Arpedio

FEBRUARY 22, 2024

This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. At its essence, consultative selling involves actively engaging with customers to uncover their unique challenges, goals, and aspirations.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Upland

APRIL 20, 2023

Through account management, your team can seek to establish themselves as trusted advisors to customers. In those days, selling was transactional, while account management was focused on the cross-sell and upsell opportunities in customer accounts. Here’s where having a sales account management strategy becomes indispensable.

Account Management 195

Account Management Management Account Planning Decision-making 195

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. Set and track measurable goals.

Media 92

Media Decision-making Customer Experience Marketing 92

Arpedio

MARCH 15, 2024

Strategic selling is a sales approach that focuses on building long-term, mutually beneficial relationships with prospects and customers by understanding their unique needs, challenges, and objectives. Solution-Oriented Approach: Focusing on providing value-added solutions and outcomes rather than simply pushing products or services.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

ACT

APRIL 25, 2024

Ultimately, it translates into a loyal customer base and an improved reputation for your company. Even if you’re pitching to a B2B buyer, such personal details can help you build an instant rapport. The first one starts with a run-of-the-mill promotional sales pitch. No points for guessing which one resonates better.

Sales 52

Sales Decision-making Media CRM 52

The Center for Sales Strategy

MAY 18, 2021

It's easy for them to build rapport with customers, gather information, pitch a product or service, and then close the sale. Some people are skilled at closing a sale. Others excel only in connecting with prospects and find it incredibly hard to present a product or close the sale.

Sales 104

Sales 104

Janek Performance Group: Account Planning

OCTOBER 25, 2023

These build business and increase revenue. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. When selling to existing customers, 56 percent achieve win rates greater than 50 percent. To build relationships, you must know who you must know. Rapport is personal.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Arpedio

JANUARY 3, 2024

When it comes to sales prospecting , there are two primary approaches to reaching out to potential customers: cold calling and warm calling. Cold calling involves reaching out to a prospect who has not previously expressed interest in your product or service. What are the challenges of cold calling?

Client Relationships 52

Client Relationships Sales Communication Prioritization 52

Arpedio

DECEMBER 15, 2023

Put simply, it’s the process of building and maintaining strong relationships with your clients. This involves identifying their needs, communicating effectively, and providing value through customized solutions. But what is account management exactly? This, in turn, can drive growth and revenue for the business.

Account Management 52

Account Management Management Client Relationships Negotiation 52

Hubspot Sales

SEPTEMBER 15, 2020

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. Prospects need to be able to envision themselves being successful with your product or service. Similar to sharing success stories, it's important to get down to provide value for your customers. In fact, 45.6%

Decision-making 106

Decision-making Sales B2B Account Management 106

Hubspot Sales

AUGUST 22, 2022

Building trust and rapport, crafting a personalized sales approach, and prioritizing existing customers are more important than ever to a successful sales strategy that not only attracts customers, but turns them into promoters of your brand. Serving existing customers takes priority over finding new ones.

B2C 89

B2C Sales CRM B2B 89

Arpedio

FEBRUARY 22, 2024

This framework provides a structured methodology for understanding customer needs, identifying key decision-makers, and ultimately closing deals with precision and efficiency. Economic Buyer The economic buyer is the individual within the customer organization who holds the purse strings. What is MEDDPICC?

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

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. This topic is explored well in the recent book Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com). The importance of Voice.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Hubspot Sales

AUGUST 21, 2023

They need to receive a "cold call" from you, where you introduce yourself and your services and make your value proposition clearer. I found your information while searching for business consultants in Wichita and I think you could be a great fit for our services. But that's no longer the way to do it. Rep: Good morning, is this Rita?

Value Proposition 98

Value Proposition Decision-making Software Software 98

Arpedio

APRIL 30, 2024

Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. Simply put, it puts your customers at the center of the sales process. Value selling places your customers at the center of the sales process. So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Arpedio

FEBRUARY 15, 2024

Enter pre-sales—a fundamental aspect of the customer journey that often goes overlooked but holds immense potential for businesses aiming to drive conversions and foster customer loyalty. It encompasses a series of crucial interactions and engagements that occur before a potential customer decides to make a purchase.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Arpedio

DECEMBER 19, 2023

B2B sales refer to the selling of goods or services from one company to another. This article will equip you with the knowledge and tools to enhance your sales processes and build stronger relationships with other businesses. Another technique employed by sales teams is relationship building.

