Louise Collins Associates

NOVEMBER 24, 2017

Medical, marketing, sales, pricing, market access, health economics and channels all need a seat at the table and, most importantly, an equal share of voice. This should be a non-negotiable principle of KAM in any organisation. Of course, the structure of the cross functional team may vary, depending on the life cycle of the brand.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Brooks Group

JUNE 7, 2022

In my new book Agile & Resilient: Sales Leadership for the New Normal, my co-author Russ Sharer and I discuss The Value Formula. The tools sellers use to prospect for customers, conduct meetings, overcome objections, and close deals has dramatically changed over the past several years. You accomplish that by providing value.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Hubspot Sales

OCTOBER 19, 2020

Expectations are a fact of life — especially for sales professionals. A lot is expected of a sales rep. They're expected to meet a quota, conduct themselves professionally, and consistently make good on several other promises, benchmarks, and standards. But expectations in sales go both ways.

Negotiation 88

Negotiation Leadership Sales Leadership Sales Management 88

Hubspot Sales

AUGUST 10, 2020

Additionally, sales professionals must be able to adequately communicate with their customers and peers in a virtual environment. According to the LinkedIn 2020 State of Sales Report , 77% of sales professionals are holding more virtual meetings. Negotiating Skills. Sales Leadership Competencies.

Sales 142

Sales Negotiation Communication Leadership 142

Openview

JANUARY 18, 2018

Mark might find that one rep on the team was good at generating new leads, another rep was talented at running effective customer meetings, and another was the best at asking for the business and closing the deal. Giving Persuasive Sales Presentations. Negotiating. Who do they think is the best negotiator? Negotiation.

B2B 104

B2B Negotiation Sales Leadership 104

Mike Kunkle

JULY 4, 2022

There’s another alignment and partnership opportunity that gets a lot less airplay yet has equal or greater potential to drive sales results: the alignment and partnership between Sales Enablement and Front-line Sales Managers (FLSMs). It’s a negotiating position, as needed. Sponsorship and support is critical.

Sales Management 130

Sales Management Management Sales Sales Training 130

Insightly

JULY 26, 2023

While a sales funnel focuses on the actual steps in the sales process, the marketing funnel encompasses the entire customer journey. Pre-sales funnel stages might be stages for awareness and consideration. Post sales funnel stages may include brand advocacy and referrals. Will that person be in sales leadership?

CRM 52

CRM Management Sales Decision-making 52

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. This is nothing new – adaptability and flexibility have always been key to sales success. Remote selling and remote leadership came in a close 4th and 5th. 10 tips on remote selling.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Brooks Group

AUGUST 11, 2022

A link to a book, Agile & Resilient: Sales Leadership . The reason I mentioned those upfront is, over the last two weeks, I’ve had a series of discussions and have been exposed to these articles and more things that created an “a-ha” for me – I keep hearing about some sales basics not being in place.

Negotiation 52

Negotiation Leadership Sales Training Sales Leadership 52

Zendesk

SEPTEMBER 19, 2022

That’s why we gathered 35 of the top pieces of sales advice from sales professionals around the world. Dive in as they share their hard-earned knowledge on the following topics: Sales leadership. Sales careers. Sales performance. Sales technology. Sales leadership. Customer experience.

Co-Creation 52

Co-Creation Sales Decision-making Sales Leadership 52

Miller Heiman Group

JULY 8, 2019

Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group. While that seems like good news, it’s a lagging indicator—and looking backward, rather than forward, won’t help sales leadership see their future. Conclusion.

Sales Management 82

Sales Management Management Sales Sales Training 82

Mike Kunkle

MAY 11, 2022

Includes territory planning, account planning, sales call planning, leading sales meetings, task management, using CRM, sales enablement tools, other technology tools and performance support, action planning, calendaring, project management, change management, and personal productivity practices. Organizational Acumen.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

APRIL 27, 2023

This role focuses largely on forging healthy relationships with prospects, ensuring successful product adoption , and encouraging more sales. While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts.

Sales 107

Sales Account Management Communication Sales Management 107

Brooks Group

MARCH 6, 2023

The Importance of Sales Training for Your Business As a business owner, it is non-negotiable to refrain from investing in sales training for your employees. You can improve your bottom line by ensuring that your sales team has the skills and knowledge they need to succeed.

Sales Training 52

Sales Training Sales Leadership Profitability 52

SBI Growth

APRIL 18, 2013

3 Dimensions of Sales Leadership Competency. Role – Can the candidate meet the challenges of the specific open position? In the case of a sales manager, these include: pipeline management, negotiating and coaching. Building a new sales team is very different from managing an established team.

Sales Management 109

Sales Management Management Sales Prioritization 109

PandaDoc

NOVEMBER 15, 2021

However, make sure you don’t repeat the same sales contests — not only will the same people keep winning (causing everyone else to give up ultimately), but you’ll also turn the winners into natural targets. Consider organizing a competition to see who can arrange the most team meetings in the first month.

Sales 52

Sales Communication Decision-making Meetings 52

Hubspot Sales

OCTOBER 29, 2017

In most of his videos, Hunter offers tips on how best to improve your close rate by fine-tuning your negotiation skills. Learn about Hunter’s three T’s of negotiating (time, trust, and tactics) in “ Negotiation Skills that Rock.”. Videos by Accomplished Sales Consultants. Videos by Top Sales Consulting Firms.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Engage Selling

FEBRUARY 10, 2018

You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. You know how it goes. Eat a greasy meal here, pull a late night there, and then load up … Read More »

Meetings 54

Meetings Account Management Negotiation Sales Training 54

Engage Selling

SEPTEMBER 9, 2017

To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your sales manager’s number-one job now is to teach and … Read More » I talk often about a new performance-management culture taking hold in the today’s B2All marketplace.

Leadership 48

Leadership Sales Management Meetings Management 48

Engage Selling

OCTOBER 22, 2016

When a business fails to meet its sales target, blame usually gets pointed squarely at members of the sales team for not doing their jobs properly. Bad salespeople! Sound familiar? Don’t be so quick to jump to conclusions. To be … Read More »

Sales 48

Sales Meetings Account Management Negotiation 48

Hubspot Sales

FEBRUARY 21, 2018

The Sales Leader. Topline Leadership Blog. The Center for Sales Strategy Blog. As a busy sales professional intent on meeting your objectives, you might wonder if you can afford to consistently read sales blogs. Must-read post: Value Proposition Examples -- Words That Get Meetings. HubSpot Sales Blog.

Sales 145

Sales Sales Management B2B Leadership 145

Hubspot Sales

JANUARY 22, 2018

On-Site Sales Training Programs. Focus: Prospecting, negotiating and closing, social selling, and sales management. Intended audience: Sales reps and managers. Jeff Hoffman’s workshops span the entire sales cycle, from getting your prospect’s attention to successfully winning their business. Vendor: Jeff Hoffman.

Sales Training 145

Sales Training B2B Sales Negotiation 145

SalesGlobe

JULY 13, 2022

And finally, capital synergies and just think about that as oh, gosh, as a as a larger organization, I can probably get better lending terms or better negotiations on contracts. So you want to talk to the sales leadership. What do you need to to actually go to market and meet those other sea level goals? Michelle Seger.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales.

Sales Management 98

Sales Management Management Sales Publishing 98