Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Applying R-Value-PIE to your Sales Approach.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

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

Apptivo

JULY 4, 2023

10 Sales KPIs 1.1 Monthly Sales growth 1.4 Sales pipeline 1.8 Sales cycle length 1.9 Sales closed-won vs closed-lost opportunities 1.10 But to ensure they’re heading in the right direction and making the most of their sales efforts, they need a compass, a guiding light. New leads 1.2

Sales 52

Sales Profitability Sales Management Sales Training 52

Brooks Group

FEBRUARY 28, 2023

What Is Sales Management? A sales management process involves working together towards a common goal to increase profit and revenue targets by implementing strategies to help the sales team hit set targets. For better decisions and better workflow, sales management is important.

Software 52

Software Software Management Sales 52

Brooks Group

MARCH 27, 2023

How Do Sales Operations Work? Sales Operations (or SalesOps) reduces the time and effort required for your sales team to close deals. It handles every aspect of your sales process, making your salespeople more effective and successful. Sales operations and sales management are two different aspects of a business.

Sales 52

Sales Advertising Sales Training Profitability 52

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). A Performance & Outcome-Focused Approach, Yes.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. Compared to B2B sales, B2C sales are usually more spontaneous and generate a lower profit per sale.

B2C 98

B2C Sales CRM Profitability 98

Brooks Group

FEBRUARY 28, 2023

Sales Cycle Time Sales cycle time refers to when you first contact a prospect until they make their purchase decision. This measurement helps you identify which areas need improvement to optimize your sales process and shorten the overall cycle. When sales managers provide these tools, the sky’s the limit.

Sales 52

Sales e-Learning Profitability Acquisition 52

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. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. FREE DOWNLOAD Why is sales productivity important?

CRM 71

CRM Sales Software Software 71

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Sales Training 138

Sales Training Sales Decision-making Communication 138

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Let’s look at the elements that make up the sales velocity definition.

B2C 52

B2C Sales e-Learning Software 52

MTD Sales Training

MAY 23, 2018

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. One of my training consultants said to him that the problem couldn’t be solved in just half-a-day with some closing tricks, tips and techniques. “If Managing Director. Do you agree?”.

Sales Training 67

Sales Training Decision-making Profitability Sales Management 67

Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure. Why is Sales Negotiation Important? Negotiation is not easy.

Negotiation 85

Negotiation Emotional Intelligence Sales Profitability 85

MTD Sales Training

FEBRUARY 8, 2018

I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years. The overall cost of advertising, screening, hiring, training and coaching a new salesperson can run into many thousands of pounds. Managing Director. MTD Sales Training. Happy Selling!

Advertising 70

Advertising Sales Training Decision-making Sales Management 70

MTD Sales Training

MARCH 16, 2017

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. If we give the discount then a large chunk of profit disappears for no good reason. In the words of the sales manager, “I don’t want to upset the buyer”.

Negotiation 48

Negotiation Profitability Sales Training Decision-making 48

PandaDoc

APRIL 21, 2023

Key accounts deliver huge revenue and profitability compared to other clients in your business portfolio. The idea of strategic account management is to increase the customer lifecycle of each key account. Though they may excel with no interference, your input could also make a significant difference in their spending.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

PandaDoc

MAY 6, 2019

Long ago, in a time before the internet, sales organizations struggled to gather enough quality data. Decisions based on guesswork or intuition were the norm. We wear “data-driven” like a badge of honor, but in truth, many B2B sales professionals simply suffer from data overload. Establishing data-driven sales processes.

Decision-making 88

Decision-making Sales Organization Internet 88

Corporate Visions

NOVEMBER 7, 2018

Show your sales reps how to lead to your offerings by creating the urgency for customers to make a change in the way they’re solving for future challenges. Enable conversation competencies vs. sales processes. That would make for a big kickoff! Then you can position your offerings in a unique and impactful way.

Meetings 64

Meetings Suppliers Sales Decision-making 64

MTD Sales Training

OCTOBER 26, 2018

We approached it from a different angle, and interviewed the sales team to find out if motivation really WAS the main issue. We found that low morale was, in fact, the RESULT of everything else going on, rather than being the CAUSE of the decrease in sales. Would your solution increase overheads or have a detrimental affect on profits?

Sales Training 87

Sales Training Profitability Decision-making Sales Management 87

Zendesk

APRIL 28, 2022

Comprehensive sales coaching. According to sales expert Norman Behar , many sales managers: Don’t feel they have the time to coach. Either way, it’s the job of a sales coach to highlight the strengths of a sales team and help them work together to improve their weakest areas. What makes a killer sales coach?

