Janek Performance Group: Account Planning

OCTOBER 25, 2023

As sales environments shift, so do organizations. New employees mean new stakeholders, decision makers, and priorities. It’s interpreting body language and nonverbal communication. Communicate Effectively Communication is key to strong relationships. Leverage your relationship to communicate effectively.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Arpedio

APRIL 3, 2024

By understanding the customer’s unique requirements, sales reps can tailor customized solutions that address their specific needs and deliver measurable value. The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Zendesk

FEBRUARY 22, 2022

Hiring managers look for candidates with certain skills that will help them succeed as sales professionals. If your prior work experience includes practicing skills like problem-solving, negotiation, communication, empathetic listening, and goal setting, then you’re a promising candidate for a sales position.

Sales 98

Sales Negotiation Telecommunications B2B 98

Miller Heiman Group

JULY 30, 2019

As the sales leader, you must coach sellers on how to identify each of these stakeholders and other buying influences unique to that particular industry or company. Sellers should also ask about executives who regularly check in on the progress to see if there are any hidden stakeholders they haven’t identified.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Nutshell

AUGUST 28, 2023

If you can position yourself as a trusted advisor instead of someone who’s just trying to make a sale, you’re doing it right. Examples of tasks for this stage: Schedule presentation Conduct further research on company/stakeholders to prepare Develop specific recommendations to present Related: 19 ways to nail your next sales presentation 5.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Arpedio

MARCH 27, 2023

The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. And for this, MEDDIC is ideally suited as a sales qualification process.

Sales 52

Sales Account Management e-Learning Decision-making 52

Hubspot Sales

MAY 25, 2018

That approach communicates -- loud and clear -- to the customer that the salesperson is self-focused, more concerned with what he’s selling than with the customer’s issues, needs, and desires. Ill-equipped salespeople are hurting sales and profit performance because they are consistently perceived by customers as nothing more than vendors.

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

Hubspot Sales

OCTOBER 5, 2017

CRM (customer relationship management): Software that allows companies to keep track of their potential and existing customers at whichever stage they may assume in the sales cycle. Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants.

Sales 144

Sales Decision-making Prioritization Media 144

SmartKarrot

SEPTEMBER 1, 2022

You need a compelling reputation, organized procedures, unambiguous communication, and effective project management to attract such clients. Important enterprise sales terminology that every B2B SaaS company should be aware of. Your new sales environment will only stabilize if specific conceptual pillars are provided.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Hubspot Sales

SEPTEMBER 26, 2018

You can coach your peers, partners, customers, and stakeholders -- and you can also effectively coach your boss. You can deliver your message in an effective way regarding how you like to be coached, managed, held accountable, communicated to, and supported. "Expand your peripheral view of who you can coach and positively impact.

Sales Training 89

Sales Training Sales Decision-making Sales Management 89