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. Essentially a focus on the most profitable clients.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? What is the difference between SMB vs B2C?

B2C 52

B2C Small Business Sales Decision-making 52

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Zendesk

FEBRUARY 21, 2024

These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. Though the sales landscape has changed drastically over the years, the fundamentals of sales remain the same. Table of contents What is inside sales? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Upland

MARCH 2, 2023

Sold on account planning but don’t know where to start? For many, account planning in Salesforce is a logical next step. Crafting structured account plans complete with vital data from Salesforce makes it easier for sellers to get the full benefit of account planning methodologies and build better relationships.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

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

Arpedio

DECEMBER 5, 2023

Gross sales and net sales are two of the most critical metrics used in sales performance analysis and financial reporting. Gross sales refer to the total revenue generated from the sale of goods or services before any deductions, such as discounts, returns, or allowances, are made.

Profitability 52

Profitability Sales Decision-making Acquisition 52

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Watch the video below to learn more.

Account Management 92

Account Management Management Account Planning Sales Training 92

Miller Heiman Group

DECEMBER 16, 2020

Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Prioritize existing accounts over chasing new logos. Accurate forecasting is even more significant when each sale counts. Scrutinize pipeline and forecasting.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

Arpedio

JANUARY 3, 2024

In the intricate world of business operations , the distinction between roles in sales and client management is pivotal. Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. Who is an Account Executive?

Account Management 52

Account Management Management Acquisition Account Growth 52

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. It requires a comprehensive approach that aligns with your business objectives and supports your sales team throughout the entire buyer journey.

Sales 52

Sales Software Software Account Planning 52

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 104

Negotiation Sales Leadership CRM 104

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. Reengineering Sales Performance. Sales Force Structure.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. Some looked to LinkedIn’s Sales Navigator to drive data and process. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Account Manager Tips

MARCH 23, 2021

To identify key accounts with true growth potential, you must dig deeper. Your biggest accounts are not always your best accounts. Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. Click to Tweet. That's it.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Arpedio

JANUARY 3, 2024

When it comes to driving business success , there are two crucial strategies that companies must master: Account Management and Opportunity Management. Key Takeaways: Account Management and Opportunity Management are essential to driving business success.

Account Management 52

Account Management Management Client Relationships Prioritization 52

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, What does ACV stand for in sales The meaning of ACV in sales is “annual contract value” and is a metric that tells you the revenue generated by a contract over a year. The importance of knowing ACV in sales ACV is an important metric for a variety of reasons. Sales or marketing managers.

Sales 52

Sales Internet Profitability CRM 52

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know.

Sales Leadership 142

Sales Leadership Leadership B2B Sales 142

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? are inside sales professionals.

Sales 134

Sales Decision-making Digitalization Organization 134

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Apptivo

JULY 4, 2023

10 Sales KPIs 1.1 Monthly Sales growth 1.4 Sales pipeline 1.8 Sales cycle length 1.9 Sales closed-won vs closed-lost opportunities 1.10 But to ensure they’re heading in the right direction and making the most of their sales efforts, they need a compass, a guiding light. New leads 1.2

Sales 52

Sales Profitability Sales Management Sales Training 52

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. B2B sales prospecting in a nutshell.

B2B 98

B2B Sales Decision-making Publishing 98

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Arpedio

JANUARY 3, 2024

In the world of business, Account Management and Account Planning are two essential concepts that play a critical role in driving client success and business growth. In this section, we will delve into the key differences between Account Management and Account Planning. What is Account Management?

Account Planning 52

Account Planning Account Management Management Client Relationships 52

QYMATIX

NOVEMBER 2, 2021

Revenue stagnation is a nightmare most managers are scared to dream. No manager wants that. However, sales leaders are currently under tremendous pressure to grow profitably. Sales acceleration and profitability are difficult to mix. It is hard to have that sales growth cake and eat it too. And to quote John F.

B2B 103

B2B Sales Profitability Sales Analytics 103

Zendesk

FEBRUARY 24, 2022

If you’re reading this, you probably have a solid idea of what’s required for a strong sales team: Lead generation. Consistent sales messaging. Personalized sales styles. Intelligently utilized sales software. The secret to a successful modern sales team isn’t the closers—it’s the people behind the scenes.

Sales 98

Sales Sales Analytics Procurement Software 98

ProlifIQ

APRIL 12, 2024

This allows you to understand which products customers have already purchased from you, the size of those deals, and categorize open vs. closed business. Knowing what a customer has already bought is key to targeting relevant upsells and cross-sells to that account.

CRM 52

CRM Prioritization Profitability Business Growth 52

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. Sales Operations Roles and Responsibilities. Managing sales tech stack.

Logistics 100

Logistics Sales Onboarding CRM 100

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. Sensing vs. Intuition (S or N).

Management 137

Management Decision-making Sales Management Publishing 137

AchieveIt

JANUARY 10, 2024

That same mentality can be used by companies to build all-star sales teams that consistently win. Allowing data to tell the story vs trusting your instincts The Houston Astros recently hired a new team manager. Their previous team manager was known to ignore the analytics and data to trust his gut instead.

Logistics 52

Logistics Decision-making Leadership Management 52

ProlifIQ

NOVEMBER 3, 2021

That saying doesn’t just apply to trekking through the wilderness or leading a military campaign; it applies to sales – specifically, what steps in opportunity planning that you’re taking. It’s similar to account planning, but more focused on opportunity health vs your overall account health.,

Profitability 98

Profitability Account Planning Sales Key Account Management 98

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. Growing a healthy pipeline is possible through careful assessment and management. Growing a healthy pipeline is possible through careful assessment and management. How to Build a Sales Pipeline. Sales Pipeline Metrics.

Sales 145

Sales Negotiation Decision-making CRM 145

Planview

JUNE 6, 2022

Our goal is not only to empower our customers to focus on the work that matters most, but also our own teams and there is no denying that when working within a sales organization, collaboration, focus, and communication is crucial to success. Today we are learning more about Dave Frechette, a Senior Vice President of Sales at Planview.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

SalesGlobe

NOVEMBER 19, 2021

As we adapt a new way of conducting business and sales with continued limited in-person contact, hybrid work locations, and curtailed business travel, companies are forced to make short-term changes to allow for disrupted supply chain and shifts in customer demand. Top Sales Effectiveness and Sales Compensation Issues.

Sales 96

Sales Supply Chain Acquisition Organization 96

Hubspot Sales

FEBRUARY 2, 2022

Your base salary is one of the key elements you need to account for when getting that picture of your compensation package. Here, we'll discuss the concept a bit further, go over how it works, and see the average base salaries for some common sales roles. Salaried vs. Hourly Employees. Sales Base Salary.

Insurance 93

Insurance Sales Management Sales Management 93

QYMATIX

SEPTEMBER 18, 2023

With so many types of data analytics and analytical methods out there, many people are curious about the relationship between predictive analytics vs prescriptive analytics. Predictive Analytics vs Prescriptive Analytics – What are the Differences? What are the 4 Types of Analytics?

Manufacturing 40

Manufacturing Decision-making Software Software 40