B2B 52

B2B Interpersonal Skills Value Proposition Negotiation 52

Arpedio

FEBRUARY 14, 2024

In this article, we will delve into the disparities between account management and sales, exploring their individual responsibilities, skillsets required, and the impact they have on customer satisfaction and revenue generation. Account management involves building and maintaining relationships with existing clients or accounts.

Account Management 52

Account Management Management Sales Client Relationships 52

Brooks Group

JUNE 27, 2022

Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure. Sales negotiation skills allow you to haggle for the best possible price on products and services, maximizing your profits.

Negotiation 85

Negotiation Emotional Intelligence Sales Profitability 85

Brooks Group

AUGUST 8, 2023

Savvy sales managers are using the sales-specific DISC profile to redefine team dynamics, improve sales training , and build a stronger, more agile, and result-driven sales team. Building a high-performing sales team requires more than just industry knowledge and a persuasive style. How does DISC help sales professionals?

Sales Management 72

Sales Management Management Sales Sales Training 72

Brooks Group

JULY 14, 2023

Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process. This understanding allows you to tailor your offering and demonstrate how your product or service can address their specific pain points.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Brooks Group

FEBRUARY 16, 2024

They build long-term relationships based on reciprocity. These “bottom” sales professionals do one of two things: They either give the customer everything they want (cave and concede) or they do the opposite—they don’t bend enough. Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Red Star Kim

FEBRUARY 8, 2024

Here is a summary of the sales targeting toolbox for professional services firms. And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Arpedio

FEBRUARY 22, 2024

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. The key objectives of Spin Selling include: Understanding the customer’s current situation and context.

Software 52

Software Software Decision-making Performance Review 52

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. They’ll have personalized conversations about a prospect's specific needs and why their product or service is the best-fit solution.

Virtual Selling 98

Virtual Selling Media Sales Decision-making 98

Brooks Group

JULY 5, 2023

It’s easy to assume you know what the customer wants and rush the close. By understanding and implementing effective communication techniques, sales professionals can build stronger relationships with prospects, overcome obstacles and customer objections, and ultimately close more deals.

Sales 52

Sales Sales Training Value Proposition Decision-making 52

Brooks Group

DECEMBER 1, 2023

Put simply, strategic account management is all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue. It’s far more profitable to retain existing customers than to find new ones, so it’s key that your team keep customer satisfaction top of mind.

Account Management 93

Account Management Management Account Planning Sales Training 93

Arpedio

JANUARY 5, 2024

Effective relationship management in sales is not just about making connections; it’s about building and maintaining long-term partnerships that benefit both parties. This concept has evolved from mere customer service to an intricate process of building and nurturing long-term partnerships.

Management 52

Management Emotional Intelligence Client Relationships Sales 52

Brooks Group

JULY 11, 2022

Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. However, when you are selling virtual products or services, this becomes even more important. In order to be successful in virtual sales, you need to be good at relationship building and have other skills.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Hubspot Sales

NOVEMBER 20, 2023

AI-powered lead scoring systems utilize machine learning algorithms to analyze prospect data and predict their likelihood of converting into paying customers. With this tool, you can leverage data points from the entire customer journey to comprehensively analyze and score each lead. Enhance prospecting with AI-driven research tools.

Energy and Utilities 82

Energy and Utilities Sales Analytics Customer Experience Decision-making 82

Arpedio

FEBRUARY 15, 2024

They are adept at building cross-functional alliances, leveraging internal networks, and orchestrating collaborative efforts to drive meaningful outcomes. As organizations grapple with evolving market dynamics, disruptive technologies, and changing customer expectations, Mobilizers serve as catalysts for change and innovation.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Hubspot Sales

MAY 24, 2021

So to help you out, we've compiled a list of tips and tricks to get the most out of your direct communication with prospects and customers. Familiarize yourself with their industry, and how your product or service has helped similar companies within it. Focus on building rapport. Prepare, prepare, and prepare some more.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Arpedio

FEBRUARY 27, 2024

In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships. At its core, it prioritizes building meaningful connections and fostering trust with customers. What is Relationship Selling?

Prioritization 52

Prioritization Communication Software Software 52

Zendesk

AUGUST 31, 2021

Customers love to feel special and understood. According to research from Epsilon, 80 percent of customers say they’re more likely to do business with a company if it offers personalized experiences. Of course, you can’t provide this level of personalization unless you truly know your customer. What is personal selling?

Interpersonal Skills 97

Interpersonal Skills Value Proposition Decision-making Communication 97