Mike Kunkle

MAY 11, 2022

I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. In my experience, the potential for improvement in most sales organizations is significant.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Zendesk

OCTOBER 19, 2021

We’ll also cover why it’s important, how to implement it, and how to sustain partnerships once they’re in place. Channel sales is simply a sales strategy in which a parent company sells products through another company. In direct sales, the creator of the product (or the vendor) sells directly to the customer and gains all the profit.

Food and Beverage 98

Food and Beverage Sales Retail Onboarding 98

Hubspot Sales

JULY 13, 2023

Table of Contents The Top 8 Concerns About Using AI 6 Tips for Addressing AI Fears The Top 8 Concerns About Using AI Of sales professionals, 57% think that most salespeople will use AI in their roles by 2024, according to HubSpot’s State of AI report. On the other hand, only 6% think that AI is overhyped and useless.

Leadership 74

Leadership Sales Cybersecurity Government 74

Help Scout

SEPTEMBER 14, 2021

But without a strong answer to the question, investing in customer service could be a tough sell, both internally and externally. Research shows that a customer is four times more likely to switch to a competitor if their issue is service related, as opposed to product or price related.

Small Business 127

Small Business Energy and Utilities Decision-making Leadership 127

Janek Performance Group: Account Planning

MARCH 8, 2022

The last thing we want to do as an account executive is to rock the boat and give our clients a price increase. However, in this economic environment, price increases are a daily occurrence for companies worldwide. The Consumer Price Index rose 7.5% You must take the good (commissions) with the bad (price increase).

Supply Chain 52

Supply Chain Sales Management Management Meetings 52

Hubspot Sales

JULY 24, 2018

After all, if its ROI is what you claim, why are you so willing to sell it for less? The focus shifts from value to price. If the price of your product or service largely depends on the individual prospect’s needs, goals, and situation, it’s too early to discuss discounts. You lose some of your bargaining power. Good question.

Negotiation 111

Negotiation Profitability Sales Training Sales 111

Hubspot Sales

AUGUST 19, 2018

When it does become time to talk about pricing and implementation, great closers already have all the context they need to make a compelling recommendation of what will be best for their buyers. Salespeople who reliably win never rely on the promise of a discount to get the deal over the finish line. And it’d be no surprise.

Negotiation 127

Negotiation Stakeholders Procurement Decision-making 127

Zendesk

MAY 20, 2022

Startups with a few clients might have that luxury, but once your business booms, it takes far too much time to connect with individuals in your target audience. For example, a company that sells HR management software caters to a range of businesses, all of which need software for different purposes. So, what’s a company to do?

B2C 98

B2C Software Software Construction 98

SalesGlobe

FEBRUARY 21, 2024

Reinventing Sales: Outbound Selling, Incentive Compensation, Tech Innovations & Why You Should Care Michelle Seger Welcome to the Rethink Sales Podcast. It’s taken us a while and I just thought, you know, I wanted to just explore something with you and which is you live over in the U.K., I’m your host, Michelle Seger.

Innovation 52

Innovation Sales Retail B2C 52

SalesGlobe

FEBRUARY 21, 2024

Michelle Seger Once an investment has been made today, we’re going to have a great conversation with Edward about the continuously sales landscape and the interaction between buyers and sellers. It’s taken us a while and I just thought, you know, I wanted to just explore something with you and which is you live over in the U.K.,

Sales 52

Sales Retail B2C Management 52

Account Management Skills

MAY 22, 2023

Mike is a successful entrepreneur, ex procurement director, and expert negotiator with a proven track record of buying, growing and selling businesses. Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a procurement director and an entrepreneur. Welcome to episode 87.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Zendesk

JULY 27, 2022

Once a prospect feels comfortable with you and feels confident in your company, then you can start handing out product details to move them down the sales pipeline. One of the most common issues in sales is prospects getting different information from different people and ending up confused or frustrated. Sales proposal example.

