May, 2021

The Ultimate Guide to Using the Sales Process to Improve Sales Performance

The Center for Sales Strategy

Some people are skilled at closing a sale. It's easy for them to build rapport with customers, gather information, pitch a product or service, and then close the sale. Others excel only in connecting with prospects and find it incredibly hard to present a product or close the sale.

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4 Ways to Ensure Sure Asking Questions is not an Interrogation

Software Sales Guru

4 Ways to Ensure Sure Asking Questions is not an Interrogation I recently talked about the need to use a checklist during your sales calls.

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SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

Strategic Account Management Association

By Edmund Bradford, Managing Director, Market2Win Ltd. We have passed the tipping point of interest in sustainability. Sustainability and other good behavior metrics now need to be reported, meaning your strategic accounts will no longer be satisfied with bland statements of intent from your company.

Consistency: Your Key to Sales Success

Engage Selling

When it comes to sales success, consistency is key! There is no magic formula for creating sales results. Each individual is unique, as is each organization, product, and consumer. We live in a world of distractions.

Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

Psychology of a Successful Salesperson

Sales Readiness Group

Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. The first 100 calls resulted in zero meetings. On call 102, I booked a meeting with a VP at a hypergrowth startup.

How to make the most out of buyer intent data

Insightly

Buyer intent data is the product of studying people’s behavior in relation to the product or service a business offers. Buyers are smart and ready to do their own research. A company simply needs to reach out to the people paying attention. .

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To Be a Better Account Manager, Be A Better Storyteller

Kapta

As an account manager, you listen to your clients’ problems and needs, then inspire them with stories of possibility with your solutions. To do so, you need to take it up a notch and go beyond the customer stories prepared by marketing.

Applying Soft Skills to Hard Problems: Internal and External Alignment

Vantage Partners

Individual Effectiveness Vantage Views podcast

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Is your KAM Training approach strong enough?

KAM With Passion

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy.

Why Sales Coaching Matters, Plus 3 Ways to Get Started

The Center for Sales Strategy

To achieve your sales targets, it's imperative to effectively train the sales reps so they become more productive. Sales coaching can highly improve their skills as they become better salespeople. They can help generate more revenue for the company and help achieve business objectives.

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The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.

11 Red Flags to Look Out for When Interviewing Sales Reps, According to Experts

Hubspot Sales

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact.

5 Quick Tips to be a Better Key Account Manager

Account Manager Tips

How to be a better key account manager Do you want some quick wins to improve your key account management performance? Here are five quick tips that won't suck up a lot of time and will really help you understand where to add value. That's what key account management is about after all. Tweet.

How to Get the Most out of Your Key Account Management Software even if your CRM Data is Garbage

Kapta

Dirty CRM data is a problem. It decays 30-70% per year depending on the industry. ZoomInfo reported that this dirty data negatively impacts customer relationships in 54% of companies, leads to 25% more time being wasted, and contributes to the failure of 40% of business objectives.

Goals Without a Plan Are Useless | Sales Strategies

Engage Selling

This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself.

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The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

From Guessing to Guided as Told in Memes

Xant

The consumer experience has changed significantly. When smartphones hit the scene, data was used to understand our behaviors and provide more relevant content, and we, as buyers, became more independent with endless information at our fingertips. Of course… the data isn’t always spot on.

Personality Traits of Top Sales Performers

The Center for Sales Strategy

When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers. The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned.

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How to Motivate Your Sales Team: 9 Tried-and-True Strategies

Hubspot Sales

Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time.

How to Crush Customer Retention with Capture Plans [+ Templates]

Account Manager Tips

How to create a capture plan Capture planning is an essential strategy to retain your clients. Follow this 12-step capture plan process to fight churn and avoid competitive bids. Tweet. Share. Share.

Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

Critical Behaviors your team must adopt to get the most from Key Account Management software

Kapta

Key Account Management (KAM) is an essential function in your organization, especially in times of uncertainty. With 80% of sales coming from 20% of your customers and existing customers being the source of 70% of revenue, account management protects, retains, and grows this more profitable segment.

They Want to Renegotiate…Now What? (Part 2 of 3)

Engage Selling

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are … Read More » The post They Want to Renegotiate…Now What?

Vantage and Kotter Partner to Enable Change

Vantage Partners

Vantage Partners and Kotter Announce Strategic Partnership to Build Leadership and Change Capabilities Globally. Vantage Partners and Kotter today announced a strategic partnership to provide leadership training focused on navigating change and leading through turbulence. Together, Vantage and Kotter will offer learning solutions tailored for everyone from frontline staff, to middle management, to senior executives.

Why Salespeople Find Meetings With Their Manager a Waste of Time

The Center for Sales Strategy

Sales professionals are inherently focused on closing deals and increasing the number of accounts under their purview. As such, they are often impatient when it comes to their time and meetings with superiors are no exception. One-on-one sales meetings need not be inefficient.

How to Increase ABM Performance with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

The Ultimate Guide to Building a Team for Black Business Owners

Hubspot Sales

Welcome to Breaking the Blueprint — a new blog series that dives into the unique business challenges and opportunities of Black business owners and entrepreneurs.

A Simple Sales Negotiation Tactic that Works

Account Manager Tips

A simple sales negotiation tactic. Tweet. Share. Share. As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew.

When an Account Manager Leaves Your Team, How Big a Gap Is Left?

Kapta

It is estimated that people change jobs an average of 12 times from ages 18 to 52. If you do the math, that’s only 2-3 years per job.

How to Succeed at Creating an Intentional Day [PODCAST]

Sandler Training

Mike Montague interviews Ryan Bennett on How to Succeed at Creating an Intentional Day. The post How to Succeed at Creating an Intentional Day [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Self Development Attitude goals personal growth

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The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

The Purpose of Questions

Software Sales Guru

The Purpose of Questions When you’re on a sales call, you should have a purpose. That purpose helps to focus your questions and guide the call, to ultimately bring about a solution.

5 Reasons Why CRM Should Matter to Sales

The Center for Sales Strategy

For as long as there have been Customer Relationship Management (CRM) tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software.

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8 Must-Read Sales Books by BIPOC Authors

Hubspot Sales

First-hand experience is helpful when it comes to improving your sales performance. However, this first-hand experience is sometimes hard to come by, especially if you’re a member of a marginalized group underrepresented in your field.

The Secret to Successful Sales Negotiations

Account Manager Tips

Successful Sales Negotiation Strategy. Tweet. Share. Share. As an Account Manager, there's always something to negotiate. Whether it's setting expectations or upselling a new product, a commercial discussion is inevitable.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.