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

SBI

MAY 10, 2019

Adaptive Insights Empowers Field Reps with Value Selling Tools and Gets More Prospects to Say “Yes!” ” Adaptive Insights, the worldwide leader in cloud corporate performance management (CPM) and business intelligence (BI), focused its sales messaging on how it could help prospects plan and budget faster.

Value Selling 23

Value Selling Marketing Sales Management 23

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. 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. Coaching vs. Managing.

Sales 113

Sales Sales Training Sales Management Management 113

SBI

JUNE 3, 2015

I personally like a variety of business, sales, design, and psychology (neuro-science particularly) books and have a stack of recent reads and another stack of books on my to-read list. I’ll tell you about one book I’m reading that I think everyone who has a role in Sales or Marketing would get value from.

Value Selling 52

Value Selling e-Learning Advertising Publishing 52

Strategic Account Management Association

SEPTEMBER 11, 2020

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate.

CXM 520

CXM Account Management Customer Experience Management 520

Brooks Group

JULY 6, 2022

Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard. This is a key example of why it’s important for your sales and marketing teams to be on the same page. Tip #3: Don’t let disruption change your selling fundamentals.

Sales 88

Sales Sales Training Retail Advertising 88

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Sellers, however, tend to view their success point as the sale.

Stakeholders 72

Stakeholders Communication Value Selling Organization 72

Zendesk

JUNE 30, 2022

The key to customer retention and lifetime value is after-sales service. In this guide, we’ll explain what after-sales service entails and reveal 10 core activities that can improve your after-sales statistics. What is after-sales service? Why is post-sale service important? Raise brand value.

Sales 98

Sales Decision-making B2C Profitability 98

Hubspot Sales

JUNE 15, 2020

This new normal has left many sales organizations across the globe scrambling to provide their sellers the resources they need to operate successfully and efficiently from home and drive remote selling. Here are my top tips for smoothly transitioning to remote selling. Increase the impact of sales through value selling.

Decision-making 100

Decision-making Value Selling Meetings Organization 100

SBI

OCTOBER 28, 2020

Mediafly Acquires Presentify to Transform Marketing and Sales Content. While sales enablement technology is the proven medium for sellers to deliver their sales stories in a way that resonates with modern buyers, to maximize return on investment, sales organizations need inspiring content.

Marketing 48

Marketing Sales Healthcare Acquisition 48

SBI

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Mobile Selling. Pipeline Management & Deal Flow.

Account Planning 55

Account Planning Value Selling Sales Media 55

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. See which tools we chose for: Mobile Sales Enablement.

Value Selling 54

Value Selling Sales Analytics Sales Sales Leadership 54

SOAR Performance Group

APRIL 8, 2022

Senior executives share their perspectives about “Evolution to Enterprise Selling: Transitioning Your Sales Motion”. The post Episode 42: Evolution to Enterprise Selling – Transitioning Your Sales Motion appeared first on SOAR Performance Group.

Sales 52

Sales Value Selling Sales Leadership Leadership 52

Showpad

JULY 11, 2018

Moreover, it will change how organizations serve customers, train employees, design and create products, and manage their value chains, and, ultimately, how they differentiate. Will Benefit Sales Teams. Especially if you’re selling complex products, have a large product portfolio or simply sell physically large products.

B2B 49

B2B Decision-making Sales Value Selling 49

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force. Ideally, these should be activities that the customer values. How do sales reps spend their time?

Decision-making 107

Decision-making Sales Customer Value Value Selling 107

SBI

DECEMBER 14, 2021

Mediafly , a leader in sales enablement, interactive content and value selling, today announced it has entered into a definitive agreement to acquire InsightSquared , a leader in revenue intelligence, forecasting and analytics. What happens in the sales meeting is no longer the sole indicator of deal health.

