Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. build the relationship and trust) before embarking on a coaching or consulting process.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. Is it the wrong solution, an inadequate business case, inability to get budget, or something else?

Decision-making 435

Decision-making B2B Profitability Account Management 435

Red Star Kim

FEBRUARY 21, 2024

Most coaching processes are based on structured questions to help the person being coached to find their own ideas and solutions. Questions in consulting – Diagnosing Data analysis, research and questions are a fundamental part of the fact-finding and diagnosis stages of consulting projects. What are your O ptions?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 96

Negotiation Telecommunications Sales Software 96

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. What Is a Consultative Selling Approach?

Procurement 68

Procurement Management Decision-making Sales Training 68

Flevy

JULY 6, 2022

Account-based Marketing (ABM) solutions are valuable to implement the ABM approach. These solutions can be combined with other Sales and Marketing systems, e.g. CRM or any Marketing Automation platforms , to better target and prioritize communications with key accounts. Account Intelligence. Account-based Advertising.

Marketing 109

Marketing Account Management Facilitation CRM 109

Red Star Kim

FEBRUARY 22, 2024

Initially, it’s helpful to learn about a person’s beliefs and (limiting) assumptions of which they may not be aware – Coaching and Consulting skills – Limiting beliefs, approaches to helping (kimtasso.com). – Kim Tasso March 2010 How do you close a sale? – Kim Tasso July 2008 The post What is Socratic questioning?

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Planview

APRIL 18, 2022

Someone once wisely said: “Always look at the solution, not the problem. But with a creative mindset you can find a solution! Luckily, when companies face challenges and look for a solution to reach business goals, there are Solutions Consultants to hold our hands throughout the journey.

Brainstorming 98

Brainstorming Meetings Innovation Software 98

Red Star Kim

OCTOBER 19, 2023

transactional, consultative etc) a delegate talked about fact-based selling. This is a consultative approach using facts, data, insight and storytelling to build and maintain relationships. A consultative or fact-based technique focuses on what builds value for the client.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 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

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?

Value Proposition 52

Value Proposition Negotiation Stakeholders Sales 52

Brooks Group

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. This is a mistake.

Sales 71

Sales Sales Training Brainstorming Communication 71

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Arpedio

APRIL 3, 2024

What is Solution Selling? Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

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. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Build credibility.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Tom’s team realized that its CEO was active on LinkedIn.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

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 88

Virtual Selling Media Sales Decision-making 88

Arpedio

AUGUST 30, 2021

Salesforce Consulting - Student Assistant. Salesforce Consulting - Student Assistant?. ? We are looking for two talented student assistants to join our growing Consulting team. You will be working in project teams with experienced Salesforce consultants and client representatives. Back to careers. Responsibilities.

B2B 98

B2B Account Management Innovation Decision-making 98

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. This will help them realize the importance of finding a solution.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. But for storytelling to be truly effective in sales, your sales professionals have to nail both the timing and the delivery. Stories, on the other hand, are more memorable.

Sales 75

Sales Decision-making Sales Training Communication 75

Hubspot Sales

MAY 18, 2023

If you have a consulting practice, you need to curate credibility to help secure business. Consulting certificates can help. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs. Table of Contents Why do consulting certificates matter?

Negotiation 71

Negotiation Leadership CRM Insurance 71

PartnerTap

SEPTEMBER 26, 2023

Have you ever noticed how the sales reps and deals that get called out for praise usually sound like a superhero storyline? And then there’s the heroic save by the lone-ranger sales rep who pulls off a miracle, wins the big prize, and is now glorified like a superhero. There’s the big opportunity.

Sales 75

Sales Decision-making Suppliers Marketing 75

Brooks Group

NOVEMBER 29, 2023

Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.” On the positive side, many of these new terms are being employed to convey the consultative sales approach that many modern salespeople now ascribe to.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

PartnerTap

JANUARY 17, 2024

As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

Procurement 59

Procurement Suppliers Sales B2B 59

Brooks Group

FEBRUARY 1, 2023

One effective sales methodology is consultative selling. In this article, we will cover everything you need to know about the consultative selling approach. We’ll discuss what it is, the principles you should understand, and the best sales methods for success. What is a Consultative Sales Approach?

Interpersonal Skills 52

Interpersonal Skills Sales Training Negotiation Communication 52

Arpedio

OCTOBER 8, 2021

Office Assistant to an accelerating software and consulting business. Office Assistant to an accelerating software and consulting business. ? We are BtB Sales Experts. Since 2018, we have added professional Salesforce Consulting services, helping clients to succeed with Salesforce. Back to careers. Share on linkedin.

Software 98

Software Software Account Management B2B 98

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

Flevy

MARCH 25, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Arpedio

MARCH 26, 2021

Name: Will Smith Position: Business Analyst in Salesforce Consulting Mail: will.smith@arpedio.com What does it mean to be an ‘Arpedian’? I am part of the consulting team. I am a certified Salesforce Pardot consultant and Salesforce administrator so I work with clients to design, build, and optimize their CRM and Marketing automation.

Meetings 98

Meetings B2B Government Account Management 98

Zendesk

JANUARY 17, 2024

In years past, the Partner team at Zendesk hosted in-person and online Partner events to discuss product roadmaps and features to help customers find solutions to common pain points. Both platforms are designed to support your success as a Zendesk Partner, each serving a unique role. What’s on the horizon?

Digitalization 52

Digitalization Facilitation Onboarding Innovation 52

Flevy

JULY 1, 2022

Conversational ABM enables creating a seamless experience for prospects, more opportunities, and underpinning the sales and marketing units’ alignment. By sales stage – Segmentation by sales approach enables developing customized campaigns for the accounts and keeping in touch with the accounts that have already received a quote.

Marketing 98

Marketing Customer Life Cycle Facilitation Banking 98

Flevy

JULY 18, 2022

Determine the essential capabilities resulting from each Business Model e.g., technological capabilities, sales capabilities. FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives. I strongly recommend FlevyPro to any consultant serious about success.”. Identify Key Capabilities.

Value Proposition 111

Value Proposition Banking Innovation Organization 111