Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

FEBRUARY 27, 2024

Support Change Management You want to ensure customers are getting the most value from their purchase. As new customers come on stream with your organization, you can add value by providing a transition team to help them manage change, encourage internal adoption, and fully adopt the features and benefits of your product.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Plan to invest at least two to three years in a sales coaching program to get it off the ground.

Sales 111

Sales Sales Training Sales Management Management 111

Hubspot Sales

JUNE 15, 2020

Increase the impact of sales through value selling. Quantifying your product or service’s return on investment or comparable total cost of ownership will both give your buyer the information they need to sell your solution internally, and build confidence and credibility in your solution.

Decision-making 98

Decision-making Value Selling Meetings Organization 98

KAM With Passion

MARCH 28, 2022

The Global Sales VP is the sponsor of the project without being directly involved in the decision. The Sales Excellence Director and the CRM IT Project Manager chair the buying committee but will take a consensus-based decision. Symptoms that the degree of complexity of sales is not managed properly.

Procurement 130

Procurement Stakeholders CRM Government 130

Brooks Group

JULY 6, 2022

Seasoned sales professionals who may be new to the team likely have “their way” of doing things. Sales managers aren’t able to coach their team with strategies they don’t use. Selling fundamentals help when times are tough. This is all well and good, but can present significant problems if there’s any trouble.

Sales 87

Sales Sales Training Retail Advertising 87