEMBER 15, 2017

See if you can learn from them and create the success they enjoy: They recognise that Key Account Management is a business mindset, not a sales initiative. By this, we mean that successful KAMs see their everyday role as ‘business improvement executives’ rather than just highlighting what sales opportunities might exist. 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

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

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

Miller Heiman Group

AUGUST 19, 2019

As you decide how and where to invest your resources for 2020, think about what changes you want to make to improve performance at your sales organization. That data is hard to come by, but we have a solution that puts it at your fingertips: the Sales Performance Meter. Take the Sales Performance Meter.

Prioritization 57

Prioritization Client Relationships Organization Sales Training 57

Engage Selling

AUGUST 9, 2019

????????????????????????????Far too many sales teams underperform because they have underperforming sales reps in the team. These sales reps need to be replaced. Additionally, another reason for a sales team’s poor performance is that one of the top sales performers left, … Read More »

Management 70

Management Sales Client Relationships Sales Training 70

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

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

JUNE 28, 2019

Over the last few years, I have been working with a number of companies who have all formalized and institutionalized this process of demonstrating tangible return on investment with their sales teams by building return on investment calculators. These return … Read More »

Sales 67

Sales Client Relationships Sales Training Management 67

Liston Witherill

APRIL 21, 2021

In the first week on the job I learned that there was no program or process to win new clients. They’d always run a profitable business before, so why have a system to guide sales? But I couldn’t say the same about our sales acumen. To address the issue, we brought in a “traditional” sales trainer.

Decision-making 52

Decision-making Sales Training Retail Marketing 52