Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Leadership 7.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. Therefore, enablement is hard work. See what I did there?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. It goes beyond profiling customers and is supported by tools such as interactive product recommendations, sales enablement resources, and data-driven insights.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

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

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. Soft skills It’s jam-packed with research evidence, so you know the information is reliable.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Mike Kunkle

AUGUST 27, 2019

Learning: Learning is the act of acquiring new knowledge and skills. In this post, I’ll share strategies for organizational learning that utilize training, development, and education to create a learning culture, close identified competency gaps, and improve sales results. Goals of Organizational Learning for Sales.

Sales 130

Sales Onboarding Leadership Sales Training 130

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not.

Sales Management 130

Sales Management Management Sales Sales Training 130

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. We can go on the joint sales calls, give the correct feedback, and coach until we’re blue in the face.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Red Star Kim

MARCH 1, 2024

Questioning skills) (kimtasso.com). That’s the nature of the often long and protracted sales cycles in professional services. Some firms still have performance management systems that focus solely on billable hours – to the exclusion of any non-billable activities. And we can ask questions Why are questions so important?

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Construction 98

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%.

Sales Management 78

Sales Management Management Sales Meetings 78

Arpedio

OCTOBER 17, 2023

But how do you assemble, nurture, and lead a high-performing account management team? When seeking account managers , look for candidates who not only possess the required skills but also align with your company’s values and culture. A strong leader can inspire and guide the team to achieve their goals. Let's talk!

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. An emerging theme was the combination of people and problem-solving skills. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. However, some lack systems and data for monitoring activities once leads are passed to fee-earners for follow up and nurturing. This ignited ideas on how to address some of the issues.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

CMOE

AUGUST 5, 2021

While businesses believe coaching is one of the top-rated leadership skills , not enough of them are measuring their coaching success. Some common examples of coaching objectives are measurable improvements in the following areas: Employee performance. Leadership skills. 2. Track Skills.

Decision-making 96

Decision-making Leadership Meetings Organization 96

Revenue Storm

JUNE 15, 2021

The sales venue has changed… a lot. In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. The result of moving into a virtual environment has been “Zoom fatigue,” disengagement, and reduced skill mastery and results for many.

Sales Training 78

Sales Training Sales Leadership Sales Leadership 78

Arpedio

FEBRUARY 23, 2024

It involves the alignment and integration of sales, marketing, and customer success functions to drive efficiency, effectiveness, and ultimately, revenue growth. Key Components and Pillars Sales Operations : Sales operations encompass the processes, tools, and strategies that support the sales team in achieving their revenue targets.

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Flevy

MARCH 21, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Business Transformation frameworks used by management consultants. This development process is iterative and ongoing, with frameworks being continuously refined and updated to reflect new business realities and emerging best practices.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

Arpedio

DECEMBER 20, 2023

In today’s competitive business landscape, outbound sales can be a game-changer. In this section, we will discuss what outbound sales is, and the benefits and challenges of outbound sales. However, effective outbound sales requires a sound strategy, tailored to the target audience and the market.

Sales 52

Sales Value Proposition Decision-making Communication 52

Hubspot Sales

DECEMBER 19, 2019

Do you think top sales leaders are just good sales reps who got promoted? While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. A lot has changed in the time I’ve been working with sales leaders.

Leadership 106

Leadership Sales Sales Leadership Decision-making 106

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well. Sales goals are often specific.

Sales Management 79

Sales Management Management Sales Construction 79

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 100

Negotiation Sales Leadership CRM 100

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Account Manager Tips

JULY 22, 2022

Key account management is a role that requires both sales skills and strategic thinking. This study is called How Good Are Managers at Evaluating Sales Problems? Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Hubspot Sales

OCTOBER 27, 2020

Sales leadership roles are some of the most lucrative, challenging, engaging positions sales professionals can pursue. But nailing one of these roles is anything but easy, and not every sales professional is equipped to handle one. Being an exceptional rep doesn't always translate to being an exemplary sales leader.

Sales Leadership 86

Sales Leadership Leadership Sales Management 86

Nutshell

JUNE 12, 2020

Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. They’re already familiar with company values and processes, making them better-suited for leadership positions and mentoring others.

Interpersonal Skills 98

Interpersonal Skills Management Decision-making Sales 98

Strategic Planning and Management Insights

MARCH 6, 2023

Having a well-implemented data strategy can provide your organization with the tools to effectively monitor and measure progress toward its goals , identify areas that require improvement, and optimize its decision-making. This requires a culture that values data-driven decision-making and encourages collaboration and communication.

Management 98

Management Decision-making Facilitation Software 98