MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. You just lose all momentum and it always seems to be the decision maker!

Meetings 77

Meetings Suppliers Sales Training Sales 77

Upland

AUGUST 30, 2023

It represents the culmination of their journey, where they have progressed through the earlier stages and are now highly engaged and ready to make a purchase. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision.

Decision-making 195

Decision-making Software Software Retail 195

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. Let’s dive into the capabilities that make a salesperson truly exceptional and how to develop these qualities in your sales team.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Brooks Group

MARCH 25, 2024

Sales teams that don’t follow their sales process find it difficult to meet sales goals. IMPACT is a straightforward acronym representing the core stages of the sales process : Investigate, Meet, Probe, Apply, Convince, Tie-It-Up. This levels the playing field and makes sales cycles and revenue more predictable.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

MTD Sales Training

SEPTEMBER 19, 2018

Are you using video meetings in your sales process? I absolutely hate it when at the start of a meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. Be prepared and make sure everyone knows what they need to do to access the session beforehand.

Meetings 86

Meetings Sales Training Software Software 86

Account Manager Tips

NOVEMBER 19, 2022

Describe when and how you'll make your recommendation happen and immediate next steps. The reasons are many: relationship building; confirmation of strategy or tactics; seeking clarity to help deal with uncertainty; advice on decisions; get a decision changed; inform; educate; get action. Alternatives (2 minutes). Use humour.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Mike Kunkle

NOVEMBER 21, 2023

Custom System Design: Engineering tailored filtration systems to meet the unique requirements of each client. Compliance and Regulatory Support: Assistance in meeting and adhering to industry-specific air quality regulations and standards. Now, customers are demanding more.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

SuperOffice

JANUARY 19, 2022

Types of customer meetings. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting. This is your first meeting with a warm, qualified lead that’s held with the goal of understanding the specific needs of a prospect. Follow-up meeting.

Meetings 63

Meetings CRM Decision-making Sales 63

Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Commission-based pay and fluctuations in sales volume can make it challenging to predict your monthly or annual income. This can make it difficult to maintain a healthy work-life balance.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Flevy

APRIL 24, 2024

To make sense of this phenomenon, Jay Barney introduced the VRIO framework. Value Value focuses on the significance of a resource in enabling the organization to meet threats or opportunities. A valuable resource must make a significant impact on an organization’s effectiveness or efficiency.

Digital Transformation 52

Digital Transformation Organization Decision-making Leadership 52

Flevy

FEBRUARY 9, 2022

The Strategic Thinking Games provide Decision Making models for senior executives to choose from and use as per the situation. Each of the Strategic Thinking Games warrants employing a different mindset and decision-making approach to confront the challenges presented by a particular problem. Organization Learning.

Strategic Thinking 111

Strategic Thinking Decision-making Insurance Banking 111

Flevy

APRIL 25, 2024

This comprehensive approach provides a nuanced understanding of consumer behaviors and motivations, tapping into subconscious drivers of decision-making and preference formation. You can download an editable PowerPoint presentation on the Zaltman Metaphor Elicitation Technique (ZMET) Framework here on the Flevy documents marketplace.

Construction 52

Construction Digital Transformation Communication Decision-making 52

Openview

APRIL 20, 2018

It’s one thing to get meetings. If you need to drive your own pipeline, you need cold meetings. Unfortunately, many sellers don’t even believe that cold meetings result in sales. Unfortunately, many sellers don’t even believe that cold meetings result in sales. Cold Meetings Are Different. Why are you even here?

Meetings 65

Meetings Sales Decision-making B2B 65

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. In a landscape where intuition must be complemented by concrete evidence, sales metrics empower managers to make informed choices. The buyer is changing faster than we are as sellers.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Brooks Group

APRIL 10, 2024

Prospecting Techniques: Before the Sales Call The right sales skills and a consistent set of best practices before sales calls will make prospecting time more productive. Make sure every team member has a professional headshot, sales title, and product-oriented “About” section. Here are some to focus on. Pre-call planning is critical.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

APRIL 25, 2024

Alignment (or lack) between customer success and sales alignment can make or break the customer experience. Deeper Understanding of Customer Needs By fostering long-term relationships, you’ll gain a deeper understanding of your customers’ pain points, goals, and decision-making processes.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Zendesk

FEBRUARY 23, 2024

Follow along to learn more about customer personas, their importance, and how you can create one before download the customizable template. In doing so, you can identify what makes your customers tick and gain valuable insights into how to tailor aspects of your business to strengthen your connection with them and improve their experience.

