Upland

JULY 3, 2023

By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships. In fact, Altify Max is available today as an Augmented Intelligence Platform for sales. What is ChatGPT?

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

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

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Upland

NOVEMBER 27, 2023

You want to inspire the prospect to act by showing them what your solution will be able to do for them. But before you jump head-first into the sales process, there are four fundamental things you must know: 1. The enemy might be an operational issue rooted in organization, process, culture, skill, or tech.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

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

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 Sales Stakeholders 52

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

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

Hubspot Sales

MAY 18, 2021

business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. The findings revealed there are seven actionable habits of top sales performers ; these habits are a combination of learned skills and inherent traits and set the best salespeople apart from the middle-of-the-pack reps.

Value Proposition 118

Value Proposition Sales Communication Onboarding 118

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

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

Showpad

OCTOBER 16, 2023

For companies that offer products or services, sales success is central to business success. This coincides with a significant shift in the business of sales, sparked by recent steps forward in the field of Artificial Intelligence (AI). Improving Pitches AI can even help when it comes to delivering the all important business pitch.

Artificial Intelligence 52

Artificial Intelligence Sales Banking Finance 52

Hubspot Sales

SEPTEMBER 30, 2019

Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs. Use a sales training template. Get certified.

Sales Training 143

Sales Training e-Learning Onboarding Sales 143

Showpad

NOVEMBER 7, 2023

Reps should be confident, adept at recognizing a buyer’s challenges, and quick on their feet—along with a long checklist of other sales skills that help them build relationships and close deals. They need thoughtful sales training and proactive coaching from their manager.

Negotiation 52

Negotiation Organization Prioritization Sales Training 52

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. Will Artificial Intelligence really displace the human sales force? Peterson, Ph.D.,

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Corporate Visions

OCTOBER 10, 2019

The post The Deciding Journey: Four Value Conversations You Need to Master by Tim Riesterer appeared first on Corporate Visions. But in practice, the B2B customer buying journey doesn’t follow such a broad or predictable sales process. And nothing about how you should approach that sales conversation or how you can provide them value.

e-Learning 84

e-Learning Profitability Acquisition Meetings 84

Hubspot Sales

SEPTEMBER 26, 2023

What is the most important soft skill to have in sales?”), they arrive at different answers. Which AI Tool is the Best Sales Writer? As for the substance of the email, it does a good job explaining the product's value. Near the end of the email, it also recaps its main value proposition in a sentence ("In a nutshell.").

Value Proposition 99

Value Proposition Sales Artificial Intelligence Management 99

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

Corporate Visions

APRIL 25, 2019

The Five Best Sales Techniques… And Five of The Least Effective. But there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale. Here are five of the best sales techniques that really work, as well as five classic go-to selling techniques that may, in fact, be hurting your sales.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

Miller Heiman Group

AUGUST 6, 2020

B2B buyers’ expectations have never been higher, and during this time of crisis, buyers can be especially reluctant to accept new ideas or alternative solutions. Sales organizations can elevate their enterprise sales strategy by adopting a sales methodology designed to improve sellers’ conversational skills.

Negotiation 70

Negotiation Decision-making Sales Training B2B 70

Brooks Group

JUNE 7, 2023

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. Wise sales professionals take it upon themselves to help buyers do their job.

Sales Training 56

Sales Training Decision-making Sales Communication 56

Mike Kunkle

JULY 21, 2018

It’s unfortunate that role play has a low level of acceptance in many sales organizations. Done well, it’s one of the very best ways to train, coach, and improve skill levels. For that, see this post on why it’s time to get serious about purposeful practice in the sales profession. It’s good for initial practice of a skill.

Construction 130

Construction Sales Onboarding Sales Management 130

Brooks Group

APRIL 25, 2024

You’ve got to keep plugging when you work in sales. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Hubspot Sales

NOVEMBER 2, 2018

Your summary should speak to your skills, experience, and professional interest -- think of it as your digital elevator pitch. In no more than a paragraph, your LinkedIn summary should sum up your biggest value propositions for the outcome you're hoping to achieve. In your next paragraph, tie it into your sales career.

Value Proposition 145

Value Proposition Digitalization Small Business Publishing 145

Brooks Group

FEBRUARY 27, 2023

As a salesperson, you may be familiar with the bane of a sales pitch; objections. Sales reps might make their livings off successful pitches, but we rarely get one that goes off without a hitch. Read on for the best sales tips possible. What is a sales pitch? A sales pitch should be thorough but brief.

e-Learning 52

e-Learning B2B Sales Training Sales 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

Apptivo

AUGUST 17, 2023

It helps professionals to make data-driven decisions, unearth useful insights, and concentrate on high-value, creative endeavors that necessitate human brilliance. Identify Key company Objectives Clearly outline company goals as well as particular CRM areas where AI can provide value.

Artificial Intelligence 52

Artificial Intelligence CRM Healthcare Manufacturing 52

ACT

MARCH 11, 2024

Today, you or your sales reps have to scroll through hundreds (if not thousands) of rows in a spreadsheet to find the necessary client details. Here’s why you need to replace them with a scalable CRM solution—and what to consider when you stop using Excel as a CRM. But as your company grew, so did your customer base.

CRM 52

CRM Small Business Decision-making Software 52

Miller Heiman Group

MAY 13, 2019

At Elevate 2019 North America: Framing the Future, one thing was clear: there’s a shift occurring in selling. Sellers now must inspire their buyers by providing knowledge and value at every stage of the sales cycle. Here’s a recap of what you missed at Elevate 2019 North America: Marketplace Trends.

Sales Technology 82

Sales Technology Organization Sales Management Management 82

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching?

Sales 52

Sales Account Management Stakeholders CRM 52

Arpedio

MAY 26, 2023

Essential Relationship Management Skills for Success 6. Relationship management software can be a powerful tool that transforms the way sales professionals approach nurturing and maintaining their stakeholders. These skills are crucial across personal, professional, and business relationships. Relationship Management Examples 5.

Management 52

Management Stakeholders Prioritization Software 52

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

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. This approach, supported by six essential enablers, promises greater success in enterprise sales.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Mike Kunkle

NOVEMBER 30, 2018

I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.]. Life at Transforming Sales Results Was Good. Transforming Sales Results was doing quite well. I first became aware of the company at Gerhard Gschwandtner’s Sales 3.0 Fair question.

Profitability 130

Profitability Publishing Manufacturing Negotiation 130

SBI

MAY 4, 2021

The Sales Learning Analytics That are Instrumental for Measuring Sales Performance. How Sales Learning Analytics Develop Your Sales Team. Sales representatives cannot sell unless they effectively articulate and convey the value of their organization’s products and services. By Shubhi Tangri, Qstream.

Sales 59

Sales Sales Analytics Sales Training Onboarding 59

Miller Heiman Group

MAY 28, 2020

They connect with customers based on skills such as checking, confirming and acknowledging to make sure they understand the customer’s concerns, and they strive to build a rapport that lasts throughout the interaction. Elevate the Customer Experience. Navigate Challenges. Expand the Relationship.

Customer Experience 73

Customer Experience Organization Communication Management 73

Corporate Visions

OCTOBER 4, 2018

When you really boil it down, your success as a sales organization comes down to how effective you are at acquiring new customers and expanding with existing ones. When you’re on the outside and trying to acquire new customers, you need to be able to: Create Value – Disrupt status quo bias and differentiate your solutions.

Acquisition 45

Acquisition Decision-making Profitability Meetings 45