ACT

APRIL 29, 2024

But, ask any SMB owner, and they’ll tell you how their team members are their most valuable assets. Figures like these emphasise the importance of building effective teams and managing them the right way. Figures like these emphasise the importance of building effective teams and managing them the right way.

Small Business 52

Small Business Management Leadership Communication 52

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. You push when you tell people – you are using your energy. The use of incisive questions can help you build your personal power. Why are questions so important? Questioning skills). Curiosity is a super-power.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Hubspot Sales

DECEMBER 14, 2020

As a sales leader for a large, nation-wide business, you know that all members of your team don’t often interact with each other, or even know who their coworkers are. National sales meetings solve this issue, as they unify your sales team by gathering them all in one place, once a year.

Meetings 136

Meetings Sales Organization Communication 136

Hubspot Sales

MARCH 15, 2021

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage. What is sales gamification? The Psychology Behind Sales Gamification.

Sales 132

Sales Co-Creation Construction Meetings 132

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. It sounds simple enough, right? Think about it.

CRM 52

CRM Decision-making Sales Software 52

Hubspot Sales

MAY 21, 2021

Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. Improving your team’s skill set is a largely objective process. But motivation is far harder. Build trust with the people on your team.

Sales 136

Sales Leadership Communication Meetings 136

Brooks Group

SEPTEMBER 26, 2023

Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever.

Sales 76

Sales Meetings Sales Training Prioritization 76

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Let's dive in.

Energy and Utilities 95

Energy and Utilities Media Sales Publishing 95

Hubspot Sales

JANUARY 11, 2021

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. Sales Personality Types.

Management 135

Management Decision-making Sales Management Publishing 135

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. And then consider then how to apply the strengths to the areas where they are seeking support.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 102

Negotiation Sales Leadership CRM 102

Revenue Storm

JANUARY 18, 2022

As a Sales Leader, you hopefully have your business goals mapped out, your business plan completed, and are charged up for the new year. Next, there needs to be a plan to galvanize the hearts and minds of your sellers to execute. Emotion creates motivation and motivation drives action!

Leadership 78

Leadership Decision-making Business Planning Meetings 78

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Brooks Group

JULY 14, 2023

In a rapidly changing world, the success of your business may depend on one key factor: how effective the company’s sales leaders are. Good sales leaders (vice presidents of sales) are simply more effective. Sales leaders are no exception. But there are many other factors to consider.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

Upland

AUGUST 29, 2023

It encompasses the motivation, need, and desire behind any activity. 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. It is important to note that the buyer’s intent isn’t a binary concept.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

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. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Need more help to improve your key account management skills?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

DECEMBER 14, 2022

Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Build your personal brand – Perception and Visibility. Learn how to manage others. Delegate aims.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

FEBRUARY 22, 2024

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. It’s helpful in conversations, critical thinking and negotiation. So what is Socratic questioning? Questioning skills).

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Hubspot Sales

JULY 30, 2020

Even your top performers can lose focus during the summer. This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. This year, take a different approach to the same challenge.

Sales 117

Sales Brainstorming Decision-making Communication 117

Hubspot Sales

SEPTEMBER 8, 2020

When deals are closing left and right, your salespeople want to keep winning. Each closed transaction is a super mushroom, expanding their motivation and pushing them to continue. But what happens when your team runs into trouble — an enemy like a recession? How to Motivate Your Sales Team Using a Behavioral Approach.

Sales 113

Sales Brainstorming Communication Decision-making 113

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Construction 98

Revenue Storm

DECEMBER 14, 2021

I will admit, I am frustrated to see such an important activity – sales coaching – become an overused and generalized term. In fact, many sales leaders will say, “Of course I do sales coaching. As though just talking to their salespeople is sales coaching. I meet with my salespeople for an hour each week.”

Sales 78

Sales Leadership Sales Environment Communication 78

MDI Training

AUGUST 17, 2023

Promoting Cohesion and Retaining Talent: Leadership in Focus In a changing world of work, where motivation and employee retention are crucial, leaders are increasingly in the spotlight. Current statistics send alarming signals: 60% of leaders receive no leadership development at all.

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

Brooks Group

MARCH 27, 2023

So how do you motivate your team to hit those sales targets? This blog will discuss how to encourage motivation in your organization and get you over the rough patch. We’ll look at different motivational strategies you can use to keep morale high and ensure your team remains productive.

Sales 52

Sales Sales Training Construction Communication 52

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?

CRM 71

CRM Sales Software Software 71

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. How to Handle Them: Create urgency.

Decision-making 102

Decision-making Sales Finance Prioritization 102

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. And show the links between what the firm, teams and individuals need to achieve. Set SMART goals. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team?

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. We can go on the joint sales calls, give the correct feedback, and coach until we’re blue in the face.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

Revenue Storm

MAY 24, 2022

Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. I have always said that Sales Leadership is the toughest job in leadership. You have sales targets that must be hit regardless of the situation and typically stretch targets at that. Staff management issues!

Management 78

Management Supply Chain Sales Brainstorming 78

Revenue Storm

OCTOBER 26, 2021

We evaluated why some leaders coach better than others. We acknowledge most good sales coaches generally have a background of real sales experience. We acknowledge most good sales coaches generally have a background of real sales experience. So, how can you tell if you are delivering valuable sales coaching?

Value Proposition 78

Value Proposition Brainstorming Sales Communication 78

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. But first — what is a goal driven sales environment?

Sales Environment 121

Sales Environment Sales Prioritization Organization 121