Liston Witherill

MARCH 3, 2021

A business is simply a system of value creation. Your business development strategy will determine how much value you can drive, and to whom.  What’s missing is a unified theory of business development that ties it all together.    What is business development? 

Decision-making 52

Decision-making Acquisition Marketing Publishing 52

Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. The desire to feel understood is one of the deepest-seated human needs and it applies in business, as well.

Sales 289

Sales Decision-making Value Proposition Sales Training 289

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

Liston Witherill

MARCH 16, 2021

          A Unified Theory of Business Development Strategy (2021). Business is simply a system of value creation. Your Business Development Strategy will determine how much value you can drive and to whom. Full Transcript.

Decision-making 40

Decision-making Marketing Acquisition Publishing 40

Upland

JUNE 1, 2023

Have you considered a land and expand strategy for your business? Landing new business is essential for growth. But new business isn’t the only key area of focus for leaders looking to bolster revenue. When focusing on driving revenue, it’s important to take a holistic view of the account.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Hubspot Sales

MAY 27, 2024

We all know the “obvious” traits high-performing sales reps exhibit. insight you can only find at a revolutionary publication that supplements an esteemed legacy with a funky, devil-may-care edge — in short, you're looking for what The HubSpot Sales Blog has to offer, baby! 7 "Under-the-Radar" Traits of Top-Selling Sales Reps 1.

Sales 93

Sales Internet Account Management Innovation 93

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. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Red Star Kim

SEPTEMBER 26, 2023

Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. They learn about their markets and clients, help formulate strategy and develop plans. Other firms will have these roles integrated.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

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. This unified effort propels businesses to new heights of success. Nowhere is this truer than with the commercial organization. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

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. I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships? Yet questions are important for so many areas of business and social life.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Red Star Kim

AUGUST 24, 2023

So it makes him an ideal author on the business of professional services firms – whether for technical expert/fee-earners or marketing/business development professionals. There’s even an overview of the strategic benefits of different types of clients (linked to Key Account Management strategy).

Finance 130

Finance Government Profitability Banking 130

Brooks Group

JANUARY 24, 2024

Will business be back to normal in 2024? This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. What are high-performance sales teams doing differently? Sales Strategy 1: “If you have a sales process, you’ve gotta use it.”

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

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

Red Star Kim

FEBRUARY 12, 2024

Whilst it is usual to have business development professionals and experienced partners on this session, it was great to welcome a number of trainee solicitors too. How does this material fit within your overall marketing or sales strategy? Develop empathy. What do you hope to achieve? Some found personas helpful.

Media 130

Media Financial Services Advertising Decision-making 130

Red Star Kim

FEBRUARY 28, 2023

Both to maintain service levels and underpin growth strategies. Having confident leadership with a strong vision, backed up with a robust business plan and strategy and evidence of progress was attractive to potential recruits. People want to join a winning team and to visualise their progression.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

The Center for Sales Strategy

OCTOBER 5, 2023

Business development (BD) is the process of identifying, qualifying, and developing potential new customers. It is a critical part of any sales team's strategy, as it helps to ensure that there is a steady pipeline of leads to nurture and convert into paying customers.

Sales 82

Sales Marketing 82

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 85

Organization Account Management Sales Sales Training 85

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

JANUARY 3, 2024

When it comes to sales, not all markets are created equal. Business-to-business (B2B) sales and business-to-consumer (B2C) sales both involve different sets of challenges and opportunities. Understanding the dynamics of each sales model is crucial for businesses looking to grow and succeed.

B2C 52

B2C B2B Sales Customer Experience 52

Arpedio

APRIL 29, 2024

A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. It provides a clear roadmap for sales teams to follow, outlining the steps and actions necessary to reach their goals.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Only 23% of successful teams (vs.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Arpedio

DECEMBER 19, 2023

In the business world, companies engage in a variety of transactions to support their growth and generate revenue. One of the most critical types of transactions is business-to-business (B2B) sales. B2B sales refer to the selling of goods or services from one company to another.

B2B 52

B2B Interpersonal Skills Value Proposition Negotiation 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on achieving sales excellence and driving business growth. In today’s competitive business landscape, sales performance and effectiveness are crucial to the success of any organization. To excel in sales, various factors come into play.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Arpedio

FEBRUARY 5, 2024

Whitespace in sales is a concept that holds immense potential for businesses seeking enhanced growth and customer acquisition. By uncovering these whitespace opportunities, businesses can position themselves as pioneers in their industry, gaining a competitive advantage over their rivals.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Sales Gravy

JANUARY 8, 2024

In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. This episode is a blend of practical advice, innovative techniques, and motivational insights that can transform your approach to sales and client relationships.

Innovation 75

Innovation Client Relationships Digitalization Sales 75

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Arpedio

JANUARY 3, 2024

When it comes to sales strategy , businesses must weigh the pros and cons of direct sales and channel sales to determine the best approach for achieving revenue growth. Both strategies have their benefits and drawbacks and can significantly impact a company’s business model.

Sales 52

Sales Profitability Value Proposition Retail 52

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 92

Sales Sales Training Sales Management Onboarding 92

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. 6 Sales Trends That Could Fizzle This Year 1. Salespeople acting as primary information sharers.

Virtual Selling 95

Virtual Selling Media Sales Decision-making 95

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 81

Negotiation Sales Training Decision-making Sales 81

Arpedio

JANUARY 3, 2024

When it comes to improving sales performance, businesses rely on various functions such as sales enablement and sales operations. These two roles play a crucial part in driving revenue growth and achieving sales objectives, albeit with different focuses. Enter sales enablement.

Sales 52

Sales Finance Sales Training Decision-making 52

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. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. Are sales teams investing in AI?

Artificial Intelligence 117

Artificial Intelligence Emotional Intelligence Sales Decision-making 117