Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Account Manager Tips · 1. Clash of the Generations: Managing the New Workplace Reality Why this book? This book will show you how.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . The more competitive the industry, the more effective account planning can be.

Account Planning 195

Account Planning Leadership Software Software 195

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? And how can account planning help? The best chief revenue officers understand that – and they take up the challenge of driving revenue regardless of the business horizon daily. But also, a lot of opportunity.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Upland

OCTOBER 17, 2023

Customer success leaders leverage chatbots to lighten workloads. And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? How does sales enablement AI work for sales teams?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. This is challenging as everyone is time poor and most communications are digital. Everyone is different.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Here’s why sales manager enablement should be the priority: 1. Sales managers and leaders are typically recruited from within.

Prioritization 52

Prioritization Sales Management Management Sales 52

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. In this article, I’ll explore how these components intersect and show how their integration can transform your business. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. These are not aligned to professional services marketing.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

Upland

JUNE 30, 2023

Enterprise sales is going through a rapid evolution. One groundbreaking development on the horizon is the convergence of Natural Language Processing (NLP) AI technology and enterprise sales methodology. Personalized Customer Experiences Modern enterprise sales methodology thrives on data-driven decision-making.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. Guided selling benefits both customers, who receive a more personalized experience, and sellers, who can offer more effective solutions based on individual needs.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. I can’t tell you how many times I see confusion about that.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. Well, maybe. But that’s not selling, per se.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Upland

AUGUST 29, 2023

Not only does it help with sales enablement, but it also helps craft better buyer journeys. It helps you effectively engage and convert your audience into loyal customers. Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 111

Sales Prioritization CRM Communication 111

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. Both to maintain service levels and underpin growth strategies.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector. And why are they so important?

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 200

Sales Leadership Transportation Sales Training 200

ACT

APRIL 22, 2024

Business leaders also believe that there’s a 24 percent chance inflation will be a key threat to their companies during the same period. In other words, most businesses will see a drop in sales and revenue during such periods, resulting in cash flow challenges. Let’s get started.

Supply Chain 52

Supply Chain Small Business Investors Sales 52

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. You're welcome.

Decision-making 98

Decision-making Sales Finance Prioritization 98

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Gaining the attention of busy professionals is challenging at the best of times.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. Sales Leadership Stats. Sales Performance. Sales Performance.

Sales Leadership 141

Sales Leadership Leadership B2B Sales 141

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

CRM 71

CRM Sales Software Software 71

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape.

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

MDI Training

JUNE 26, 2023

” Leaders are not only becoming more privately aware of the impact of climate change but also want to fight it on a corporate level. In this article, you will learn what exactly is meant by Sustainable Leadership and how we at MDI are doing our part. Why Should We Lead More Sustainably?

Digital Transformation 98

Digital Transformation Leadership Transportation Digitalization 98

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Red Star Kim

MARCH 16, 2023

We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March. While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Flevy

MARCH 21, 2024

Business frameworks and methodologies are structured tools to approach complex, but common business challenges. Frameworks are helpful for several reasons: They provide structured and detailed process for addressing the business challenge at hand.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

MDI Training

AUGUST 22, 2022

A leadership novel for the first-time leaders. that aims at coaching first-time leaders into effectiveness, through fictional situations and characters. Introduction: Luca is a sales representative in a company (Aurora Inc.) Every chapter offers a challenge and a solution, including its implementation.

Leadership 98

Leadership Digital Transformation Digitalization Stakeholders 98

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Prioritization 130

Prioritization Sales Sales Analytics Sales Training 130

Red Star Kim

DECEMBER 14, 2022

for a day workshop on “Future Marketing/BD Manager” with PM Forum. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Prepare to be a manager (next year). Management capabilities. Learn how to manage others. Learn how other M&BD teams operate.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

FEBRUARY 21, 2024

In this post I explore different types of questions and how they can be used in various business scenarios. Rudyard Kipling famously talked about “ his six serving men ” or the five Ws and H : Who, What, Where, When, Why and How. For example, “How are you today?” Why are questions so important? Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

DemandFarm

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52