OnStrategyHQ

MAY 17, 2023

Core Values: Outlining the behaviors and values you expect from your team and organization. Definition The mission statement describes an organization’s purpose or reason for existing. Outcome A short, concise, concrete statement that clearly defines the scope of the organization. Output: Phrases to use in a mission statement.

Organization 40

Organization Brainstorming Leadership Decision-making 40

Brooks Group

MAY 2, 2023

The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. This can trick even the best sales managers into thinking their team has a negotiation problem , when in reality they have an opening problem!

Negotiation 81

Negotiation Sales Training Meetings Decision-making 81

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Arpedio

JANUARY 3, 2024

Understanding the Roles in Business Hierarchies The efficacy of client services within any organization relies on a well-structured business hierarchy. A well-organized sales and client management team recognizes the importance of each position and aligns efforts across the board to achieve complementary outcomes.

Account Management 52

Account Management Management Acquisition Account Growth 52

Brooks Group

APRIL 23, 2024

Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset. This can be empowering, as you have more control over your career progression compared to more rigid corporate structures.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Nutshell

AUGUST 28, 2023

The stages of the sales process 5 less-common (but still important) sales process stages 4 formats for organizing your sales process Strategies for creating and improving your sales process Challenges of a sales process What is a sales process? Success in the presenting stage depends heavily on research and preparation.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Arpedio

FEBRUARY 22, 2024

By aligning your offerings with what matters most to your target audience, you can effectively communicate the value your product or service provides. In value selling, the emphasis is placed on communicating the benefits that resonate most with your target audience and align with their goals.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

OnStrategyHQ

AUGUST 19, 2022

” In the context of your strategic planning process, core values help define and determine what is most important and non-negotiable to your organization. Your organization’s culture depends on how well you define and live these core values, so they are worth their own space and time. Communication: We are committed.

Negotiation 52

Negotiation Innovation Communication Organization 52

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Improve communication. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Don't get too comfortable.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

AUGUST 10, 2020

A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies. Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common.

Sales 142

Sales Negotiation Communication Leadership 142

Force Management

DECEMBER 14, 2023

Ensure that your company's message and your partner’s message are consistent Driving consistency between your organization's message and your partner's message are critical to support your customer's sales process. Do their marketing materials, sales tools, and presentation decks all have that same unified message?

Value Proposition 92

Value Proposition Negotiation Decision-making Leadership 92

Account Manager Tips

APRIL 26, 2021

As a key account manager, you lead the relationship between your organization and your most important clients. It's a skilled, exciting, but demanding role that adds a lot of value to your organization's bottom line, and your salary should reflect that. You can negotiate on your additional compensation too.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Arpedio

FEBRUARY 14, 2024

While these terms are sometimes used interchangeably, they actually have distinct differences and play unique roles within an organization. They are responsible for prospecting, qualifying leads, and presenting the company’s products or services to potential clients.

Account Management 52

Account Management Management Sales Client Relationships 52

Planview

NOVEMBER 7, 2023

In the dynamic world of technology, where the pace of change is relentless and the demand for agility is non-negotiable, how do enterprises ensure they’re on the path to success? The magnitude of inefficiency and waste generated as organizations undergo the transition needs urgent attention from business and technology leaders.

Government 69

Government Negotiation Facilitation Decision-making 69

DemandFarm

OCTOBER 4, 2023

The success and future of any sales organization hinge on the cohesive planning and execution of each step, that is collectively known as sales opportunity management. By meeting the necessary criteria, this lead presents the opportunity for business potential. Learn More: What are White Space Opportunities?

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Arpedio

MARCH 15, 2024

Presentation and Proposal: Presenting the proposed solution in a compelling and persuasive manner, highlighting its value and benefits to the prospect. This requires sales professionals to effectively manage relationships and communication with various stakeholders, including executives, influencers, and end-users.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Chally

JANUARY 27, 2022

Using communication, storytelling, and negotiation tactics, a salesperson demonstrates the ability to understand and connect with buyers. Slow down and be present. Communication Storytelling Negotiation Presentation. Communication. Negotiation Skills. Non-Customer Facing Skills. Storytelling.

Interpersonal Skills 52

Interpersonal Skills Emotional Intelligence Negotiation Sales 52

PandaDoc

MARCH 4, 2024

The shared access is controlled, providing a secure, transparent environment that allows stakeholders to expedite the steps necessary to close the deal, such as carrying out due diligence and conducting negotiations. Looking for a perfect virtual data room?

Banking 52

Banking Investors Acquisition Stakeholders 52

Arpedio

MARCH 6, 2024

By fostering open lines of communication, understanding client needs, and delivering personalized solutions, account managers can strengthen bonds with clients, driving loyalty and long-term engagement. Central to effective account management is the cultivation of strong relationships with clients or customers.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Hubspot Sales

AUGUST 6, 2019

It might feel like you’re over-communicating. The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. You should also lay out the foundation for how your organization assesses and communicates with decision makers. It takes time.