Sales 52

Sales Sales Training CRM Decision-making 52

Liston Witherill

APRIL 21, 2021

They’d always run a profitable business before, so why have a system to guide sales? Selling Is About Understanding People My science background left me wanting a lot more than the available sales training literature had to offer. I noticed something else about the existing sales training literature.

Decision-making 52

Decision-making Sales Training Retail Marketing 52

Zendesk

JUNE 28, 2022

While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. It’s clear that providing your team with thorough sales training is well worth the effort.

Sales Training 52

Sales Training B2B Sales Profitability 52

Hubspot Sales

MAY 25, 2018

Adding insult to injury, after they’re slow to get involved in a potential sales opportunity, many salespeople further reduce their effectiveness by leading with their product or solution. Again, it’s untrained or poorly trained sellers who don’t know any better. What are the consequences of making the offering the hero of the story?

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

Mike Kunkle

NOVEMBER 21, 2023

But now… Sales are flat, having leveled off to slightly below pre-pandemic levels, with slightly higher services revenue (due to the influx of new customers during the pandemic surge). Sales is discounting again, significantly, further reducing profit margins. This allows you to create content to aid buying decisions.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” Knowing how the customer and others produce and profit — When you are trying to make a mental impact on the decision-making process. Sales Management.

Leadership 130

Leadership Profitability Media Internet 130

PandaDoc

NOVEMBER 15, 2021

What makes a successful sales culture? If you promote a solid, healthy sales culture, your salespeople will perform at their best. Take advantage of a number of sales competitions and incentives. Make sure you carefully select the best salespeople to reduce rep turnover. But, what does this mean?

Sales 52

Sales Communication Decision-making Meetings 52

PandaDoc

MAY 26, 2022

For example, if one of your KPIs revolves around the number of outbound follow-ups that a rep makes month over month, a rep has complete control over that. For example, if you’re working with an inbound sales team, measuring them against the KPI of inbound calls wouldn’t make any sense. Generate a target market analysis.

Sales 52

Sales Business Planning Acquisition Small Business 52

Jeffrey Gitomer

APRIL 21, 2011

This is a 100% price driven sale. Low profit. Find out a little bit about the prospect’s business so you can go into the sales call with answers and ideas that may get the prospect excited enough to buy. The correct question to ask is: How will the decision be made? What about the value? Can I bid on…?

Media 134

Media Leadership Suppliers Decision-making 134

Hubspot Sales

SEPTEMBER 26, 2018

You’ll see the best sales teams are getting better every single day. They make it easy for new and seasoned reps alike to improve, which gives them the best chance to beat quota. Here are the tips for creating a winning sales culture through sales training and beyond. 4 Tips for a Winning Sales Culture.

Sales Training 89

Sales Training Sales Decision-making Sales Management 89

Brooks Group

DECEMBER 27, 2022

Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole. For our purposes, we will be discussing sales goals as they relate to the sales manager. All calls are not created equal.

Sales 77

Sales Sales Leadership Leadership CRM 77

Hubspot Sales

AUGUST 8, 2019

You can’t manage what you don’t measure. While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Sales Hiring Metrics.

Acquisition 136

Acquisition Sales Media Meetings 136

Showpad

NOVEMBER 14, 2019

The question is, in this new challenging climate, how can sales not only survive, but learn to thrive ? Here are our five top tips to master this complex sale: . Identify and connect with decision makers. In addition, each of those stakeholders will also have a team who influences their decisions.

Manufacturing 58

Manufacturing Finance Stakeholders Sales 58

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. Because every sale starts with a connection. Sales Gravy.

Sales Management 98

Sales Management Management Sales Publishing 98

PandaDoc

APRIL 3, 2023

The sales and operations planning process should guide your inventory-related decisions, and it should help you develop better relationships with your customers, but “should” can only take you so far on its own. If you’re wondering “what does S&OP stand for”, the quick answer is “sales and operations planning”.

Supply Chain 52

Supply Chain Sales Decision-making Procurement 52

Janek Performance Group: Account Planning

APRIL 26, 2022

In fact, in many cases, instead of looking for reasons to support their buying decisions, they are viewing everything with an eye of skepticism. With a detailed account management strategy, you can transition new customers into happy clients and eventually brand champions. The post Is Your Account Management Strategy Effective?

Account Management 52

Account Management Management Acquisition Decision-making 52

Hubspot Sales

DECEMBER 27, 2023

Pipeline management training can increase your sales manager’s effectiveness. It can also provide the necessary structure and knowledge to help sales teams improve their account management processes. Meanwhile, 62% want to improve account management and account-based strategies.

Management 93

Management CRM Sales Management Co-Creation 93