Brooks Group

FEBRUARY 13, 2023

For hundreds of years, traditional methods of sales have dominated the market. From door-to-door sales to full-on, boardroom-style sales meetings, sales reps have been able to harness the power of face-to-face interaction to make a sale. With this technology change comes a change in sales methods.

Virtual Selling 52

Virtual Selling Internet Sales Sales Training 52

Hubspot Sales

NOVEMBER 10, 2020

In your sales organization, this starts with your sales environment. A sales environment is a vague, intangible concept. Think of it this way: How do you want your sales reps to feel when they step on your sales floor (or log into work from their home office)? Types of Sales Environments. I sure did.

Sales Environment 107

Sales Environment B2C Sales B2B 107

Red Star Kim

SEPTEMBER 22, 2022

Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. And partly because during this time, when people were working from home, it was hard to learn telephone skills from the people around you. Landlines are a rarity.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Upland

APRIL 20, 2023

Here’s where having a sales account management strategy becomes indispensable. Traditionally, account management has often been seen as a post-sales role. In fact, many successful sales teams have a robust qualifying process to ensure they are going after the deals that matter. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

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. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing.

Negotiation 81

Negotiation Decision-making Sales Management 81

Hubspot Sales

JANUARY 12, 2021

But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. Establish a relationship and build rapport.

Sales Management 123

Sales Management Management Sales Sales Training 123

Brooks Group

MARCH 6, 2023

From negotiation to messaging personalization, sales managers and employees can improve their communication skills with anybody by taking enterprise sales training. Understanding your clients is essential to communication and sales in the business world. Here’s what you need to know about enterprise sales training.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Aptology

FEBRUARY 24, 2021

Utilizing Behavior To Improve Sales Performance. In the highly competitive world of sales, every company needs even the tiniest of advantage it can get. Improved sales performance is what keeps the engine of every business organization oiled. The lifeblood of any sales team is the people that make up the team.

Emotional Intelligence 52

Emotional Intelligence Sales Software Software 52

Red Star Kim

SEPTEMBER 26, 2022

Plus everyone is so busy it can be hard to find the time to chat informally which is a great source of knowledge, insight and comfort. But there are indications of an emerging gap between where they currently spend most of their time and where they want to focus. Building rapport in the digital space (kimtasso.com).

Digitalization 147

Digitalization Media Marketing Communication 147

Red Star Kim

MAY 15, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. I’m often asked to provide training in conversation skills. Similarly, replace one word job title answers (e.g. I’m a lawyer”) to a benefit statement (e.g.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Causes of a Bad Sales Manager. Unnecessary disagreements hurt the rapport and trust she’s built and make them less likely to listen to her on the issues that actually matter. To drive progress and growth in their team, sales managers must rock the boat.

Sales Management 116

Sales Management Management Sales Meetings 116

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. The modern buyer doesn't have the patience to address basic questions with answers that anyone can find through a cursory search — nor do they have the time to fill you in on their challenges. The 18 Best Places to Research Buyers Before Sales Conversations.

Sales 127

Sales Publishing Decision-making Media 127

Hubspot Sales

DECEMBER 31, 2020

Great sales teams are always striving to grow. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year.

Decision-making 130

Decision-making Remote Working Profitability Sales 130

Hubspot Sales

JANUARY 15, 2020

The summary is one of the most important parts of your profile, since it’s a space to showcase your passion, enthusiasm, and most importantly, your track record of results. These five LinkedIn summary templates will help you flesh out your profile in no time flat. If you’ve got writer’s block, good news. The “I Feel Your Pain” Summary.

Sales 121

Sales Retail Profitability Banking 121

Hubspot Sales

SEPTEMBER 29, 2017

Good communication skills are essential for achieving sales success, but your frontline sales team's face-to-face communication depends on much more than their language. Building Rapport. A major part of successful deals relies upon building a rapport. Understanding Reactions.

Negotiation 99

Negotiation Communication Sales Training Sales 99

Hubspot Sales

MAY 26, 2023

You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. For a great sales call, it's key for agents to be knowledgeable about company offerings, conversational, and respectful. How to Make Effective Outbound Calls 1.

Emotional Intelligence 100

Emotional Intelligence Software Software Communication 100

Hubspot Sales

OCTOBER 28, 2019

Let's say you're working with two salespeople from competing companies at the same time. They take time to work with you to create a pitch that will match your company's goals, and, after due diligence, they work with you to ask for a close that meets your budget and team needs. Put yourself in the position of a prospect.

Advertising 112

Advertising Decision-making Communication Meetings 112

Brooks Group

MARCH 27, 2023

You’re making your first sales call. But if you don’t, why not do a little role-playing to find your rhythm and build your confidence? This comprehensive guide will provide everything you need to know about the mock sales call, from defining it to describing why it’s essential to tips on how to conduct it.

