Brooks Group

MARCH 28, 2024

Gone are the days when you could simply sell to a mid-level manager. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Without relationships at the executive level, you can struggle to position your solution strategically.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

MARCH 25, 2024

This sequence guides sales professionals through strategic milestones while providing tactical techniques to navigate each buyer interaction with confidence. The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. It increases sales effectiveness and efficiency.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability.

Organization 84

Organization Account Management Sales Sales Training 84

Arpedio

JANUARY 30, 2024

Evolving Key Account Management: Perstorp's Journey with ARPEDIO Download full case study About Perstorp With a 140-year legacy, Perstorp stands as a pioneer in organic chemistry, shaping industries from mobile tech to animal nutrition, driven by sustainable solutions. Superior together. Enhance forecast accuracy.

Key Account Management 52

Key Account Management Account Management Management Innovation 52

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization. Sales professionals must be patient and proactive in nurturing relationships with committee members throughout the process.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan. Do you need to restructure your business so you can allocate an account manager to oversee the ongoing business?

Account Management 52

Account Management Management Account Planning Sales 52

Arpedio

FEBRUARY 26, 2024

There will be two people managing the job, so you will be splitting the days of the week. Your primary responsibility will be of practical nature, but you will also get the opportunity to solve tasks for different departments, e.g. helping Sales with research or assisting Marketing with events. Superior together.

B2B 52

B2B Innovation Sales Training Account Planning 52

Brooks Group

NOVEMBER 29, 2023

Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.” Of course, there are myriad reasons for this — both good and bad.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

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? Table of Contents.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81

Brooks Group

NOVEMBER 8, 2023

WATCH ON DEMAND: Building a Successful Sales Strategy for 2024 Here are four steps for building the right sales strategy. Step 1: Establish Your Strategic Sales Priorities There is a sales questioning technique called “3-Deep.” This provides a directional focus to be able to institute strategic priorities.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

SBI

APRIL 1, 2020

Brainshark Collaborates with GO1, Enhances Sales Training. the industry’s only data-driven sales readiness platform, and GO1, a leading provider of off-the-shelf, high-quality eLearning content, today announced a strategic partnership. WALTHAM, MA (April 1, 2019): Brainshark , Inc.,

Sales Training 36

Sales Training Sales Negotiation Onboarding 36

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. What are the Building Blocks of Sales Enablement? Sales Hiring System.

Prioritization 130

Prioritization Sales Sales Analytics Sales Training 130

Mike Kunkle

AUGUST 8, 2023

This short-sightedness can lead to a rollercoaster ride of revenue fluctuations and missed opportunities for strategic expansion. Solution: Sales leaders must cultivate a balanced approach. Use data to drive informed decisions, optimize sales processes, and identify untapped market opportunities.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Use John Kotter’s change management advice and “Build a Guiding Coalition.”

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Arpedio

AUGUST 31, 2023

Back to careers Are you an aspiring future Customer Success Manager and have a passion for sales? Do you want to help drive post-sales processes from start to end and prepare the business for continued growth and further international roll-out? careers Are you ARPEDIO’s new Student in Customer Success?

Customer Success 52

Customer Success B2B Account Management Innovation 52

Brooks Group

FEBRUARY 27, 2024

Your sales professionals can differentiate themselves with advice and strategic support that is more sophisticated, helpful, and knowledgeable than your competition. Support Change Management You want to ensure customers are getting the most value from their purchase.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Brooks Group

APRIL 19, 2023

Do prospects and customers perceive them as valuable strategic resources, business experts, or merely vendor reps? The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. Ideally, they want a salesperson who can serve as a strategic resource.

Decision-making 82

Decision-making Sales Training Media Publishing 82

Mike Kunkle

NOVEMBER 23, 2023

[Click the image to see a larger version] A successful sales enablement program can help sales reps improve their sales skills, close more deals, and achieve their goals, and can engage, enable, and empower front-line sales managers to support them.

Sales 258

Sales Finance Decision-making Profitability 258

Brooks Group

NOVEMBER 14, 2023

This post walks you through the four pitfalls of sales strategy and provides best practices to avoid them. Pitfall 1: Not Setting Clear Strategic Priorities The first pitfall of sales strategy is not setting clear priorities. This provides a directional focus to be able to institute strategic priorities.

Supply Chain 52

Supply Chain Sales Sales Training Meetings 52

Brooks Group

APRIL 14, 2022

The Brooks Group was recognized by Investopedia as having the best virtual sales training in the country. So it may come as a surprise to learn that we actually recommend live training, at this moment in time. Or a salesperson will ask their manager how something they learned applies to a specific account.