Decision-making 52

Decision-making Brainstorming Media Communication 52

Brooks Group

OCTOBER 24, 2023

They will also be highly educated in the sales process your team has been trained in, and the sales enablement tools that will make the reinforcement successful. The coach is there to answer any questions, and to make the seller feel comfortable putting their new tools into action. Download this white paper to help guide your decision.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Nutshell

AUGUST 28, 2023

This data-driven approach helps you identify bottlenecks, refine strategies, and make informed decisions that create continuous improvement. DOWNLOAD THE FREE LIST 2. Qualifying The qualifying stage marks the first time your reps make direct contact with a lead. ‍ Whitney Sales Founder of The Sales Method 3.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Brooks Group

SEPTEMBER 22, 2023

Buyers have been tasked with making an important decision, and they want to be sure they get it right—and choose the product or solution that makes them look good. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team.

CRM 71

CRM Sales Software Software 71

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Sales Effectiveness Metrics: Metric: Sales call-to-close ratio Definition: The ratio of successful sales calls or meetings to the total number of calls or meetings made by sales representatives.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.

Procurement 68

Procurement Management Decision-making Sales Training 68

Nutshell

MARCH 15, 2024

DOWNLOAD Ready to become a better sales leader? FREE DOWNLOAD The importance of lead nurturing for closing deals It’s true that many sales reps out there obsess over closing deals versus building genuine relationships with their prospects and customers. You have to meet your prospect wherever they are in their buyer journey.

CRM 71

CRM Software Software Communication 71

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

SBI Growth

OCTOBER 26, 2012

How are you, the sales operations leader, going to measure the effectiveness of your 2013 Sales Kickoff Meeting ? Over the last three years the traditional sales kickoff meeting has drastically changed. In fact, the proper process to execute and measure a sales kickoff meeting includes four phases. Phase 1 – Research.

Meetings 117

Meetings Sales Decision-making Organization 117

Brooks Group

SEPTEMBER 27, 2023

Here are some tips you can use to reimagine your sales kickoff, while making it meaningful and relevant. Leverage Technology to Expand Who and When During the pandemic, many organizations were forced to hold fully remote or hybrid meetings. You want to make sure your salespeople understand what success in 2024 looks like.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? 4 Keys to Making the Persona Project Successful. During project meetings focus your thoughts on how to operationalize the personas. What changes do I need to make to our CRM or Sales Force Administration Tools? interactions where decisions are made).

Meetings 115

Meetings Facilitation Construction Decision-making 115

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. They are interested in hearing expert opinions, industry insight, and anything that may guide them as they make business decisions. Download the interactive pdf here.

Decision-making 82

Decision-making Sales Training Media Publishing 82

AchieveIt

AUGUST 23, 2023

In this section, we’ll explore some key strategies recommended by Joe Krause , VP of customer engagement at AchieveIt, to make your strategic planning and execution processes more resilient. It’s important to carve out dedicated time for planning sessions, setting clear objectives, and establishing a fixed cadence for meetings.

Banking 52

Banking Decision-making Organization Finance 52

AchieveIt

JULY 10, 2023

Quarterly tracking seems like a reasonable approach, giving you enough time to assess performance and make the necessary adjustments. They should be guiding the organization and making strategic decisions, but instead, they’re spending around 70% of their time dealing with these updates.” Decisions cannot be made confidently.

Decision-making 52

Decision-making Stakeholders Meetings Facilitation 52

Hubspot Sales

AUGUST 11, 2020

It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision.

Software 142

Software Software Meetings Decision-making 142

ACT

MARCH 11, 2024

But, with digital transformation becoming the norm for businesses across all industries, notes and spreadsheets are no longer the right fit for managing customer relationships and meeting your business needs. Each team member downloads the file on their computer and updates relevant details after talking to a client.

CRM 52

CRM Small Business Software Software 52

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. We arranged to meet at the store. The bottom 20% focus on two things: “How do I make my number?” They want to rep a good product, they think well of themselves, and they want to make money. I work at [new store].” I didn’t care. and, “How do I stay alive?”

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Nutshell

FEBRUARY 6, 2024

But there are several key elements that make a sales strategy an activity-based selling strategy: A focus on sales activities: Rather than just focusing on outcomes, activity-based strategies focus on the day-to-day actions sales reps can take to move deals forward. Why use a next-action approach to sales?

CRM 62

CRM Sales Prioritization Decision-making 62

Brooks Group

AUGUST 28, 2023

Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process. They are also more likely to make an investment sooner and with a larger amount of money. Make sure to remind them to enter every prospect interaction with an intention to provide value.

Sales 61

Sales Suppliers Decision-making Sales Training 61