B2B 56

B2B Digitalization Decision-making Healthcare 56

SBI

JANUARY 7, 2015

Today’s sales leaders are fortunate to have a wide array of sales acceleration solutions to choose from. That becomes all the more evident when you take a look at the release of our final Top Sales Tools of 2014 guide where you’ll find the top 50 tools for improving sales performance and results. Membrain – Sweden.

Innovation 54

Innovation CRM Internet Sales 54

PandaDoc

JULY 6, 2021

Sales teams are constantly under pressure to drive quality sales for their brand in the fastest possible way. However, there are several roadblocks that kill sales opportunities even before the sales team gets a chance to converse and convert. How B2B marketing automation can help in creating more selling opportunities?

B2B 52

B2B CRM Decision-making Onboarding 52

Jeffrey Gitomer

FEBRUARY 14, 2011

The Real Way to Beat Price | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. The answer is in the difference between price and value. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Little Red Book of Selling.

Leadership 62

Leadership Sales Media Sales Training 62

SBI

MAY 6, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity.

Account Planning 22

Account Planning Value Selling Sales Media 22

SBI

MAY 6, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity.

Account Planning 20

Account Planning Value Selling Sales Media 20

SBI

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Mobile Selling. Pipeline Management & Deal Flow.

Account Planning 20

Account Planning Value Selling Sales Media 20

SBI

MARCH 25, 2020

In the wake of social distancing recommendations and “shelter in place” declarations, this has left many sales organizations all over the world scrambling to equip their sellers with the resources they need to operate efficiently and effectively from home. Increase sales impact with value selling. But is it enough?

Remote Working 40

Remote Working Decision-making Value Selling Sales Training 40

SOAR Performance Group

JULY 21, 2023

In 2023, Customer Success Managers are stuck between the often opposing priorities of customers and companies. Customers are scrutinizing budget, spend and value more than ever, while companies are […] The post 4 Keys to Equip CSMs to Succeed appeared first on SOAR Performance Group.

Customer Success 52

Customer Success Management Value Selling Sales Leadership 52

Blue Canyon Partners

JUNE 24, 2020

Given these changes, how can you manage the ecosystem to your benefit? It will be important to examine your product portfolio and product management approach to optimize your set of products/offerings for customer expectations and needs going forward. Product management decisions will need to be updated.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Blue Canyon Partners

JUNE 24, 2020

Given these changes, how can you manage the ecosystem to your benefit? It will be important to examine your product portfolio and product management approach to optimize your set of products/offerings for customer expectations and needs going forward. Product management decisions will need to be updated.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

MTD Sales Training

SEPTEMBER 12, 2012

We all heard the old adage, “Sell the sizzle, not the steak.” However, I often wonder if some sales people truly understand the concept, or feel that it is still relevant when dealing with today’s modern buyer. Below is a quick Water Cooler style story that demonstrates why you must still sell the sizzle! Happy Selling.

Transportation 111

Transportation Sales Training Sales Management Management 111

SOAR Performance Group

JANUARY 13, 2023

How are these changes impacting sales teams, and how can sales leaders help their teams tailor the buyer and […]. In recent years, buyers are noticeably changing their decision-making processes. The post Tailoring the Buyer and Customer Experience to Address Changes in Decision Making appeared first on SOAR Performance Group.

Decision-making 52

Decision-making Customer Experience Sales Value Selling 52

Hubspot Sales

MARCH 2, 2021

How are sales teams impacted by remote work? Recently, sales teams have been leveraging virtual meeting tools like Zoom to conduct calls and face-to-face meetings to help build relationships with prospects or interact with colleagues. But the question still remains, without an office, what will happen to sales teams?

Remote Working 126

Remote Working Onboarding Sales Digital Transformation 126

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

SmartKarrot

JUNE 17, 2021

The subtle art of ‘selling’ should be smooth and natural. In simpler words, it should not seem sales-y and intimidating to the customers in any way. As more and more companies are relying on broader sales techniques, adding a bigger dent of value in your approaches can change the game altogether. Value Selling Framework.

Value Proposition 10

Value Proposition Value Selling Customer Success Publishing 10