RAIN Group

MARCH 8, 2023

For their new report, Future of B2B Sales: The Big Reframe , authors at McKinsey & Company spoke to more than 50 heads of sales across a range of industries and geographies to better understand the shift in the B2B sales environment. They identified 5 key themes:

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B2B Sales Sales Environment 91

Force Management

MARCH 9, 2023

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.

Negotiation 71

Negotiation Sales Environment Sales Organization 71

Force Management

MAY 4, 2023

Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.

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Sales Environment Negotiation Sales Marketing 67

SBI Growth

NOVEMBER 12, 2020

While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.

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Sales Environment Sales Innovation Communication 137

The Center for Sales Strategy

JUNE 15, 2021

To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects. Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number.

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Sales Sales Environment Decision-making 132

RAIN Group

DECEMBER 30, 2021

For most sellers, the focus of 2021 has been about adapting to the new sales environment. For many, this meant excelling in a virtual environment. Fundamental relationship-building skills and mastery of sales conversations, among many other factors, allowed savvy sellers to gain an edge.

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Sales Virtual Selling Sales Environment 98

Upland

MARCH 23, 2023

Sandbagging in Sales is a Relationship Problem Despite the considerable focus placed on deal probabilities, analytics, and forecast accuracy, building a holistic understanding of the relationships and influence within accounts remains a blind spot for many organizations.

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Sales Account Planning Decision-making Sales Environment 195

Sales Gravy

JUNE 1, 2012

Hiring the right people will solve most, if not all, of the new business production problems that you have today. If you have people today that are underperforming, you have to ask yourself this question: Did I hire them this way or did I make them

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Sales Environment Sales 40

Sales Gravy

DECEMBER 6, 2013

This stress-free and mature way of doing business will create an environment where sales people can be more honest, prospects will share authentic feedback and there will be no disappointment because honesty results in good relationships and good

Sales Environment 40

Sales Environment Sales 40

Force Management

JUNE 9, 2021

Enable your sales team to pick up the pace this year, particularly if they’re in a competitive sales environment. In a competitive market, the best sales leaders are the ones who enable their teams to differentiate based on buyer needs.

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Sales Marketing Sales Environment 77

MTD Sales Training

JANUARY 16, 2020

In this episode we look at upselling and cross-selling in the sales environment. The post Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt appeared first on MTD Sales Training. Take a look at this episode on [link]. Take a look at this.Read More

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Sales Environment Sales Training Sales 62

RAIN Group

JANUARY 11, 2022

In a hybrid sales environment, you need to be able to meet and engage buyers wherever they are. The RAIN Group Center for Sales Research has been leading proprietary research to discover the most effective strategies and tactics in sales for nearly two decades. for the most successful sellers.

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Sales Sales Environment Meetings Sales Training 59

Force Management

FEBRUARY 17, 2021

This year, company leaders are getting strategic with how they’re planning to maintain SKO momentum, adapting their reinforcement efforts to drive success in the increasingly remote sales environment.

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Sales Environment Sales 52

Upland

MARCH 24, 2021

The reality of today’s highly competitive sales environment means that our relationships and connections are our most critical success factor. For all the rigor put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations.

Management 195

Management B2B Decision-making Sales Environment 195

RAIN Group

JUNE 3, 2020

This article originally appeared in Entrepreneur and has been updated given the current sales environment. While this new environment has presented new challenges, many companies and individuals are adapting and succeeding even in tough times.

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Sales Sales Environment Virtual Selling 59

Upland

AUGUST 24, 2020

The reality of today’s highly competitive sales environment and COVID-19 restrictions means that our relationships and connections are our most critical success factor. It’s a big blind spot to have.

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B2B Decision-making Sales Environment Sales 195

SBI

OCTOBER 31, 2021

Qstream is the best microlearning platform for a remote sales environment that’s scientifically proven to improve sales performance. SalesTech Video Review: Qstream. It can be deployed quickly – meaning you can impact near-term results.

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Sales Sales Environment 38

Revenue Storm

MARCH 14, 2023

3: “The decision is going to be made on price.” – Unless you are in a totally transactional sale, this is rarely ever true. In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price.

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Procurement Value Proposition Decision-making B2B 78

SBI

SEPTEMBER 27, 2020

Qstream is a micro-learning platform for a remote sales environment that’s scientifically proven to improve sales performance. SalesTech Video Review: Qstream. The platform lets you deliver knowledge through a personalized mobile app then reinforces the information automatically over time based on each rep’s knowledge gaps.

Sales Environment 52

Sales Environment Sales 52

SalesGlobe

JANUARY 16, 2022

Pre-COVID-19, I began researching and writing about why inside sales really matters in a business-to-business (B2B) sales environment and the powerhouse this channel can be to support a sales strategy and a great customer experience.

