Is There Anything Else We Should Be Talking About?
The Center for Sales Strategy
MAY 7, 2018
A simple question, right? But, very powerful.
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Conversation skills book review 2 – How to talk to anyone: 92 little tricks for big success by Leil Lowndes (1999, 2017)
Red Star Kim
MAY 15, 2023
So here is Conversation skills book review 2 – How to talk to anyone – 92 little tricks for big success by Leil Lowndes (1999, 2017) for intermediates. Soon I will post the third in the series: Conversation skills book review 1 – How to talk to anyone about anything – James W.
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7 Reasons Why Clients Ghost You (and What to Do About It)
Account Manager Tips
OCTOBER 21, 2021
7 Reasons Why Clients Ghost You (and What to Do About It) When clients don't return your calls or messages, it can feel like they're ghosting you. The good news is their silence usually isn't about you. They might even disappear without saying anything. Feels the same about getting them to do something too. ghost·ing | ?g?-sti?
Help: How Do I Ask For Referrals From Existing Clients?
Account Manager Tips
AUGUST 10, 2021
Salespeople Perceptions and Top Performance Study , Why don't we like to ask for customer referrals? So, if you feel even the slightest twinge of anxiety about asking for a referral - it's OK. Don't be ambiguous about your request. You ask your clients to recommend you to people they know. How hard could it be? Really hard.
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Know Your Customer to Driving Growth and Revenue in Key Accounts
Upland
NOVEMBER 27, 2023
In this chapter, we break down how you can collaborate with both your team and your customers to get to the heart of the outcomes your customers want to achieve and how you can position yourself to deliver them. A pressure is anything that has a direct impact on your customer’s ability to reach their goals. What are their goals?
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8 Key Account Management Skills in Demand Right Now
Account Manager Tips
FEBRUARY 28, 2021
All this talk about the digital economy. HINT: That's you and me) In addition to us, here's what else they need: Data to make predictive decisions to support business goals. HINT: That's you and me) In addition to us, here's what else they need: Data to make predictive decisions to support business goals.
8 Mistakes That Destroy Credibility With Prospects (& How to Avoid Them)
Hubspot Sales
MAY 17, 2023
Fumbling Basic Information Calling your prospect by the wrong name or flubbing facts you should have confirmed via Google is always unacceptable. it can be tough to keep track of every detail about a prospect when you're juggling multiple deals simultaneously. It’s also an easy way to prematurely kill a deal.
The Complete Guide to Closing Calls
Hubspot Sales
MAY 24, 2023
The closing call is all about controlling the controllable. This ensures that I’m ready to address anything that might arise during the conversation. The last thing you need is something else on your mind distracting you from your prospect. Yes, you should. A closing call is like the finish line of a marathon.
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6 Ways To Turn Around a Client That Doesn’t Like You
Account Manager Tips
SEPTEMBER 20, 2022
And when they are wrong, for the sake of peace and customer retention, we say sorry. I haven't stopped talking about it since I came back. We were wrapping up my Key Account Management Master program and it was so exciting to see the progress everyone has made. About 45 minutes from Vilnius. Table of Contents.
Inherit Another Account Manager’s Mess? 12 Ways to Clean it Up Now
Account Manager Tips
DECEMBER 28, 2021
So you can ask them questions about how certain things came to be. You’re now in charge and anything that went wrong under your predecessor falls on you as well. If there's one thing I can guarantee every key account manager it's this: you will inherit clients. And not all of them will be in good shape. Don't worry, I got you covered.
How to Resize and Retool Your Sales Force
Mike Kunkle
JUNE 12, 2022
Now, facing a blossoming recession, we’re hearing of layoffs, downsizing, cost-cutting, and new hires being told their positions have vaporized. People should always come first, but for this post, from your company’s perspective, let’s start with the business stuff. This is a post I never wanted to write.
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7 Crucial Questions to Ask Prospects Throughout the Buyer's Journey, According to HubSpot's Sales Director
Hubspot Sales
MARCH 27, 2023
Your company's CRM should be able to clue you into what piece of content your prospect engaged with or downloaded. Just try to get them talking about their business pain and how the content they converted on relates to it. Is there anything else I can do to help you out right now?" Keep this question vague.
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Navigating Account-Based Selling: CRM, AI and Customer Understanding
Arpedio
FEBRUARY 20, 2024
Through thorough and expertly grounded exploration, we unravel how ABS not only tackles obstacles but also accelerates processes, promising to carve a path that shapes the future of B2B sales. AI is about trust. And about augmenting the human being. It is about putting more quality into our work.
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Door-to-Door Sales: The Complete Guide
Hubspot Sales
JANUARY 9, 2024
There’s no two ways about it: D2D sales can be tricky. 20 Tips for D2D Sales From getting hands-on experience to building trust, we share 20 D2D sales tips based on data and expert advice. What we love: If you want to see “Mighty oaks from little acorns grow,” look no further than Jim’s sales journey. But that’s not all.
