Upland

MARCH 12, 2024

We’ve written several guides on AI and the potential it holds for sellers. Why human sellers are here to stay But before getting into it, we have to say that even at this junction, it’s clear that AI isn’t replacing human sellers anytime soon. Many sellers feel like it might be coming for their jobs.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. And it should almost always look different to their strategy for smaller accounts. There are many reasons for this. That said, any account manager worth their salt has a strategy for their key accounts.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Upland

SEPTEMBER 29, 2023

While it’s complicated to map out one person’s goals, motivations and relationships, it’s vastly more complex to do the same exercise for every buyer in the group. Relationships are vital to winning deals that matter. Relationships are vital to winning deals that matter. Business has evolved.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

FEBRUARY 29, 2024

A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change.

Account Planning 195

Account Planning Management Leadership Organization 195

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Upland

OCTOBER 21, 2022

But what exactly is account planning, and why is it so important in 2023? . It does this by enabling the entire revenue team to collaborate on a winning strategy together. Who is Account Planning For? Who is Account Planning For? . Don’t take our word for it: the numbers speak for themselves. .

Account Planning 195

Account Planning Leadership Software Software 195

Mike Kunkle

AUGUST 30, 2023

To be clear, I applaud the focus on sales competencies, behavior change, and providing the other support needed for sales success – the right buyer acumen, sales process, methodology, content, tools, coaching, environment, systems, and more – all the components of The Building Blocks of Sales Enablement.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Upland

JULY 27, 2023

When it happened, it appeared that almost everyone from your favorite LinkedIn influencer to your solution provider also became an AI expert at the same frenetic pace. In fact, it might just be amongst the strongest applications for AI of all. That could all change now, thanks to generative AI in sales.

Digital Transformation 195

Digital Transformation Sales Digitalization Decision-making 195

Upland

MAY 4, 2023

After all, account planning is an ongoing, iterative process. As such, there is no one-size-fits-all approach to account planning. It shouldn’t be done simply from an account planning template. Account planning is all about identifying the people, problems, and potential that will unlock new opportunities.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Upland

JANUARY 26, 2023

Today, the horizon of B2B selling looks different than it did even just a few years ago. However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. If B2B sales is your domain, you may have already heard about account-based selling (ABS). The seller needs a revenue team.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

APRIL 5, 2023

To do this well, it takes more than just merely being “liked” by customers. It’s forever changed the world of B2B sales and continues to mold and shape it as sellers become more instilled in the buying journey. The ability to hunt and tackle deals alone is no longer as profitable as it once was. Here are a few reasons why.

B2B 195

B2B Advertising Decision-making Stakeholders 195

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. All you need is the right sales enablement AI tool. But with generative AI , sales teams can analyze data fast and uncover actionable insights. It frees them up to do what they do best—sell, sell, sell. So, how does it work?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. It’s entirely possible. That’s obviously important, but it’s a separate topic for a different day. Let’s dig in. Qualification First up, is qualification.

B2B 211

B2B Decision-making Sales Stakeholders 211

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Account Manager Tips

DECEMBER 28, 2022

It tells the world who you are. Are you happy with it? But if you're not, you better do something about it. With 94% of recruiters screening candidates on LinkedIn, it's your one and only chance to make a first impression. Sometimes it’s just you and a phone. don't ask your friends.

Artificial Intelligence 246

Artificial Intelligence Key Account Management Account Management Management 246

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Let’s dive in.

Leadership 103

Leadership Construction Prioritization Sales 103

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. But they are not the same thing.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? Win/loss reviews: 10 questions to ask Favourite podcast In other news Quote of the week. Where to find it : Apple Podcasts | Google Podcasts | Spotify | Stitcher You win some, you lose some Not every deal will go your way. Table of Contents.

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Account Manager Tips

JUNE 29, 2021

Assemble the win team. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Don't assume because you have the business, you'll keep it. Think about all of your possibilities and pick the best one. This means sooner or later, you will have a conversation with them about renewal.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

AUGUST 31, 2023

It includes research from leading real estate experts like JLL: “Among all real estate sectors, JLL’s data shows that the living/multi-housing sector made up the largest share of investment in 2022, at 32%, dropping slightly to 30% in 2023. There’s web and social media content about the key findings (e.g. trillion by 2031”.

