Brooks Group

MARCH 8, 2023

Not everybody is in the market for what you sell, and even if they are, not everybody is willing to pay the price you need to sell at to make enough margin. Make sure your team doesn’t assume they know what a buyer perceives as valuable. Who else, other than you, of course, will be involved in the buying decision? Check it out!

Sales Training 85

Sales Training Decision-making Marketing Leadership 85

Arpedio

FEBRUARY 14, 2024

To stay ahead of the competition, it is essential to have a well-defined sales strategy , optimized sales tactics , and a sales team that is aligned with the business goals. On the other hand, sales effectiveness focuses on the strategies and tactics employed to maximize sales performance and optimize the sales process.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Brooks Group

SEPTEMBER 21, 2022

The digital world has accustomed us to bundled products, bulk discounts, add-on services, being told what items other customers bought, and additional products we may be interested in. . Imagine for a moment one of your competitors making an attractive offer to your largest account. How can I make their day a little bit easier?

Emotional Intelligence 76

Emotional Intelligence Negotiation Sales Training Decision-making 76

Showpad

JUNE 29, 2021

As more companies evolve from sales enablement to revenue enablement, we often use the more general term “enablement” to ensure that we acknowledge the current state of your enablement journey, whether you are taking your initial step into sales enablement or are evolving to a comprehensive revenue enablement initiative.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Mike Kunkle

OCTOBER 24, 2021

And for sales enablement leaders who are integrated into the sales force they serve, it’s no different. To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Red Star Kim

JUNE 15, 2023

My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training? 42% Yes it’s all agreed 33% Yes but it changes 25% No How well do you understand the DMU and decision-making processes at your key clients?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Sales Gravy

DECEMBER 18, 2020

This conversation about sales and entrepreneurship is both educational and inspirational. Sales and the things that we do in sales matter, wherever we are in life. And we can all chase and achieve our dreams if we just make the decision to take action. Listen all Sales Gravy Podcast episodes here.

Virtual Selling 96

Virtual Selling Decision-making Digitalization Construction 96

Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Another area for discussion was sales training and sales process management. They may avoid or decline attending training and development programmes.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Brooks Group

JULY 11, 2022

By its very nature, virtual selling removes the personal connection that is important to building relationships and making sales. Instead, you communicate with them through email, video calls, and other digital channels. Fortunately, there are some things you can do to improve your virtual sales skills. Be Prepared.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

MTD Sales Training

OCTOBER 17, 2018

This translates itself in our sales world in areas like: Immediate shipping. Dealing with businesses digitally. At the World Economic Forum panel, ‘The Digital Transformation of Industries’, Meg Whitman of HPE said “My view is that the future belongs to the fast”. More, quicker and easily-available information.

Sales 97

Sales Digital Transformation Decision-making Banking 97

PartnerTap

AUGUST 18, 2023

It was generally assumed that when the market picked up, sales would go back to normal. Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. Unfortunately, that isn’t happening.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

PartnerTap

AUGUST 18, 2023

It was generally assumed that when the market picked up, sales would go back to normal. Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. Unfortunately, that isn’t happening.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

Hubspot Sales

AUGUST 23, 2022

And, although these results might look broad at first glance, they roughly break down into three types of sales problems: Insight and context problems (understanding). Presentation and training problems (execution). There's big value to solving these problems with digital tools. Sales Demo Tools.

Sales 84

Sales Digitalization Prioritization CRM 84

MTD Sales Training

AUGUST 9, 2016

I came across three interesting quotes while doing research the other day, and they all give an insight into the future of sales. See what you think when you read these: “The modern consumer is digitally-driven, socially-connected and mobile-empowered. What does this mean for us involved in sales? the future. Happy selling!

Decision-making 48

Decision-making Digitalization Negotiation Sales 48

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. We are focusing on creating new digital formats for content, training, and customer engagement.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Brooks Group

SEPTEMBER 27, 2023

There are two main reasons a sales kickoff is more important in 2024 than ever: changing buyer behavior and a tightening economy. B2B buyers today want to research products and services on their own and prefer digital self-directed experiences. Your sales professionals must add value and take a consultative approach.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Red Star Kim

APRIL 24, 2023

There have been many requests recently for inhouse training on telephone skills to support client service and selling both for fee-earners and support staff. Earlier in April I ran a public MBL “Pick up the phone – Client service and sales opportunities for professionals in the digital age” online training workshop.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26

Mike Kunkle

NOVEMBER 30, 2018

Excellent, high-value content: Negotiation skills (under-taught in most sales curricula today). Business acumen (grossly under-taught in most sales curricula today). Relationship selling (not dead by any means; people make decisions emotionally). And that’s what excited me more about the SPARXiQ approach.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Showpad

MARCH 17, 2020

The other half is making sure they can find and access it when the moment comes. In addition to making all content easily accessible for your salespeople, some content management systems can also help drive deals forward by highlighting different pieces of collateral based on AI-driven search results and recommendations.

Sales 80

Sales Prioritization Remote Working Decision-making 80

Miller Heiman Group

OCTOBER 1, 2018

While we’ve been a leader in the sales training realm for decades, the concept of CRM has been around even longer. The pre-digital era of CRM kicked off in 1956, with the invention of the Rolodex. But at the dawn of the digital era, these solutions depended on massive onsite servers; CRM 2.0’s s days were numbered.