Sales 52

Sales Sales Training Decision-making Negotiation 52

Arpedio

APRIL 30, 2024

Value selling is a sales approach that can revolutionize the way you sell. By understanding and implementing value selling strategies, you can elevate your sales approach and close more deals. Simply put, it puts your customers at the center of the sales process. What is Value Selling? So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Scovel

SEPTEMBER 22, 2021

Social selling is a B2B and B2C social media marketing (SMM) strategy that utilizes social networking sites and applications to generate the leads, sales or one-on-one relationships with clients.Social selling is an effective approach to building awareness, trust and consideration over the course of the sales cycle.

B2B 84

B2B Media B2C Retail 84

Red Star Kim

DECEMBER 5, 2023

Sometimes marketing and sales system are not integrated. And there was the added complication of long sales cycles. There were comments that it was unusual for people to be in the office so face time and in person meetings – where it is easier to develop rapport, trust and solid working relationships – were rare.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

FEBRUARY 15, 2024

Some examples include being prepared, setting guidelines, being flexible, active listening and managing time. With influence, dedicating time to win someone’s heart or earn mindshare is a prerequisite to the process of inspiring them to take action or make a particular decision.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Hubspot Sales

OCTOBER 12, 2020

As a B2B sales pro or account executive, you know how important it is to make a good first impression with a potential client. When not done correctly, a capabilities presentation can feel like a long, drawn out sales pitch that is easy to ignore. Time and space to engage. Capabilities Deck.

Decision-making 102

Decision-making Media B2B Stakeholders 102

KAMCast

JULY 8, 2021

Or are you winging it along the way, relying on personality to build those relationships with key contacts? By the 1980s… The marketplace was seeing a new breed of sales representatives and sales executives who had polished up their presentation skills to become the informer, the educator, and the ambassadors for their wares.

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

Hubspot Sales

SEPTEMBER 4, 2020

At the beginning of a sales engagement, most get stuck in that precarious middle ground between trustworthy and downright dishonest. While trust is an intangible and somewhat slippery metric, there are still some concrete actions salespeople can take to build rapport with buyers and win their faith faster. Offer Social Proof.

Decision-making 129

Decision-making Small Business Communication Sales 129

Hubspot Sales

SEPTEMBER 17, 2019

It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. Over the past 20 years in sales, I’ve developed several highly effective strategies for making in-person meetings run smoothly. How to Approach Field Sales Meetings.

Meetings 91

Meetings eCommerce Sales Marketing 91

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

B2B 92

B2B Decision-making CRM Communication 92

ProlifIQ

JUNE 21, 2023

Effectively identifying and targeting the right accounts is crucial for sales managers and sales professionals involved in strategic account management. The team’s expertise and knowledge help in navigating complex organizational structures, understanding customer dynamics, and building strong relationships with stakeholders.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Scovel

SEPTEMBER 22, 2021

Reading Time: 3 minutes. From serving customers to influencing your industry flexibly, social spaces offer many opportunities to offer B2B brands. Instead of focusing on sales, most B2B companies use social networks as a marketing channel at the top of the funnel, specifically promoting content and awareness.

B2B 52

B2B Media B2C Retail 52

PandaDoc

AUGUST 18, 2020

Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . If you are new to giving virtual presentations, take the time to try out several different software options to choose the one that works best for your purposes. Leave Time for Small Talk.

Meetings 98

Meetings B2B Software Software 98

DemandFarm

OCTOBER 12, 2023

The success of sales is intrinsic to the long-term health of any organization. One way to establish a roadmap for the sales team is to select and follow the right sales methodologies. Serving as a foundation for sales guidelines, they help sales reps understand their roles and perform well as a team.

Decision-making 52

Decision-making Sales B2B Key Account Management 52

Hubspot Sales

AUGUST 8, 2018

What are the qualities of a good sales rep? They’re deliberate with their time. They're good at building relationships. What Makes a Successful Sales Rep? Do you have a hard time remembering the last time you got embarrassed? This resiliency will help you overcome the inevitable hard times.

Sales 90

Sales Internet Decision-making Negotiation 90

Scovel

SEPTEMBER 22, 2021

Social selling is a B2B and B2C social media marketing (SMM) strategy that utilizes social networking sites and applications to generate the leads, sales or one-on-one relationships with clients.Social selling is an effective approach to building awareness, trust and consideration over the course of the sales cycle.

B2B 52

B2B Media B2C Retail 52

Scovel

SEPTEMBER 22, 2021

Social selling is a B2B and B2C social media marketing (SMM) strategy that utilizes social networking sites and applications to generate the leads, sales or one-on-one relationships with clients.Social selling is an effective approach to building awareness, trust and consideration over the course of the sales cycle.

B2B 52

B2B Media B2C Retail 52

LinkedFusion

OCTOBER 11, 2023

It is the critical first step in the sales funnel and a pivotal factor in business success. These tactics help businesses build their brand awareness, reputation, and pipeline of new customers to support their growth. Lead generation is an important component of every effective marketing and sales plan.

Small Business 52

Small Business Advertising Media Marketing 52

Miller Heiman Group

JULY 9, 2020

Ensure you’ve established a safe space for the discussion that you want to have. Before talking business, focus on building a personal rapport with the person: ask them how they are and how the crisis has affected them. Build Bridges From Emotional to Rational Thinking. Create headspace. How do you feel about that?

Decision-making 82

Decision-making Leadership Sales 82