Marketing 130

Marketing Leadership Government Logistics 130

Mike Kunkle

AUGUST 8, 2023

It’s worse when other departmental subsets or supporting departments are misaligned, as well. It’s how we can break down the walls that hinder communication and cooperation between departments, to foster a shared vision, common goals, and open channels for knowledge exchange. Conduct win-loss analysis. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

NOVEMBER 9, 2023

It’s unusually practical claiming to “demystify” the strategy process – comparing strategy theory with strategy in the real world. The author clarifies the strategic process while guiding the reader through it to create a new strategic mindset. The examples are mostly products so it’s not ideal for professional services.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

MARCH 4, 2024

Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. It can be frustrating and disempowering. And it is a relationship where you both have some responsibility. It takes two to tango! Some reasons are positive, others can be negative.

Management 147

Management Communication Leadership Digitalization 147

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Buyer beware.” Seller beware” is becoming the new norm.

Sales 115

Sales Decision-making Facilitation Marketing 115

Account Manager Tips

AUGUST 10, 2021

How hard could it be? But, for B2B companies, it falls to the sales team or the key account management team to ask. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. Really hard.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Mike Kunkle

NOVEMBER 26, 2022

I couldn’t be more honored to be involved and working with Felix and all of the “Builders” (our name for the participants) who join us. That seat isn’t earned by the number of projects completed – it’s earned by delivering results. And, it comes with a 30-day refund policy.

Sales 200

Sales Leadership Transportation Sales Training 200

Insightly

APRIL 19, 2024

You can find out about all the ways Insightly CRM works with Microsoft products and apps in a similar article. These integrations are available for all users, though some require a paid Insightly plan. To access the sidebar, search for it in the Google Workspace Marketplace and then download/install it.

CRM 52

CRM Marketing Customer Success Meetings 52

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. I have had seminars like this in the past and none were as insightful as this one”. Qualification.

Decision-making 130

Decision-making Communication Meetings Marketing 130

Account Manager Tips

MAY 25, 2021

It's a difficult concept to nail down and often misunderstood. So let's answer what it is, what it isn't, and how to do it well. But that's not all. Key account management origin story Once upon a time, not only did sales reps win the client, they also supported them long after the deal was done.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. But don’t be fooled by its brevity.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Insightly

APRIL 19, 2024

The good news is that you are all set either way with Insightly. You can find out about all the ways Insightly CRM works with Google Workspace in a similar article. These integrations are available for all users, though some require a paid Insightly plan. You’re doing this all from Outlook, so it’s super convenient.

CRM 52

CRM Marketing Communication Meetings 52

Red Star Kim

JUNE 1, 2023

Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors. It suggests the three legs of a value proposition are that it must resonate, differentiate and substantiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Insightly

FEBRUARY 12, 2024

We’re small, and we’re scrappy, trying to get the good word out about a modern CRM that’s affordable, flexible and scalable. We’re small, and we’re scrappy, trying to get the good word out about a modern CRM that’s affordable, flexible and scalable. Insightly vs. Salesforce can often feel like David vs. Goliath.

Software 52

Software Software CRM Small Business 52

Red Star Kim

JANUARY 28, 2024

Having facilitated this session many times in the past in face-to-face workshops, it was exhilarating to experience the change in running it on-line for the first time. To win hearts as well as minds. Develop organisational culture This inevitably led to a discussion about the link between leadership and organisational culture.

Emotional Intelligence 130

Emotional Intelligence Leadership Management Facilitation 130

Nutshell

APRIL 18, 2024

However, when your data is scattered across various platforms, you can’t harness its full potential. In this guide, we’ll explore what SCV is, its benefits, and how to implement it. It may differ depending on the data you have access to, which data matters to your business, and other factors. Want to learn more?

Government 77

Government CRM Decision-making Customer Experience 77

Red Star Kim

MAY 15, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. People also ask if there are any books to supplement people’s learning – or for those who want a deeper dive into the topic. There are a few tricks that made me cringe.

e-Learning 130

e-Learning Communication Meetings Digitalization 130