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6 Sales Performance Metrics that Drive Revenue
Brooks Group
DECEMBER 20, 2023
Recently, Michelle Richardson , Vice President of Sales Performance Research at The Brooks Group, spoke with Alice Heiman , Chief Sales Energizer and host of the Sales Talk for CEOs podcast, about the pivotal role of sales metrics. The buyer is changing faster than we are as sellers. We need to catch up,” said Alice Heiman.
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The Secrets of Successful Key Account Management Teams with Laura Cuello
Account Manager Tips
OCTOBER 13, 2020
And that is true of any industry that you may be doing account management because the challenges come from the clients to ourselves and how do we partner with them. And that is true of any industry that you may be doing account management because the challenges come from the clients to ourselves and how do we partner with them.
21 Pieces of Advice from All-Time Great Entrepreneurs
Hubspot Sales
MARCH 23, 2021
The first thing that you can do with social media is finding out and understand why people like or dislike … You actually get to see the reality of what people think about you." —. To have a successful career, you have to approach it as an entrepreneur, even if you are working for someone else. Johnson, Co-Founder, BET. That’s amazing!
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How To: Turn a Suspect Into a Prospect
Brooks Group
JANUARY 10, 2023
One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Your salespeople should be acutely aware of your company’s criteria for a qualified prospect. We believe qualified prospects have the following characteristics : Awareness of a need.
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How agencies are navigating the legalities of AI use, with Sharon Toerek
Account Management Skills
AUGUST 7, 2023
This episode is for you if you’re interested in how the AI landscape is changing for agencies and what you need to know from a legal perspective about your use of AI. We have included of Sharon’s contact details in the transcript below. So, Sharon, can we kick off? Can you talk a bit about Toerek Law?
How To: Get Your Price
Brooks Group
MARCH 8, 2023
They should be thinking about how to get their price from the moment they first speak with the prospect. We can likely agree that a bottle of water should only cost a couple of dollars, maybe a little more depending on the brand. View this week's video How Do I Help My Team Get the Pricing They Want?
What agencies need to know about generative AI, with Roy Murphy
Account Management Skills
APRIL 3, 2023
– what you need to know right now as an agency account manager about the AI industry – how he thinks the AI landscape will evolve in the future – and why agencies should be looking to partner with AI experts to help position themselves one step ahead of their clients. . Roy, a very warm welcome.
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The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More
Hubspot Sales
JANUARY 24, 2018
Like it or not, small talk is integral to your success. To help you master this crucial skill, we’ve written a comprehensive guide to small talk. What is small talk? How to make small talk. How to make small talk. Small talk topics. How to talk to strangers. How to get better at small talk.
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Leading with Connection: Reflections on Modern Leadership
Planview
MAY 16, 2022
If there’s anything we have collectively learned in the past two years, it’s that it takes effort to stay connected. At Planview, we’re very invested in helping businesses stay connected; our mission, which we repeat and display wherever we can, is to build the future of connected work.
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22 Responses to the Sales Objection "It's Not a Good Time to Buy"
Hubspot Sales
APRIL 9, 2018
Here's the timeline for ROI if we start in X months. Is it the timing, or is something else concerning you?". Is there anything I can give you to make a stronger case to [decision maker]?". Can we talk about this next quarter? What’s holding you back?”. When would be a good time to buy?”. Silence]. "Do
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Solution Selling: Tips to Help You Improve Your Pitches
Brooks Group
DECEMBER 8, 2022
In this article, we will cover everything you need to know about solution selling and give you a new prospect for the sales pitch approach. We’ll discuss what it is, when to use it, and a few tips to improve your sales pitch. . We’ll discuss what it is, when to use it, and a few tips to improve your sales pitch. .
100 Case Study Interview Questions [Updated for 2018]
Hubspot Sales
JANUARY 25, 2018
It should be a lightweight process -- [I, a product marketer] will ask you roughly [10, 15, 20] questions via email or phone about your experience and results. It should be a lightweight process -- [I, a product marketer] will ask you roughly [10, 15, 20] questions via email or phone about your experience and results.
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AI in Leadership – the Ethical Dimension
MDI Training
JANUARY 29, 2024
The topic of AI is also very much about ethics. I would be particularly interested in this: What ethical considerations should leaders consider when dealing with AI? But this would also be possible in completely different formats – for example, I could talk to the AI or watch an AI-generated video.
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Dealing with adversity as an agency owner, with Rebecca McIntyre-Smith
Account Management Skills
JANUARY 9, 2023
And if you’re listening to this at the beginning of 2023, and you want this year to be the year that you not only retain your agency accounts, but you grow your accounts, you can also connect with me on LinkedIn and let’s talk about training for either you in your account management role, or a member of your team.
How to pitch to procurement, with Jessica Bowler and Iris Gatzweiler
Account Management Skills
JANUARY 25, 2022
Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. We’re very excited to be back.
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Help! How Do I Tell Clients About a Price Increase?
