Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 94

Facilitation Sales Training Sales Decision-making 94

Brooks Group

JUNE 13, 2024

Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about. Anything that directly impacts prospecting , presenting, closing , and compensation can turn into an impassioned debate among members of the profession.

Energy and Utilities 64

Energy and Utilities Decision-making Construction Sales 64

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Tracy’s company, Brian Tracy International, offers training on a variety of subjects.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Jeffrey Gitomer

SEPTEMBER 29, 2011

Filed Under: Attitude , Overcoming Objections , Sales , Sales Management Tagged With: corporate sales training , customer loyalty training , customer service training , gitomer , Jeffrey gitomer , jefrrey gitomer , professional sales training , selling with social media. Leadership.

Sales Training 93

Sales Training Leadership Media Sales 93

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? This makes it far more likely they will listen to you—and that you’ll make the sale. Is this deserved?

Procurement 71

Procurement Management Decision-making Sales Training 71

Brooks Group

APRIL 17, 2023

What is a Sales Enablement Manager? If you’re looking to optimize the sales and marketing in your company, consider a sales enablement manager. Not all companies have them, but those that do can make more effective sales. This guide will cover what a sales enablement manager is and does.

Management 52

Management Sales Training Sales Marketing 52

SBI Growth

MAY 29, 2013

Pulling sales reps out of the field significantly decreases selling time. Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. But traditional training methods cost more with fewer results than before. Agile Sales Training.

Sales Training 122

Sales Training e-Learning Sales Sales Leadership 122

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. This has changed the sales process fundamentally in many environments.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Only 40% of sales professionals report a well-established coaching culture at their organization. Share responsibility for meeting leadership.

Sales Management 82

Sales Management Management Sales Meetings 82

Jeffrey Gitomer

APRIL 19, 2011

Online Training. Triple The Power of Your Presentation By Asking Yourself These 8 Questions | Sales Training Tips. For more sales training tips, click here to get my weekly sales Ezine – Sales Caffeine. Get Sales Blog Updates. Leadership. Presenting. Sales Management.

Sales Training 126

Sales Training Media Leadership Sales Management 126

Jeffrey Gitomer

AUGUST 9, 2011

The elements that must be present have already been discussed. Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , business social media , corporate sales training , Jeffrey gitomer , jefrrey gitomer , sales , sales attitude , sales blog , sales skills , success principles.

Sales Training 68

Sales Training Leadership Negotiation Media 68

Jeffrey Gitomer

OCTOBER 4, 2011

Make certain that upper management has complete buy-in, and gives support both verbally and monetarily to what will amount to a culture shift. Get Sales Blog Updates. Leadership. Presenting. Sales Management. Sales Videos. Buy and read my new book Social BOOM! Proactively send it to every customer.

Sales Training 66

Sales Training Leadership Media Sales 66

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. She also creates thought leadership videos.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Jeffrey Gitomer

FEBRUARY 14, 2012

Elements To Think About When Presenting. Tweet Share Your ability to present a compelling, believable, enthusiastic, value-driven message is the difference between yes and no, understanding and confusion, acceptance or rejection, and even approval or denial. In the beginning of a presentation, there are 5.5 Leadership.

Leadership 102

Leadership Media Sales Training Sales Management 102

Jeffrey Gitomer

AUGUST 17, 2011

Now is the time to hone your presentation to perfection… or is it? Write a white paper on safety, their industry, productivity, or leadership. Make sure you autograph it as you present it. Get Sales Blog Updates. Leadership. Presenting. Sales Management. Sales Videos. Categories.

Sales Training 117

Sales Training Leadership Sales Media 117

Jeffrey Gitomer

AUGUST 10, 2011

Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. Get Sales Blog Updates. Leadership. Presenting. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! It’s not about RESPONSE.

Sales Training 118

Sales Training Media Leadership Sales 118

Brooks Group

APRIL 19, 2023

Access Do your customers’ leadership teams seek you out for meetings and insight, or do you work mostly with lower-level decision-makers? Discovery & Presentations Are you asking deep, probing questions in order to add value or a few questions to fill out a quote that follows cookie-cutter presentations?

Decision-making 86

Decision-making Sales Training Media Publishing 86

Mike Kunkle

OCTOBER 24, 2021

And for sales enablement leaders who are integrated into the sales force they serve, it’s no different. To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it. What is strategic account management? Key accounts are the 20% of accounts that generate 80% of your company revenue.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Jeffrey Gitomer

AUGUST 30, 2011

Filed Under: Social Media , Success Tagged With: attitude training , gitomer , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales attitude , sales presentations , social boom , success principles. Get Sales Blog Updates. Leadership. Presenting. Sales Management.

Sales Training 84

Sales Training Media Leadership Sales 84

Brooks Group

MARCH 8, 2023

Do you have your team learn through role-playing conversations that practice providing value through thought leadership by means of their in-person advice? The way sales reps position themselves will impact the amount of price resistance they face while selling. Sales reps can’t create value if they present the price too soon.

