Mike Kunkle

MARCH 31, 2023

For example, a salesperson who has strong relationship-building skills – especially trust-building – will likely be more successful in any sales environment, whether they are using Challenger, SPIN, Customer-Centric Selling, Value Selling, or my Modern Sales Foundations methodology. These organizations are just combining them.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

SBI

OCTOBER 23, 2012

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level.

Sales Management 40

Sales Management Management Sales Leadership 40

Nutshell

AUGUST 28, 2023

Table of Contents What is a sales process? Why is it important to have a structured sales process? A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

SBI Growth

JUNE 29, 2013

Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?". Bonus Points: CRM Adoption.

Onboarding 130

Onboarding CRM Suppliers Sales Environment 130

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. Analyzing dozens of calls that an IT sales department makes daily, artificial intelligence identifies intricate trends — like newer reps that often struggle to explain particular features.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

SBI

JANUARY 21, 2014

But it’s easy to see that the decision-making process a prospect goes through, and our own attempt at persuading them to make a decision in our favor, is a lot more complicated than we (and our sales managers) often acknowledge. Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog.

Decision-making 54

Decision-making Sales Sales Environment Leadership 54

Hubspot Sales

JANUARY 22, 2018

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. Inbound Sales. Focus: Sales skills.

Sales Training 145

Sales Training B2B Sales Negotiation 145