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

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 93

Value Proposition Procurement Decision-making Stakeholders 93

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

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

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

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

Red Star Kim

DECEMBER 14, 2022

We started the day with delegates reflecting on their favourite quotes and sayings – as a way to uncover their underlying key values which will form the basis of their personal brand (These are shown in the image above). Develop both hard (technical) and soft (interpersonal) skills. Define my values and develop my personal brand.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

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

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. Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. Your solution gets commoditized.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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

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

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

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 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”. Delegate views and poll results are shown below.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Arpedio

MARCH 20, 2024

Account-Based Selling (ABS) has emerged as a potent strategy for businesses aiming to target high-value accounts strategically. Leveraging data analytics, predictive modeling, and market segmentation techniques can help pinpoint accounts with the highest potential for revenue growth and long-term value.

Government 52

Government Innovation Prioritization Facilitation 52

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

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

Arpedio

JANUARY 3, 2024

Account Management is centered around nurturing existing customer relationships , while Opportunity Management is focused on identifying and capitalizing on potential sales opportunities. Both strategies are critical to business growth, but require distinct techniques and skill sets to execute effectively.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Revenue Storm

DECEMBER 8, 2020

The sales world has changed, and the new reality is going to require new thinking, a new attitude, new skills, new people, and new places. By thinking creatively about provocative ideas that link to their key initiatives, goals, and strategies, we can be a valued resource to them. The year is almost over!

Brainstorming 148

Brainstorming Decision-making Sales Marketing 148

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

Red Star Kim

DECEMBER 2, 2022

There were a variety of views of what being proactive looks like – from thinking ahead, anticipation , taking the initiative, being resourceful, being ready to act, offering alternatives, acting rather than reacting and finding ways to add value. Soft skills – Boost your self-confidence and confidence (Video) (kimtasso.com).

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

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

Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

KAM With Passion

MARCH 17, 2022

In a recent past, a customer asked me to support them in fixing a recurring adoption issue with their KAM initiative launched 3 years earlier. What started as a project to fix an ailing KAM programme morphed into an initiative to develop a deeper intimacy with both new and existing customers. Complex Sales.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Brooks Group

JULY 14, 2023

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. A consultative sales approach is the skill they need in order to do that. This is a mistake.

Sales 72

Sales Sales Training Brainstorming Communication 72

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry Helpful for competitor analysis.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Showpad

DECEMBER 12, 2023

Leading sales enablement initiatives effectively in a turbulent world is not an easy task Staying relevant and ensuring a steady flow of revenue are key challenges for every business these days. Let me ask you this: Have you derived your sales enablement initiative directly from the business goals? business case)?

Sales 52

Sales Onboarding Communication Negotiation 52

Red Star Kim

SEPTEMBER 26, 2023

Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. Some firms have created marketing hubs where support requests are sent to a central point and allocated out to those with the relevant skills and capacity.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Arpedio

MARCH 6, 2024

It encompasses various tasks such as understanding client objectives, coordinating internal resources, and providing personalized support and solutions. Their role is multifaceted, involving elements of sales, customer service, and strategic planning. However, despite its importance, account management is not without its challenges.

Account Management 52

Account Management Management Client Relationships Communication 52

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

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

Arpedio

JANUARY 3, 2024

Cross-selling and upselling are two essential techniques that businesses can use to increase revenue and boost sales. Key Takeaways: Cross-selling and upselling are critical techniques to increase revenue and boost sales. Both techniques require a strategic approach and an understanding of customer needs and preferences.

Customer Experience 52

Customer Experience Decision-making Profitability Communication 52

Flevy

MARCH 20, 2024

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. Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Digital Transformation frameworks used by management consultants.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52