Sales Training 79

Sales Training Meetings Management Sales 79

Arpedio

SEPTEMBER 22, 2022

How Aggreko gained complete transparency into the health of their accounts. This client case study is based on an interview with Jeff Raber, Head of Strategic Accounts at Aggreko. ARPEDIO Account Planning & Relationship Mapping. ? ARPEDIO Account Planning. Head of Strategic Accounts at Aggreko.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

SEPTEMBER 22, 2022

How Aggreko gained complete transparency into the health of their accounts. This client case study is based on an interview with Jeff Raber, Head of Strategic Accounts at Aggreko. ARPEDIO Account Planning & Relationship Mapping. ? ARPEDIO Account Planning. Head of Strategic Accounts at Aggreko.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Brooks Group

JULY 13, 2022

Tip #2: Realize Not All Accounts Are Created Equal. Salespeople will save a lot of time when they learn that every account isn’t worth the same amount of their time and attention. . Payoff can be described as growth potential, profitability, and how much account maintenance is needed to win or keep the business.

Energy and Utilities 73

Energy and Utilities Decision-making Sales Training Profitability 73

Brooks Group

JANUARY 10, 2023

One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Strategic alignment with your organization (this one’s a bonus).

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Mike Kunkle

JUNE 12, 2022

While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. Resources: The inevitable change: Post-COVID-19 Sales Roles.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JUNE 1, 2022

It’s safe to say that nearly every sales manager has regretted at least one of their new hires. Having worked with thousands of sales leaders and millions of salespeople, our 45 years of experience have shown that industry experience is not critical for success. Managers should instead look to hire from an aligned industry.

Decision-making 85

Decision-making Sales Training Manufacturing Account Management 85

Brooks Group

SEPTEMBER 21, 2022

It also helps knowing how your product supports the strategic vision of the company even if you’re not selling directly to the C-suite. . The best sales leaders invest in their teams by providing a standardized, clearly defined selling system. Confidence increases credibility, which in turn builds trust. Be Valuable To Customers.

Emotional Intelligence 72

Emotional Intelligence Negotiation Sales Training Decision-making 72

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Sales onboarding for new sales reps and new or promoted sales managers. Management and leadership development.

Sales 130

Sales Onboarding Leadership Sales Training 130

Arpedio

APRIL 27, 2023

And the numbers speak for themselves: Over 77% of companies with a sales team exceeding 500 people have a dedicated sales enablement process in place. So, what exactly is sales enablement? At its core, sales enablement is about aligning marketing and sales teams to ensure that they are working together towards a common goal.

Sales 52

Sales Software Software Sales Training 52

Mercuri International

MAY 21, 2021

“KAM, SAM, GAM” – the world of account management does love an acronym. But once you get past the ‘key’, ‘strategic’, and ‘global’ prefixes, it pretty much all equates to the same thing. So, in short, key accounts matter. Interestingly, key accounts might not be mostly about sales. But luckily….

Key Account Management 98

Key Account Management Account Management Suppliers Sales Training 98

Brooks Group

SEPTEMBER 26, 2023

Step 1: Plan Your Sales Kickoff Agenda Choose the Right Theme Pick an area of focus where your team’s greatest challenge lies. Think “Outselling The Competition” or “Strategic Account Management,” for example. Explore The Brooks Group’s selection of keynote presentations and training programs here.

Sales 76

Sales Meetings Sales Training Prioritization 76

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. Sales Training: Providing sales enablement training, with tools enhancing this aspect. Superior together.

Sales 52

Sales Software Software Account Planning 52

Brooks Group

JUNE 1, 2022

It’s safe to say that nearly every sales manager has regretted at least one of their new hires. It makes sense that a manager would want to hire someone with industry experience, familiarity with their customers, and maybe even an existing book of a competitor’s business that could be tapped into. Retreads and Tenderfoots.

Decision-making 67

Decision-making Sales Training Manufacturing Account Management 67

Arpedio

FEBRUARY 3, 2022

Are you ARPEDIO’s new Account Manager within the Nordics? Are you ARPEDIO’s new Account Manager within the Nordics? Are you ARPEDIO’s new Account Manager within the Nordics? ? Are you an aspiring future Account Executive and have a passion for sales and leadership? Back to careers.

Account Management 52

Account Management Management B2B Healthcare 52