Small Business 52

Small Business Sales Logistics CRM 52

KAMCast

JULY 8, 2021

What’s your natural selling style? The evolution of an account manager , over the decades, has taken us on a bit of a journey: Let’s visit the 70s… Where the gift of the gab was enough to see you into a meeting with a key decision maker - armed with a bag full of good stories and friendly chat.

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

Xant

MAY 20, 2021

Our relationships with brands changed once we got our hands on smartphones. Cadence alone is now table stakes. But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. They use more channels.

CRM 77

CRM Prioritization Digitalization Facilitation 77

Hubspot Sales

JANUARY 31, 2018

Similarly, I see many salespeople over-promise features. Definition of Business Acumen. Business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions. It’s the practice of good judgement and the capacity to consider a holistic, long-term view of organizational needs.

Emotional Intelligence 107

Emotional Intelligence Decision-making Sales Leadership 107

Arpedio

MARCH 27, 2023

Table of Contents 1. Finally, a pipeline management tool can help you identify and troubleshoot issues in your sales process. Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. What is Sales Pipeline Management?

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Table of Contents 1. Finally, a pipeline management tool can help you identify and troubleshoot issues in your sales process. Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. What is Sales Pipeline Management?

Software 52

Software Software Management Sales 52

Brooks Group

FEBRUARY 1, 2023

One effective sales methodology is consultative selling. In this article, we will cover everything you need to know about the consultative selling approach. The consultative sales process is a form of needs-based selling. The consultative selling approach involves creating a relationship for sales success.

Interpersonal Skills 52

Interpersonal Skills Sales Training Negotiation Communication 52

Insightly

NOVEMBER 17, 2022

Explain what the CRM can do and sell them on the benefits. Customer relationship management (CRM) systems are powerful tools for integrating sales and marketing activities and driving customer relationships. In this blog post, let’s explore each of these best practices more closely. Plan your CRM adoption strategy.

CRM 52

CRM Decision-making Onboarding Procurement 52

Xant

MAY 20, 2021

Our relationships with brands changed once we got our hands on smartphones. Cadence alone is now table stakes. But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. They use more channels.

CRM 52

CRM Prioritization Digitalization Facilitation 52

Hubspot Sales

OCTOBER 23, 2017

Use the table of contents below to navigate through the guide: What Is a Qualified Prospect? Use the table of contents below to navigate through the guide: What Is a Qualified Prospect? Do you sell to their industry? One of the most important conversations salespeople have with their prospects is the discovery call.

Sales 143

Sales Decision-making Stakeholders Value Proposition 143

Account Management Skills

JUNE 5, 2023

Welcome to episode 88. My guest is Rob Da Costa , an agency growth consultant from Da Costa Coaching. During our chat, one theme keeps emerging, which is ensuring you have the right systems and processes in place in your agency. You’ll therefore understand why he wrote ‘The Self Running Agency’, which free to download on his website.

Management 52

Management Account Management Suppliers Onboarding 52

Account Management Skills

JANUARY 11, 2022

Why you need to raise your prices and how to do it. Business growth consultant, Chris Merrington , shares some golden nuggets of advice about how agencies can be more commercially savvy. We covered so many different areas including: What clients really value and how to talk the client language. Please email him at chris@spring8020.co.uk

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

MTD Sales Training

NOVEMBER 20, 2017

The Price Only. If you have been in the world of selling for any length of time, you have met this person. Know The Prospective Buyer. Understanding and dealing with different personality types. Buyer Traits. While every person is different, you will find that most prospective customers fit into certain categories. The Assertive.

Decision-making 48

Decision-making Construction Sales Training Meetings 48

Brooks Group

AUGUST 30, 2022

Once you have narrowed the pool of potential employees down to a select group of exceptional applicants, it is time to get ready for the interview. If you’re a hiring manager, you’ve probably spent hours sorting through the resumes, cover letters, references, and other materials sent by many potential sales prospects.

