Mike Kunkle

NOVEMBER 21, 2023

This shift from account management to proactive hunting for new business requires a fundamentally different skill set (and possibly a different make-up or Sales DNA). This shift was met with varying degrees of comfort and resistance, highlighting the need for training and mentorship to bridge this gap.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Brooks Group

AUGUST 28, 2023

So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. They are also more likely to make an investment sooner and with a larger amount of money.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Red Star Kim

OCTOBER 13, 2023

A New Approach to Writing Job Descriptions (hbr.org)) Then it was over to the delegates – split into two teams to consider what current and future competencies they felt were important.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

MTD Sales Training

MAY 30, 2018

You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The concentration of skills has changed considerably, and I have noted below just seven areas that you should focus on to make the transition from salesperson to having a consultancy mindset.

Decision-making 67

Decision-making Strategic Thinking Sales Sales Training 67

Zendesk

JULY 26, 2021

You’re a B2B sales agent trying to convince a prospect to make a purchase. Sales enablement gives sales agents the context they need about each buyer as well as the solutions to the buyer’s unique challenges. The marketing team needs to collaborate with the sales team and provide them with the right content.

Sales 52

Sales Sales Training Software Software 52