Force Management

DECEMBER 14, 2023

The best channel enablement programs equip their partners with the ability to communicate their value proposition and give them the ability to answer essential questions on their behalf: • What problems do we solve for our customers? • Position and negotiate value, preserving margin and avoiding price cuts 3.

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Hubspot Sales

APRIL 27, 2023

Because they'll be speaking directly with people, SDRs need to have top-notch communication skills , the ability to listen actively, and the resilience to stay positive even when a call doesn't go as expected. Post-sales account managers handle multiple client accounts simultaneously, making project management and analytics skills integral.

Sales 107

Sales Account Management Communication Sales Management 107

Brooks Group

JUNE 7, 2022

In my new book Agile & Resilient: Sales Leadership for the New Normal, my co-author Russ Sharer and I discuss The Value Formula. Adapting to your customer’s behavior style helps facilitate trust and effective communication, while also minimizing unnecessary frustration for both of you.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Insightly

JULY 26, 2023

While a sales funnel focuses on the actual steps in the sales process, the marketing funnel encompasses the entire customer journey. Pre-sales funnel stages might be stages for awareness and consideration. Post sales funnel stages may include brand advocacy and referrals. Will that person be in sales leadership?

CRM 52

CRM Management Sales Decision-making 52

Showpad

DECEMBER 12, 2023

What I see so often is that long sales cycles stress out the sales leadership team. It’s easy to prescribe negotiation training to fix this because they “cannot close.” But if you look deeper, you can ask: “How well can the sales team get to the core issues of the buyer and diagnose a business problem?

Sales 52

Sales Onboarding Communication Negotiation 52

Openview

JANUARY 18, 2018

Giving Persuasive Sales Presentations. Negotiating. In those same one-on-one conversations with your reps, you can also ask them to talk about who they feel is great at what on the sales team. Who do they think is the best negotiator? Qualifying prospects is an underrated part of the sales process. Negotiation.

B2B 104

B2B Negotiation Sales Leadership 104

Insightly

JANUARY 4, 2024

The webinar delved into seven key strategies that transform a CRM into a force multiplier, enabling sales leaders to streamline processes, enhance decision-making, and elevate the entire sales ecosystem. And yes, getting your sales leadership to love it. Here are the 7 ways with detail on each.

CRM 52

CRM Sales Decision-making Customer Experience 52

Mike Kunkle

MAY 11, 2022

Value creation is your ability to understand what each buyer values and co-create solutions to deliver value and communicate the outcomes of your solution to articulate the value you deliver. Negotiating is included here. Communication: Sales Team & Cross-Functional Collaboration. Business Acumen. Value Creation.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Brooks Group

MARCH 6, 2023

The Importance of Sales Training for Your Business As a business owner, it is non-negotiable to refrain from investing in sales training for your employees. You can improve your bottom line by ensuring that your sales team has the skills and knowledge they need to succeed.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Zendesk

SEPTEMBER 19, 2022

That’s why we gathered 35 of the top pieces of sales advice from sales professionals around the world. Dive in as they share their hard-earned knowledge on the following topics: Sales leadership. Sales careers. Sales performance. Sales technology. Sales leadership. Customer experience.

Co-Creation 52

Co-Creation Sales Decision-making Sales Leadership 52

Openview

DECEMBER 12, 2018

Yet most of that understanding has yet to make it into sales curriculum. In 2019, sales enablement and sales leadership will need to incorporate this incredible asset into their sales organizations, in areas like: Incorporating the role of transparency in disarming the brain’s resistance to influence.

Sales 100

Sales Decision-making Leadership Financial Services 100

SmartKarrot

JANUARY 20, 2023

Take a step back to analyze user expectations and communicate them in a structured way to the product team and prioritize future functionalities. He/she will be focused on mentoring and coaching a team focused on client engagement, account planning and strategy, contract negotiation, and commercial business strategy.

Customer Success 19

Customer Success Onboarding Government Negotiation 19

PandaDoc

NOVEMBER 15, 2021

Here, we’ll discuss several aspects of sales culture, what a good one looks like, how to improve yours, and how to scale it as your company grows. How to build a winning sales culture. Communication and trust. How to scale your sales culture as your business expands. Communication and trust.

Sales 52

Sales Communication Decision-making Meetings 52

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales.

Sales Management 98

Sales Management Management Sales Publishing 98

Engage Selling

AUGUST 13, 2016

When it comes to accelerating sales and motivating people to deliver peak performance, nobody gets better on their own. Success—the measurable and lasting kind—only happens when you make deliberate choices about structuring your teams, communicating expectations and holding them accountable … Read More »

Communication 48

Communication Sales Account Management Negotiation 48

Engage Selling

JUNE 18, 2016

How can we ensure satisfaction and loyalty within our client communities? By documenting and communicate intangible value as well as tangible. This article from Colleen was originally published by Salesforce.com. Intangible and tangible value are not mutually exclusive. They are … Read More »

Publishing 48

Publishing Communication Account Management Negotiation 48

Engage Selling

JUNE 11, 2021

Part 3 of 3) first appeared on The Sales Leader. “What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days. But don’t blame the current environment!

Sales 101

Sales Negotiation Sales Leadership Communication 101

Engage Selling

MAY 14, 2021

Part 1 of 3) first appeared on The Sales Leader. It occurs in just about every business and it’s happening a lot now: the dreaded call from a buyer who says they need to renegotiate the terms of an agreement you have with them. Usually, it comes down to a … Read More » The post They Want to Renegotiate…Now What?

Sales 93

Sales Negotiation Sales Leadership Communication 93

Hubspot Sales

JANUARY 22, 2018

On-Site Sales Training Programs. Focus: Prospecting, negotiating and closing, social selling, and sales management. Intended audience: Sales reps and managers. Jeff Hoffman’s workshops span the entire sales cycle, from getting your prospect’s attention to successfully winning their business. Vendor: Jeff Hoffman.

Sales Training 145

Sales Training B2B Sales Negotiation 145

Hubspot Sales

FEBRUARY 21, 2018

Contributors include many of the most well-known names in the sales world, including Art Sobczak, Grant Cardone, Jeff Hoffman, Anthony Iannarino, and more. Best for: Sales reps. Marc Wayshak, founder of Sales Strategy Academy and author of “Game Plan Selling,” doles out a wealth of practical knowledge and tips.

Sales 145

Sales Sales Management B2B Leadership 145

SalesGlobe

JULY 13, 2022

And finally, capital synergies and just think about that as oh, gosh, as a as a larger organization, I can probably get better lending terms or better negotiations on contracts. So you want to talk to the sales leadership. It’s a really important point. Michelle Seger. When I’m making purchases. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52