Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Aepiphanni

MARCH 30, 2021

When talking about finance and accounting, there are a variety of terms to keep in mind. To give an overview, margin is sales minus the cost of goods sold while markup is the amount added to the total cost incurred to produce the goods. One of those is the difference between margin and markup. Price – Cost) ÷ Price = Margin.

Finance 59

Finance Profitability Retail Sales 59

Account Manager Tips

MAY 25, 2021

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Sales people won the clients. Key account managers kept them. Key Account Management Concepts.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

AUGUST 24, 2023

He has also been a management consultant, a marketing director and a financial journalist. And there’s a pragmatic guidance on pitching, pricing (six things clients consider, a table of alternative fee structures ) and a simple project management methodology. And touches on segmentation and sales force automation.

Finance 130

Finance Government Profitability Banking 130

SalesGlobe

DECEMBER 5, 2021

Companies spend a lot of precious time and energy developing their sales strategies and programs for the coming year. For sales management what we tend to see are a less than effective methods that drive the quotas with less than effective results. Increasing quotas by 2% will lead to an increase in sales performance.

Sales Management 52

Sales Management Management Finance Supply Chain 52

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. Is this deserved?

Procurement 70

Procurement Management Decision-making Sales Training 70

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

Management 124

Management Performance Review Sales Software 124

QYMATIX

MARCH 26, 2024

This article focuses on the key factors that have become essential to success in wholesale distribution, such as well-managed customer relationship management, its importance and what it entails. Customer Relationship Management – What is it? Predictive sales software offers a shorter time-to-value (amortization time).

Management 52

Management Artificial Intelligence CRM Software 52

Hubspot Sales

SEPTEMBER 27, 2023

Picture this: You're a sales leader determined to drive revenue growth for your business. They're spending hours manually managing subscriptions and dealing with frustrated customers. In this post, we will go over: What is Subscription Management? How Does Subscription Management Work? Why Manage Subscriptions?

Management 87

Management Software Software Decision-making 87

Force Management

MARCH 19, 2024

Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance. When one deal slips, that’s a deal problem.

Manufacturing 80

Manufacturing Finance Organization Management 80

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. Larger professional services firm were using automation in this area.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Upland

AUGUST 25, 2023

Develop strategies for managing stakeholder expectations and ensuring their buy-in. After all, it takes an entire team to win a deal in today’s complex sales landscape. You need strong software solutions to turn these countless, important insights into actionable, daily sales activities.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Arpedio

OCTOBER 17, 2023

Account management software tools Account Management Software ← Back to blog Account management software solutions have transformed the way businesses handle their account planning and client interactions. Account management plays a central role in building lasting client relationships and ensuring customer satisfaction.

Account Management 52

Account Management Software Software Management 52

Hubspot Sales

AUGUST 22, 2018

Sales manager job description. Sales managers are responsible for helping their reps meet individual quota, getting the team to hit quota, forecasting sales and running sales reports, providing mentorship and training, recruiting, hiring, and onboarding new salespeople, and more. Sales manager requirements.

Sales Management 140

Sales Management Management Sales Onboarding 140

Arpedio

JANUARY 3, 2024

When it comes to improving sales performance, businesses rely on various functions such as sales enablement and sales operations. These two roles play a crucial part in driving revenue growth and achieving sales objectives, albeit with different focuses. Enter sales enablement.

Sales 52

Sales Finance Sales Training Decision-making 52

Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. The demand for certain sales roles rises and falls as time passes. We wanted to provide you with a list of some of the most hireable sales jobs for 2023 and beyond — so you can choose the best job for you.

Financial Services 101

Financial Services Manufacturing Finance Transportation 101

Red Star Kim

SEPTEMBER 26, 2023

Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. increasingly M&BD professionals play a part on the front line of client contact for example, as account managers) Client concentration? Role in direct client contact?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

PartnerTap

FEBRUARY 17, 2021

Dinners and face-to-face meetings have been replaced with Zoom happy hours, sales conferences are now virtual, and work from home is the new normal. Sales Revenues, cash flow, net income and ROI are key examples of measurable KPI’s that should be tracked with your Partners. Mckinsey On Finance. McKinsey on Finance.