Sales Training 85

Sales Training Decision-making Marketing Leadership 85

Jeffrey Gitomer

MAY 27, 2011

The Lost Secret of Leadership. The lost secret of leadership is found in one word: Encouragement. Get Sales Blog Updates. Leadership. Presenting. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! Hire Jeffrey.

Leadership 126

Leadership Sales Media Sales Training 126

Jeffrey Gitomer

SEPTEMBER 7, 2011

From my perspective, a sales interview (erroneously known as a sales presentation) should consist of 75% questions. sales training meeting for a car dealership, I asked 30 salespeople how many of them drove the brand of car that they sold. Get Sales Blog Updates. Leadership. Presenting.

Sales Training 98

Sales Training Sales Leadership Media 98

Jeffrey Gitomer

SEPTEMBER 20, 2011

Tweet Share If you’re a boss, manager, or leader of some kind, listen up. I’m talking about the leadership qualities needed to succeed: the action items, principles, and skills to employ so leadership works. But there are degrees of leadership effectiveness. Get Sales Blog Updates. Leadership.

Sales Training 117

Sales Training Leadership Media Sales 117

Brooks Group

OCTOBER 2, 2023

First off, your salespeople will immediately understand the value that senior leadership places on the topics IF they are kept to a minimum. Choose sales kickoff keynotes that empower your sales team with the motivation, sales strategy, and skills they need to reach quota. And if that happens? When they win, so do you.

Meetings 52

Meetings Sales Training Sales Leadership 52

Brooks Group

FEBRUARY 16, 2024

The good news is sales professionals have the ability to improve EI. EI is a key to high performance, particularly for outstanding leadership. It’s not your IQ, but rather it’s how you manage yourself and your relationships with others.” — Daniel Goleman , psychologist and author of Emotional Intelligence.

Emotional Intelligence 85

Emotional Intelligence Sales Sales Training Decision-making 85

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. The goal is to boost the success of sales reps, and therefore the success of the team and organization as a whole. Ask, don’t tell.

Sales 111

Sales Sales Training Leadership Sales Management 111

SBI Growth

APRIL 2, 2014

Losing top Sales Reps is bad enough – losing top Sales Managers can kill your future. This post discusses reasons why top Reps and Managers are leaving your sales force. It also presents something to do about it. Talent Management Sales Training Human Resources Leadership Development Sales Turnover'

Sales Training 121

Sales Training Leadership Sales Sales Management 121

Jeffrey Gitomer

AUGUST 3, 2011

Filed Under: Attitude , Customer Loyalty , Generating Referrals , Sales Tagged With: attitude training , building trust , establishing trust , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , sales leadership , sales skills. Get Sales Blog Updates. Leadership. Presenting. Categories.

Sales Training 107

Sales Training Leadership Media Sales 107

Brooks Group

JANUARY 24, 2024

Sales Strategy 4: “When you value what you do, the world will value who you are.” ” High-performing sales teams present solutions based on value instead of price. Underperforming teams are seven times more likely than successful teams to present based on price. Sales Coaching is the secret sauce.”

Supply Chain 100

Supply Chain Negotiation Sales CRM 100

Jeffrey Gitomer

SEPTEMBER 23, 2011

Filed Under: Leadership , Sales Tagged With: building trust , business social media , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , sales blog , sales leadership , sales training , selling skills , social media marketing. Get Sales Blog Updates. Leadership. Presenting.

Sales Training 78

Sales Training Sales Leadership Media 78

Brooks Group

DECEMBER 14, 2022

That makes right now the perfect time for managers to evaluate their sales funnel. Does Your CRM Simplify Pipeline Management? Your CRM should be an easy-to-use tool that mirrors your sales process. Assuming your team is properly updating the CRM, pipeline management will become much easier.

CRM 92

CRM Sales Sales Training Decision-making 92

Jeffrey Gitomer

MARCH 3, 2011

Online Training. Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Get Sales Blog Updates. Leadership. Presenting. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011!

Leadership 88

Leadership Sales Media Sales Training 88

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. It is also far more profitable to retain existing customers than to find new ones.

Organization 88

Organization Account Management Sales Sales Training 88

Brooks Group

MAY 17, 2022

Any one of these events would be difficult to manage on its own, but since they’re all happening simultaneously, sales leaders are feeling like they were two years ago: isolated, unsure of what to do and how to direct their teams. Michelle and Russ created a “sentiment survey” that was distributed weekly to sales leaders.

Supply Chain 91

Supply Chain Co-Creation Facilitation Sales 91

Brooks Group

JUNE 16, 2021

In fact, “space” is the essence of our latest innovation, Brooks(OS) – a sales training program that uses space as an ally, rather than a hindrance, to reinforce sales training lessons. Thus, we had no choice but to divide our IMPACT Learning Sales Training into shorter, and more digestible, chunks.

Sales Training 52

Sales Training Facilitation Sales Leadership Innovation 52