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Sales Sales Environment B2B Organization 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

Sometimes the complexity of our sales environments makes us forget that the simplest approach is often the most effective. Our Objections Handling and Commitment cards address 5 common objection techniques from Key Decision Makers and outlines methods to gain commitment from KDMs.

Sales Environment 52

Sales Environment Decision-making Stakeholders Sales 52

Upland

MARCH 19, 2021

Those sales leaders and teams who can track, monitor, and clearly articulate potential pipeline as a KPI are on the right track to deliver revenue growth in any sales environment. That’s how to visualize whitespace and use it to shape upsell and cross-sell opportunities.

Sales 195

Sales Account Planning B2B Sales Environment 195

Mike Kunkle

MARCH 31, 2023

Sales competencies are essential for any sales professional, regardless of the specific methodology they use or the process they follow. A seller with a growth mindset who is open to coaching with the ability to adapt and learn, will be more successful than someone with a fixed mindset or who rejects coaching.

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Sales Interpersonal Skills Sales Training Account Management 262

Showpad

NOVEMBER 28, 2021

In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We How is your team thinking about shifting focus to support the sales team in this hybrid sales environment? .

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Sales Sales Environment Digitalization Communication 98

KAM With Passion

MARCH 28, 2022

Why assessing the degree of complexity of sales correctly matters. One might think that assessing the degree of complexity of a single sale situation or of a company’s sales environment is an exercise for consultants and scholars. But does this apparently “intellectual” exercise really matter to a company or sales leader?

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Sales CRM Stakeholders B2B 130

Upland

MARCH 13, 2023

Double Down on Relationships for More Accurate Sales Forecasts For all the rigors put into deal probabilities, analytics, and forecast accuracy, in-depth understanding of relationship strength and influence remains a blind spot for most organizations. It’s a big blind spot to have.

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Prioritization Sales Account Planning CRM 195

Showpad

NOVEMBER 16, 2021

In this interview, Matt shares his perspective on how to get a business to digital faster using methods and tools that reduce print and increase customer insights in a non-traditional sales environment. . What changes have you had to make in this new hybrid sales environment?

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Digital Transformation Digitalization Marketing Sales Environment 98

RAIN Group

MAY 2, 2018

Based on our work with B2B sales teams around the globe, as well as data from the RAIN Group Center for Sales Research , where we relentlessly study what the top sellers do and what buyers are looking for, we have gleaned 9 keys to achieving success in today's B2B sales environment:

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B2B Sales Sales Environment 55

Engage Selling

MAY 28, 2014

Observations from the real World Colleen Francis Engage Selling Solutions Positive Mindset Positive Sales Environment Sales Mindset sales quota The Sales Leader' If there’s one quality every successful salesperson can share, it’s their overall mindset for success. I […].

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Sales Environment Sales 54

Sales Readiness Group

MAY 8, 2018

I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In today’s hyper competitive sales environment, companies are looking for their sales organization to consistently deliver great results.

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Sales Sales Environment Organization Management 48

Sales Gravy

NOVEMBER 13, 2017

If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are important to become a successful sales pers

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Sales Environment Sales 40

MTD Sales Training

JUNE 22, 2018

By analysing the mindset of great coaches, you pick up useful and applicable tips that can be utilised in the sales environment. If you’ve been in sales before, you may be able to share your experience with team members in respects to what worked for you. 2) Study what great coaches do in sport.

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Sales Sales Management Sales Environment Sales Training 59

Brooks Group

APRIL 5, 2023

Over the next several weeks, we’ll be writing about the Keys to IMPACT Selling® , where we’ll share insights from our award-winning sales training that has proven itself successful during decades of varying sales environments. Your mind needs something to fixate on when it’s overly stressed out.

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Sales Training Sales Sales Environment Decision-making 98

The Center for Sales Strategy

JULY 9, 2018

One sales manager looked at me inquisitively and questioned, "The rats out their head?" In our fast-paced sales environment, it's easy to let distractions get in the way. These distractions can sometimes hurt our sales performance and almost always get in the way of developing high-potential accounts. So let me explain.

Sales Management 57

Sales Management Sales Environment Sales Management 57

Chally

APRIL 1, 2021

Both salespeople and sales leaders are pushing to keep the sales environment virtual as things return to normal. Employees are demanding the option to work virtually, and sales leaders have embraced the virtual model for client engagement. Where might the watch-out derail the salesperson’s effectiveness?

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Onboarding Sales Environment Sales Sales Leadership 52

Upland

MARCH 29, 2023

When you access the right people in the account and deliver personalized value messages, your likelihood of sales success will skyrocket.

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CRM Management Stakeholders Decision-making 195

Miller Heiman Group

MARCH 5, 2018

Historically, sellers relied almost exclusively on conversations, relationship-building and an understanding of the undefinable nuances that lead to sales. We work in an increasingly data-driven sales environment. 3) “Almost all sales behaviors and activity will be stored, analyzed and understood.”.

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Sales Environment Sales Decision-making Innovation 70