Digital Transformation 98

Digital Transformation Digitalization Management Finance 98

QYMATIX

MARCH 26, 2024

This article focuses on the key factors that have become essential to success in wholesale distribution, such as well-managed customer relationship management, its importance and what it entails. Customer Relationship Management – What is it? Predictive sales software offers a shorter time-to-value (amortization time).

Management 40

Management Artificial Intelligence CRM Software 40

Hubspot Sales

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Finance 108

Finance Sales Account Management Leadership 108

Sales Outcomes

AUGUST 29, 2022

Sales Quotas are an imperfect sales management tool, and the quota-setting process has its share of drama, “horse-trading,” and “hand-to-hand combat” with the finance team. We run through the process yearly, hoping that quotas will yield reliable results and that sales and finance will celebrate.

Finance 52

Finance Sales B2B Software 52

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 69

Sales Training Sales Decision-making Negotiation 69

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

ClearPoint Strategy

MAY 13, 2021

Project management is a priority at nearly every organization today because of its effectiveness at setting proper expectations around what can be delivered, by when, and for how much money. Good project management helps teams do much more than deliver what’s been promised. Chapter 1: What Is Project Management? Click To Tweet.

Management 95

Management Software Software Construction 95

PandaDoc

MAY 28, 2024

Modern consumers spend more time doing their own research and less time listening to sales pitches. Read this guide to learn the ins and outs of consultative sales. Key takeaways Consultative sales is customer-centric and focuses on building relationships. What is consultative sales? Why is consultative selling important?

Sales 52

Sales e-Learning Healthcare Software 52

Luminas Strategy

SEPTEMBER 26, 2022

Whether speaking with HR, IT, Training, Finance, or another business unit, the Sales leader needs to begin with: “If I had X, it would drive revenue like this.” As obvious as that sounds, we talk with many sales leaders who don’t have these seemingly basic answers. If not, they need to have a conversation with Sales leaders.

Finance 52

Finance Sales Account Planning Organization 52

PandaDoc

APRIL 8, 2024

A deal desk introduces a new approach to managing deals. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Hubspot Sales

AUGUST 17, 2020

While many companies are hyper-focused on making the sale, building lasting relationships with customers is an essential aspect of achieving sustainable business growth. Essentially, account development is the go-to organization for managing the sales process and determining the revenue-generating potential of customer accounts.

Account Development 95

Account Development Management Advertising Profitability 95

Sales Management Plus -- SMP

APRIL 11, 2024

The most common determination of enterprise value in wholesale and durable goods distribution is a long-term track record of profit and sales growth. Shareholders, financing partners and potential acquirers of your business see through short-term strategies to boost profits. You cannot cut your way to real value.

Shareholders 52

Shareholders CRM Profitability Finance 52

Showpad

JUNE 29, 2021

Content management is all about the storage, management, distribution and governance of content assets. The selling challenges that directly link to sales content management. Both challenges are linked to the enablement domain of sales content management. To dig into all the data, visit the study homepage.

Management 59

Management Sales Manufacturing Government 59

ClearPoint Strategy

SEPTEMBER 2, 2021

Your performance management goals—those that define what your organization wants to achieve over the next three to five years—should be based on your overall strategic plan. Below are 12 examples of performance management goals that might serve as a basis for your own goals, with some tweaking to match your organizational strategy.

Management 98

Management Government Profitability Manufacturing 98

Arpedio

JULY 9, 2023

How to Achieve Sales Success with Accurate Sales Forecasting ← Back to blog Is it possible to achieve unprecedented growth by making data-driven decisions through sales forecasting? Sales Forecast: An Introduction 2. Why You Should Rely on Sales Forecasting Software​ 3. Forecasting Sales: Are You Convinced Yet?​

Sales 52

Sales Decision-making Software Software 52

Hubspot Sales

JUNE 6, 2019

Considering a career in sales but want something that pushes the limits of a traditional sales rep’s role? Enter, the sales analyst. It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. Sales Analyst.

Supply Chain 111

Supply Chain Finance Sales Account Management 111

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling. Key Account Management.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

Apptivo

JANUARY 2, 2022

According to a study , 42% of property managers prefer adapting to new technologies to keep their properties relevant to today’s market. Customer Relationship Management Software is implemented by companies of diverse industries to manage their customer relations. 5 Ways To Manage Your Real Estate Leads.

CRM 97

CRM Management Decision-making Software 97