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. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

NOVEMBER 10, 2023

Benefits of a streamlined sales cycle: 1. Increased Revenue Shortening the sales cycle means generating revenue faster. Sales teams can close more deals in the same amount of time, resulting in higher profits. Cost Reduction A more efficient sales process reduces waste of time and resources.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

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. And my favorite is " 3 Components Every Value Proposition Must Have.".

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Brooks Group

MAY 24, 2023

I know this ties in deeply with the Probe step, but the strength of your value formula (your ability to apply a solution) is directly proportional to the quality and quantity of the questions you ask. Most people have value propositions that involve saving or making their customer money. Building out your value formula.

Value Proposition 81

Value Proposition Sales Training Construction Negotiation 81

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. What value propositions are shared with prospects?

Negotiation 72

Negotiation Sales Training Value Proposition Retail 72

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. Compared to B2B sales, B2C sales are usually more spontaneous and generate a lower profit per sale.

B2C 98

B2C Sales CRM Profitability 98

Corporate Visions

APRIL 25, 2019

So rather than focusing on that “parity area,” you should focus on what you can do for the customer that is different from what the competition can do – this is your “value wedge.” Your value wedge must be unique to you, important to the customer, and defensible. Learn more about how to define your value proposition.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111