Decision-making 52

Decision-making Sales Meetings Sales Management 52

Account Management Skills

MARCH 2, 2021

She has worked in marketing for over 25 years, 14 of which have been spent as interim marketing director. And so I’m going to hand over to you in a moment, Sam to give you to give your background. ?. Sam Bridger is an interim Marketing Director and consultant. The worst thing agencies can do during client meetings and pitches. *

Marketing 52

Marketing Account Management Meetings Media 52

Account Management Skills

MARCH 16, 2021

?. In this episode Martin Lucas , Mathematical Psychologist and Founder of the company Gap In the Matrix is about to blow the lid off many of the sacred cows in the agency world. Why measuring impressions isn’t useful. * Why the attribution model for measuring online ad performance is wrong. * Why measuring impressions isn’t useful. *

Advertising 40

Advertising Decision-making Profitability Marketing 40

SmartKarrot

SEPTEMBER 2, 2022

More than ever, people want to know what value you bring to the table and how it relates to them. The Product-Selling Approach. It is because selling a product is relatively straightforward: You find out what your customer needs , offer them a solution that meets their requirements, and buy it. Selling Products vs. Services.

Decision-making 10

Decision-making Profitability Software Software 10

Account Management Skills

OCTOBER 4, 2021

He’s the author of the must read book for anyone in agency account management, ‘The Art of Client Service’ In this chat, we talked about: why there are fewer account managers doing more with much less experience. why some people believe the account manager role is becoming extinct and what we both think about that. Transcript: .

Advertising 52

Advertising Account Management Management Emotional Intelligence 52

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Marketing 98

Marketing Brainstorming Decision-making Advertising 98

Account Management Skills

MARCH 29, 2021

David is a leading authority on positioning, reinventing and selling firms in the creative and digital space. He’s advised over 900 agencies and co hosts probably one of the most well known podcasts in the agency world 2Bobs with Blair Enns. Today’s episode was a real treat. Baker , who is a legend in the agency world.

Account Management 40

Account Management Management Client Relationships Decision-making 40

Hubspot Sales

SEPTEMBER 13, 2023

Table of Contents What is a sales projection? A sales projection estimates future sales revenue over a particular period. Sales projections are critical because they allow companies to set realistic sales goals, track their progress over time, and estimate future revenue. Or fiscal year? Or in the next 3-5 years?

Sales 84

Sales Decision-making Finance CRM 84

Hubspot Sales

DECEMBER 18, 2023

To help you get started, I’ll share insights on how experts use Google Alerts to help them sell. Table of Contents What is a Google Alert? In case you didn't know, Google owns over 91% of the global search engine market. Setting targeted Google Alerts for sales can give you invaluable insights into your niche. Bottom line?

Sales 93

Sales CRM Advertising Media 93

Nutshell

JANUARY 27, 2021

In this article, we’ll reveal ten tried-and-tested affiliate SEO strategies to supercharge your traffic and sell successfully online. So then, affiliate marketing SEO is the practice of optimizing affiliate pages to make them discoverable online when people search for products related to what you sell. That would be great, wouldn’t it?

Marketing 133

Marketing Sales Publishing Organization 133

Nutshell

APRIL 26, 2023

Table of Contents What is CRM? What is a CRM system in marketing? It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more. With a little help from your CRM platform, personalized marketing practices can be expanded to even the largest customer databases.

Marketing 171

Marketing CRM e-Learning Software 171

Nutshell

JANUARY 15, 2024

Every business can get up to speed to sell its products online when equipped with the right tools. Table of Contents What is an ecommerce platform? One of the crucial tools you must have is an ecommerce platform. The best ecommerce platforms make building and managing an online store easy.

eCommerce 77

eCommerce Artificial Intelligence Decision-making Media 77

Nutshell

JANUARY 15, 2024

Every business can get up to speed to sell its products online when equipped with the right tools. Table of Contents What is an ecommerce platform? One of the crucial tools you must have is an ecommerce platform. The best ecommerce platforms make building and managing an online store easy.

eCommerce 59

eCommerce Artificial Intelligence Decision-making Media 59