Brooks Group

JANUARY 2, 2024

You can’t usually point to a single skill or characteristic. Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. The difference between a good salesperson and a great one is often subtle.

Sales Training 91

Sales Training Decision-making Sales Communication 91

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It’s beautifully illustrated.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Account Manager Tips

AUGUST 31, 2022

So, it's up to you to figure out how to differentiate your solutions in this market of sameness. When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Account Manager Tips

MAY 25, 2021

Key account management origin story Once upon a time, not only did sales reps win the client, they also supported them long after the deal was done. Sales people won the clients. Provides expertise and integration to create value the client can't achieve without you. Because what makes a key account is its future value.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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

Whetstone

MAY 7, 2024

The Evolution of Sales: Moving Beyond Transactional Selling Selling products and quoting on them has long been the cornerstone of success for sales professionals. I can remember the early days of contact management followed by Sales Force Automation (SFA). and Maximizer were the contact management heavy weights.

Artificial Intelligence 52

Artificial Intelligence Manufacturing e-Learning Suppliers 52

Account Manager Tips

AUGUST 14, 2022

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. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

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. Sometimes called value selling, it is focused on the client (their current and future needs).

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Account Manager Tips

SEPTEMBER 7, 2022

When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. So, it's up to you to figure out how to differentiate your solutions in this market of sameness. Create a sales value chain.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

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.

Sales 95

Sales Decision-making Sales Training Communication 95

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. Questioning skills). A question appeals to their expertise, boosts their confidence and creates a sense of choice and autonomy.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. 5 Business Insights That Take Sales Conversations to the Next Level 1. Business strategies aren’t one-size-fits-all — not every prospect has the same one.

Shareholders 104

Shareholders Value Proposition Profitability Decision-making 104

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 114

Sales Prioritization CRM Communication 114

Brooks Group

MAY 9, 2024

Is your sales team leaving opportunities on the table because of poor questioning? Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale.

Sales 52

Sales Decision-making Sales Training Facilitation 52

Sales Gravy

NOVEMBER 10, 2023

In the competitive world of sales, adopting the right mindset is crucial for success. On this episode of the Sales Gravy podcast, Jeb Blount spends time with Dre Baldwin, a former professional basketball player in the NBA turned business guru to discuss why sales professionals who adopt a pro athlete mindset have greater success.

Negotiation 102

Negotiation Sales Prioritization 102

Account Manager Tips

OCTOBER 11, 2021

They waste time on meaningless tasks and busy work that adds no meaningful value. What would bring the most value if there were no limits or obstacles? Some clients may value networking, fun, personal growth or reduced anxiety to name a few. ” Do this instead: Create a contact plan. Create a template. Where are we?

Account Management 246

Account Management Key Account Management Management Suppliers 246

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”. We also talked about creating psychological safety. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

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

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. A key consideration is the value a brand delivers to its customers or clients.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 113

Sales Meetings Stakeholders Customer Success 113

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

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

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Build a Message That Centers on Value.

Stakeholders 72

Stakeholders Communication Value Selling Organization 72

Mike Kunkle

MAY 30, 2023

It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. I’ve written about this challenge before in this post, There Are Limits to What Sales Enablement Can Fix. This remains true.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Hubspot Sales

MAY 7, 2024

Unlike other competencies, I couldn’t exactly ‘“outsource” this skill. Entrepreneurial competency means having sufficient skills, knowledge, and personal traits to succeed. Entrepreneurial competencies are professional skills, knowledge, and behaviors that impact your performance as an entrepreneur. Let’s break it down further.

Interpersonal Skills 89

Interpersonal Skills Decision-making eCommerce Prioritization 89

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties.

Negotiation 62

Negotiation Sales Decision-making Suppliers 62

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

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Balancing sales and relationship management. Building the right sales skills.

Decision-making 143

Decision-making Sales Training Organization Sales 143

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

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

ACT

APRIL 29, 2024

Regardless of the industry or scale of an organisation, an effective team will exhibit the following characteristics: Shared values: The entire team is aligned toward predefined values, objectives, and expectations. Delegation of tasks: The leader identifies team members with the right skill sets and assigns suitable tasks to them.

Small Business 52

Small Business Management Leadership Communication 52

DemandFarm

OCTOBER 4, 2023

Sales opportunity planning is a complex process that entails following several steps and requires a comprehensive guide. It’s built around a multi-step sales cycle with several stages that include research, qualification, and strategy development.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Revenue Storm

MARCH 28, 2023

Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of digital technology, and the redefining of market boundaries. This is no longer the case!

Organization 78

Organization CRM Sales Leadership 78

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 88

Sales Media B2B Publishing 88