Red Star Kim

FEBRUARY 9, 2023

Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. We considered how to create and implement internal campaigns to increase engagement and product/service knowledge and prompt internal referrals.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Sales Gravy

JULY 30, 2020

Mastering the "Yes - And" Sales Improv Framework Ever been caught flatfooted when a buyer throws an unexpected objection at you? It turns out that improv can help you handle it and increase sales. Mastering this framework is the key to increasing sales with improv. Mastering the "Yes - And" Sales Improv Framework.

Virtual Selling 62

Virtual Selling Sales Organization Communication 62

Arpedio

DECEMBER 20, 2023

Upselling is a sales technique that can help businesses to boost revenue and enhance customer satisfaction. With its purpose to encourage customers to purchase products or services that are of higher value or complementary to their intended purchase, upselling is a powerful tool that can lead to increased sales and profits.

Profitability 52

Profitability Customer Experience Sales Marketing 52

Arpedio

MARCH 15, 2024

In today’s competitive business landscape, mastering the art of strategic selling is essential for sales professionals looking to drive revenue growth and outperform their competition. But what exactly is strategic selling, and why is it so critical in modern sales? What is Strategic Selling?

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. The Advanced Selling Podcast. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. The Sales Babble Podcast. The Art of Charm.

Sales 145

Sales B2B Artificial Intelligence Value Proposition 145

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. And how these need to be considered in learning environments.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market.

Artificial Intelligence 90

Artificial Intelligence Sales CRM Meetings 90

Hubspot Sales

JUNE 12, 2020

Selling is a lot like interpretive dance or improv comedy — a free-flowing art form that requires tact and charisma. Selling is a delicate but structured art with a lot of room for things to go wrong. Here are some pointers on how to master the art of selling. Did your call go to voicemail?

Profitability 100

Profitability Sales Meetings Management 100

Account Manager Tips

NOVEMBER 22, 2022

The topic of how to respond when the complete procurement team is replaced and a new internal team steps in was submitted by Alexandr Zhilinkov , a listener of The KAM Club podcast. New procurement teams introduce big challenges and new opportunities into the customer relationship. Table of Contents. Biases based on assumptions, not facts.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Brooks Group

JUNE 7, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The First Rule of IMPACT Selling® Is… We’ve previously discussed the role the value formula plays in identifying and structuring communication of the benefits a customer gains in a salesperson’s solution. Here’s how to stop that from happening on your team.

Sales Training 56

Sales Training Decision-making Sales Communication 56

Hubspot Sales

SEPTEMBER 11, 2023

When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Introduce your closing strategy in the first sales meeting. What’s a tried-and-true way to get there? Fear of Rejection.

Meetings 110

Meetings Decision-making Software Software 110

Hubspot Sales

FEBRUARY 6, 2018

Listening to audiobooks about selling might be the most convenient yet effective thing you can do for your professional development. To help you find the best choices, here are the top 10 sales-related books available for listening. Best audiobooks for salespeople and sales leaders. Sales is all about telling good stories.

Sales Management 92

Sales Management e-Learning Sales Management 92

Arpedio

FEBRUARY 22, 2024

In today’s fast-paced and hyper-competitive business landscape, the key to success lies in understanding and effectively leveraging the concept of value selling. Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Miller Heiman Group

MAY 16, 2019

Episode two features the Director of Sales Operations Management of Particle Measuring Systems —and Miller Heiman Group Icon —Kathy Venincasa. She and host Greg Moore discuss the growth of sales operations, the role it plays within sales organizations, and how to get sales forecasting right.

CRM 91

CRM Sales Management Organization Management 91

Showpad

DECEMBER 12, 2023

Leading sales enablement initiatives effectively in a turbulent world is not an easy task Staying relevant and ensuring a steady flow of revenue are key challenges for every business these days. Let me ask you this: Have you derived your sales enablement initiative directly from the business goals? business case)?

Sales 52

Sales Onboarding Communication Negotiation 52

Hubspot Sales

DECEMBER 12, 2017

Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success. Sell or Be Sold: How to Get Your Way in Business and in Life. The Challenger Sale: Taking Control of the Customer Conversation. The Challenger Sale: Taking Control of the Customer Conversation.