Account Manager Tips
NOVEMBER 9, 2020
Is there anything worse a key account manager has to do than tell clients about a price increase? Preparation Planning is everything when telling clients about a price increase. Self-care Conversations with clients about price increases are rarely easy and frequently unpleasant. You're between a rock and hard place.
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Top LinkedIn profile tips: Boost your professional presence
PandaDoc
AUGUST 9, 2023
In this article, we will provide you with the LinkedIn profile tips and tricks that will sharpen yours until it’s a samurai sword ready to slice through pain points, objections, and the doubts of prospects or potential employers. Profile photo Earlier, we compared LinkedIn to another famous social networking site. No sombreros.
10 Templates for Follow Up Emails After an Interview, Job Application, and More
Hubspot Sales
APRIL 8, 2020
Follow-up emails should be sent after interviews, application and resume submissions, business meetings, sales pitches, and more. However, it's all about how your email is crafted — from your subject line to your signature. Pleasure to learn more about [Company Name]. Excited about [ ] opportunity. The question is, how?
The 6-Step Guide to Effective Sales Call Mapping
Hubspot Sales
MARCH 22, 2021
That's the crux of effective call mapping — let's take a more in-depth look at how that should happen. Every prospect you communicate with is unique, and your call mapping should reflect that — to a certain extent. You don't want to just jump onto a call without knowing anything about who you're talking to.
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5 Tips to Help Improve Your Cold Calling Techniques
Brooks Group
DECEMBER 22, 2022
Anybody in the marketing field knows about cold calling, at least by name; this sales technique is notorious among marketers and consumers alike. In this article, we will lay out some of the best cold-calling tips to ensure a successful cold call. Consumers may famously hate cold calls. Cold Calling Tips. What is Cold Calling?
50 sales-probing questions to better understand your prospects
Zendesk
OCTOBER 20, 2022
A probing question is an open-ended question that nudges prospects toward revealing more information about their situation. Learning about a prospect’s needs, wants, budgets, and goals keys sales reps to the best tactics to guide their prospects toward buying. These enable prospects to tell stories about their own situation in detail.
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Video Blog: Change Management Best Practices
SalesGlobe
SEPTEMBER 1, 2022
And we both actually used to work for the same retailer for, gosh, years years. And so Allison, you want to tell us a little bit about yourself? And I just transitioned to a full time change management consultant about four and a half years ago. Gail Wright . Hi my name is Gail Wright, and I am a consultant with SalesGlobe.
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How to systemise account management in your agency, with Alex Raymond
Account Management Skills
AUGUST 24, 2021
In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. We chatted about: – the importance of having a client development plan. We chatted about: – the importance of having a client development plan. Kapta is a key account management platform.
11 AI Predictions in Sales for the Next Year [Data + Expert Tips]
Hubspot Sales
AUGUST 30, 2023
Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. For example, some sales reps are skeptical about the accuracy of AI. Here are the top 11 AI predictions in sales that you should keep your eyes on. But what changes will it bring to the sales industry?
How to Leverage Segmentation to Boost Cold Emailing
Hubspot Sales
OCTOBER 1, 2021
There are several resources online about best practices for crafting the subject line of a cold email. To send out a cold email with relevant content, you must have accurate information about your recipient and the right segmentation in place. That means you have to talk to each one of them in a personalized way. The good news?
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How to market your agency business, with Dan Archer
Account Management Skills
DECEMBER 19, 2022
You’ll find more details about my training programmes here. You can also book a quick call with me to talk about your specific needs. He specialises in helping agencies with their own marketing, which is a topic we haven’t talked about on the podcast before. So we really do have an expert here.
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Rethink Sales Podcast: The Performance Review Review
SalesGlobe
OCTOBER 4, 2022
And today, Michelle, we’re going to be talking about some current events and news items that are just near and dear to our hearts and emotions and minds. Oh, yeah, we’re gonna be talking about coming back to work. Fear of recession, we have massive inflation, wages are going up.
Season #1, Episode #55: Building Loyalty In Micro
The Congruity Group
APRIL 6, 2023
Watch the episode here Listen to the podcast here About Mark Ross-Smith Mark ‘Mr Loyalty’ Ross-Smith, is an award-winning global airline loyalty industry leader. Building Loyalty In Micro-Moments With Your Customers With Mark Ross-Smith Generating Value Through Emotional Drivers I’m excited to talk to Mark. We wrote this book in 2018.
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A creative director’s perspective on account management, with Joey Tackett
Account Management Skills
SEPTEMBER 4, 2023
I asked Creative Director, Joey Tackett , to join me and discuss what’s most important to him about working with account managers so we can see account management through the lens of the creative team. So that’s what I’m really passionate about today after having done this for 23 years. 02:29 Jenny Plant Amazing.
How to Build a Globally Remote Team That Really Works
Help Scout
JUNE 30, 2021
That separation is about more than weather and the relative deadliness of the local wildlife. Given the challenges above, why should any company bother with hiring staff in more remote time zones? Meanwhile, I cling to the bottom of the planet in Australia, probably in your tomorrow. Remote vs. really remote.
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