CRM 71

CRM Computers and Electronics Internet Digitalization 71

Hubspot Sales

NOVEMBER 1, 2017

When I consulted sales experts, managers, and trainers, this answer came up again and again. The hardest thing to do when prospecting for new business is to stand out in a sea of salespeople who are constantly calling and emailing decision makers. SDRs with limited or poor training are costing companies lost sales.

Sales 134

Sales B2C Decision-making Account Management 134

PandaDoc

MAY 9, 2024

Pipeline velocity is a comprehensive metric that monitors four primary sales factors. Let’s look at the elements that make up the sales velocity definition. Number of opportunities Sales velocity opportunities do not equal the total number of leads. Managers are instantly alerted when sales are trending downward.

B2C 52

B2C Sales e-Learning Software 52

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

5600 Blue

OCTOBER 5, 2017

QUESTION: With all the changes happening in the world of buying (B2B Digital Revolution, Committee buys, etc.) As a salesperson, even if we understand our client’s buy process, chances are we simply understand how they are preparing to make a bad decision/investment. SHORT ANSWER: It is impacting them in a lot of ways.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

Showpad

APRIL 23, 2021

That’s where sales readiness and sales enablement come in. At first, “readiness” and “enablement” seem like they’re nearly synonyms, and adding the word “sales” in front of both may make it seem like the two phrases are entirely interchangeable. Alternatively, you can use the Showpad CMS for enhanced functionality.

Artificial Intelligence 52

Artificial Intelligence Sales Digitalization Decision-making 52

PandaDoc

APRIL 21, 2023

With KAM, you’ll make your key accounts feel that you’re fully invested in their success, and they’ll reciprocate by recommending you to their peers. Though they may excel with no interference, your input could also make a significant difference in their spending. Make a clear distinction between large accounts and key accounts.”

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

MTD Sales Training

JULY 11, 2012

Another way to make the prospect instantly want to reverse the sale is suddenly to begin to rush out the door or off the telephone as soon as you hear YES. You were calm, cool and collective throughout the entire sales process. MTD Sales Training. Image by Digital Art). Over 10,000 sales pros have.

Logistics 110

Logistics Negotiation Sales Decision-making 110

Arpedio

FEBRUARY 3, 2022

You will not only be able to continue our current ways of doing things, but you will also be able to bring forth new ideas of how to improve our SaaS sales results across the Nordics. The B2B SaaS space is specific from a go-to-market and sales training perspective. Anders Gyldenløve Pedersen, VP of Sales. +45

Account Management 52

Account Management Management B2B Healthcare 52

Arpedio

FEBRUARY 3, 2022

You will not only be able to continue our current ways of doing things, but you will also be able to bring forth new ideas of how to improve our SaaS sales results across the Nordics. The B2B SaaS space is specific from a go-to-market and sales training perspective. Anders Gyldenløve Pedersen, VP of Sales. +45

Account Management 52

Account Management Management B2B Healthcare 52

SBI

FEBRUARY 16, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enable remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? And it’s all time lost from selling.

Sales Training 45

Sales Training Virtual Selling Decision-making Digitalization 45

Showpad

APRIL 15, 2020

We all want to make more money, and if you work in sales, it’s also a major part of your job description. The digital age has transformed the way deals are made and accounts are won. Salespeople aren’t beholden to the daily grind of making phone calls. Not all sales enablement tools are created equal.

Sales 85

Sales CRM Software Software 85

MTD Sales Training

APRIL 19, 2020

People will not be making big decisions that will affect their current cashflow or investment. Making a virtual call to a prospect means you need to have all your ducks in arrow, more so than when you’re face to face. Make sure you can help if things go wrong. Do be future-focused. Do prepare effectively.

Meetings 62

Meetings Virtual Selling Decision-making Software 62

MTD Sales Training

MAY 24, 2012

Once the prospect feels that your interest in the buying decision rest largely on the fact that you NEED the sale, it is all over. The problem is that often you really DO NEED the sale. Let’s say that on your average sale you earn £400. Therefore, you actually earn but £80 per sales interaction (£400 divided by 5).

Sales 125

Sales Decision-making Sales Training Digitalization 125

MTD Sales Training

OCTOBER 17, 2016

This may also be a key decision-making proposition for some. Think of how Apple with their iPod and iTunes have revolutionised the simplicity and convenience of searching for, downloading, buying and listening to digital music. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub.

Value Proposition 48

Value Proposition Innovation Sales Training Decision-making 48

Insightly

NOVEMBER 20, 2023

They can also use it as a venue to entertain clients and prospects, to make their win rate soar. It’s a great, easy option that can be sent digitally as well. One thing about sales people is that they are typically working at odd hours. Subscription to an online sales training program. In a slump…grab a course!

Negotiation 52

Negotiation Sales CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

They can also use it as a venue to entertain clients and prospects, to make their win rate soar. It’s a great, easy option that can be sent digitally as well. One thing about sales people is that they are typically working at odd hours. Subscription to an online sales training program. In a slump…grab a course!

Negotiation 52

Negotiation Sales CRM Prioritization 52

Showpad

FEBRUARY 3, 2020

A Sales professional with easy access to updated marketing collateral and personalized coaching modules is infinitely more prepared to sell and close deals than the rep who must devote time and energy to scouring folders and files for content, or who lacks the skills to guide leads through key touch points in the Sales process. .

Sales 85

Sales Onboarding Decision-making Software 85