Sales Management 93

Sales Management e-Learning Management Sales 93

Hubspot Sales

NOVEMBER 15, 2021

Let's learn more about side hustles, explore what makes a good one, and review the best side hustles for entrepreneurs and sales pros. Let's learn more about side hustles, explore what makes a good one, and review the best side hustles for entrepreneurs and sales pros. For many others, it's frightening. Enter the side hustle.

eCommerce 104

eCommerce Publishing Profitability Sales 104

Miller Heiman Group

AUGUST 20, 2020

In today’s world, everyone is seeing significant changes in their sales funnels. When sellers master this approach, they achieve higher quota attainment and win rates than sellers who don’t—differentiating themselves from their competition. On the flip side, some industries have way too many deals flowing in.

Negotiation 111

Negotiation Value Proposition Stakeholders Decision-making 111

Hubspot Sales

AUGUST 21, 2020

To master the art of selling, you must understand its various forms. You may have stumbled across our other posts on relationship selling , social selling , and organizational selling , but today I present to you: outcome selling. What is outcome selling? Benefits of Outcome Selling.

Prioritization 134

Prioritization Decision-making Meetings Customer Knowledge 134

Nutshell

MAY 20, 2024

Ajit Singh, venture capitalist and Stanford University professor, reads 60. The list of other extensive readers includes names you may recognize, like Richard Branson, Warren Buffett, Oprah Winfrey, Elon Musk, Mark Cuban, and Mark Zuckerberg. It’s clear that reading is a habit that sets the super-successful apart. But where do you start?

Small Business 71

Small Business e-Learning Profitability Leadership 71

Revenue Storm

JANUARY 12, 2021

How many times has your boss said that? So, I thought we could look at 2020 and consider four practical sales habits we, as sales professionals, could implement in 2021 to take ownership of and accelerate our path to success. Get Good at Virtual Selling. Virtual selling is going to be here for a long time to come.

Virtual Selling 78

Virtual Selling Value Proposition Sales Communication 78

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

APRIL 30, 2024

What is Value Selling? Value selling is a sales approach that can revolutionize the way you sell. Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. However, with the proper negotiation training, you can learn how to be a better negotiator and close more deals. We will discuss everything you need to know about sales negotiation, providing valuable tips that can help you improve your negotiation skills.

Negotiation 87

Negotiation Emotional Intelligence Sales Profitability 87

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Nutshell

JUNE 3, 2020

In sales and marketing circles, it’s become trendy to praise great copywriting as the secret weapon that divides successful brands from the rest of the pack. In sales and marketing circles, it’s become trendy to praise great copywriting as the secret weapon that divides successful brands from the rest of the pack.

Sales 122

Sales Decision-making Publishing Software 122

Hubspot Sales

SEPTEMBER 21, 2020

sales processes and their methodologies is crucial to mastering the art of closing deals. Whether you're new to sales or a seasoned salesperson, you know that sales strategies vary depending on the deal you're trying to close. Complex sales are most common in B2B sales environments.

Stakeholders 125

Stakeholders Insurance Decision-making Finance 125

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? 21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Showpad

DECEMBER 31, 2019

Customer value management leverages the best of three dimensions: dynamic value management, real data from use cases and customer projects, and state-of-the-art technology. . Trend 2: Addressing selling challenges through the lens of the customer path becomes mandatory for effective sales enablement. Yes and no.

Value Proposition 119

Value Proposition Sales Customer Value Sales Management 119

Zendesk

JUNE 28, 2022

The same is true in sales. While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. Enterprise sales training. Sandler Training.

Sales Training 52

Sales Training B2B Sales Profitability 52

Hubspot Sales

JUNE 29, 2020

While there are some common techniques that are used and adopted by successful salespeople, there is truly no one-size-fits-all approach to mastering sales. Take a moment to reflect on your sales process, and some of the recent deals you’ve closed. Competitive Selling vs. Missionary Selling. Competitive Selling.

Decision-making 80

Decision-making Stakeholders Meetings Sales 80

Red Star Kim

MAY 22, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. So here is Conversation skills book review 3: Conversational intelligence – How great leaders build trust and get extraordinary results by Judith E Glaser.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

Hubspot Sales

NOVEMBER 30, 2020

But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. If you’re guilty of this, you might need to perfect your sales follow-ups. Read on to learn how to do this, and why it matters.

Decision-making 138

Decision-making Sales Meetings Stakeholders 138

Hubspot Sales

JULY 14, 2020

Over the past decade, the rise of social media and the emerging field of influencer marketing has turned how companies advertise and sell their products upside down. Now go ahead and put your salesperson hat back on so we can talk about what it means to be a sales industry influencer. What area of sales do you specialize in?

Sales 87

Sales Media Publishing Internet 87

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52