Negotiation 125

Negotiation Onboarding CRM Sales Training 125

Brooks Group

FEBRUARY 21, 2023

In the absence of a value interpreter, every negotiation will degenerate into a conversation about price. Sales professionals need to understand the role margin plays in your organization. Value Is a Formula Sellers have to understand what value is in order to properly communicate it. Sales is a function of margin.

Negotiation 72

Negotiation Sales Training Value Proposition Retail 72

Arpedio

FEBRUARY 26, 2024

Unlike traditional sales approaches that cast a broad net across various prospects, TAS hones in on a select few accounts deemed most valuable and strategically significant to the organization’s objectives. As a result, organizations can achieve accelerated revenue growth and surpass their sales targets more consistently.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Arpedio

FEBRUARY 22, 2024

Economic Buyer The economic buyer is the individual within the customer organization who holds the purse strings. This may include initial research, evaluation of options, negotiation, and final decision-making. Champion A champion is an internal advocate within the customer organization who supports and promotes your solution.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

DemandFarm

APRIL 26, 2023

Leading organizations also provide commissions and bonuses based on the growth and retention of their key accounts, opening up another avenue for managers to earn from skills. Key account managers work with a range of individuals within a client organization, from end-users to decision-makers to CEOs.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Hubspot Sales

JANUARY 7, 2019

49% of organizations have zero or limited means of measuring sales productivity. Without regularly reviewing productivity, time management, and communication skills, there is no tangible way for a manager to monitor and improve sales success. Unwilling to improve their presentation skills. Lacks confidence when negotiating.

Performance Review 134

Performance Review Sales Management Management Sales 134

Hubspot Sales

OCTOBER 11, 2019

Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Presentation. Prospecting.

Negotiation 116

Negotiation Software Software Onboarding 116

Brooks Group

SEPTEMBER 15, 2022

These skills include communication, negotiation, and conflict resolution. By learning these skills, team members can more effectively communicate and reach an agreement that meets everyone’s needs. Improved Communication. Improves Quality of Communication With Customers. Every team is different.

Sales Training 52

Sales Training Sales Negotiation Communication 52

Hubspot Sales

MAY 18, 2023

Contract negotiations for projects. This insight is invaluable to organizations with large, complex operations. Contract negotiations and closure. Examinees' familiarity with the field of communication, level of professional experience, and level of education are all put to the test in this system. Directing a group.

Negotiation 78

Negotiation Leadership CRM Insurance 78

Mike Kunkle

FEBRUARY 5, 2023

And as I just mentioned, on the far left side of a “disorganized/organized” sliding scale, there are cases where it’s absolute chaos and rife with infighting. Even on the far right, with disciplined workflows, it’s not easy, and often harder if an RFP or RFI process doesn’t allow open communication.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

MARCH 6, 2023

The best programs are the ones tailored to your organization and sales force. In this article, we will discuss the benefits of role-specific sales training and how it can help your organization. This, in turn, can lead to increased revenue and profitability for your organization. You can create a cohesive selling team.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Mike Kunkle

MAY 11, 2022

I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. In my experience, the potential for improvement in most sales organizations is significant.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

DemandFarm

MARCH 31, 2023

Karthik Nagendra-Chief Marketing Officer had a one-on-one chat with Andrew Collings – Head of Enterprise at Gearset where they discussed the changing landscape of B2B selling and shared insights on how organizations can adapt to this new environment. This provides structure to your organization’s interactions.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Zendesk

MARCH 16, 2022

They often negotiate high-value enterprise-level B2B sales. Common activities for sales engineers include: Preparing and delivering presentations that carefully explain the scientific or technical aspects of products. If asked to give a presentation on our products and services, what might you choose to share?

Sales 98

Sales CRM B2B Negotiation 98

CMOE

MAY 4, 2022

At present, most teams are diverse, many are dispersed, and all have become far more dynamic than they were before. Good Communications Skills. Effective communication involves listening and speaking, and both are equally important. Communication is a two-way process, but speaking is much easier than listening.

Communication 52

Communication Construction Negotiation Management 52

Jermaine Edwards

DECEMBER 6, 2023

The old connotations of the word have preserved to the present day, where trust as we know it is an essential ingredient for thriving interpersonal relationships – from families, to friends, to organizations. How does trust show up in our everyday communication and engagement? And how would we know? This isn’t easy.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

CMOE

JUNE 1, 2021

This communicates that you trust them and are confident in their abilities to deliver results. If you are working with a newer team or new team members, take time to communicate your leadership values and the guiding principles with which you operate. When engaging in dialogue with others, be present and actively listen.

Leadership 97

Leadership Communication Negotiation Organization 97

Arpedio

JANUARY 5, 2024

By differentiating the nuanced approaches of each discipline, organizations can refine their strategies to ensure not just satisfaction, but success—an outcome that both secures brand loyalty and drives competitive advantage. This sets the benchmark for exceptional service standards that not only meet but exceed customer expectations.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52