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. What Is a Consultative Sales Approach?

Sales 71

Sales Sales Training Brainstorming Communication 71

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. This makes it far more likely they will listen to you—and that you’ll make the sale.

Procurement 68

Procurement Management Decision-making Sales Training 68

Planview

JANUARY 24, 2024

This offers several service delivery elements bundled into a single subscription that covers a wide range of functions. Train and Evangelize for Strategic Alignment Even the most experienced professional service leaders sometimes forget the importance of persuading their teams of the significant value subscription service offerings can drive.

Stakeholders 59

Stakeholders Prioritization Organization Profitability 59

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

Arpedio

AUGUST 30, 2021

Your responsibilities will grow as you learn Salesforce and our approach to implementing and optimising solutions. As a student assistant you will be working closely with the project team to help us deliver Salesforce solutions. It’s important you are tech-savvy and have a natural interest in sales, marketing or customer service.

B2B 98

B2B Account Management Innovation Decision-making 98

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. The firm has grown from $800 million to $1.8

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 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. Sellers, however, tend to view their success point as the sale.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

FinListics Solutions

MAY 25, 2022

FinListics Solutions' in-person sales training programs & workshops are back! Like everyone else, we did not realize that in a few weeks we would rapidly switch to full virtual delivery of our workshops and programs for the next two years. Our last in-person workshop occurred in mid-February 2020.

Sales Training 52

Sales Training Sales 52

Arpedio

AUGUST 9, 2021

In Arpedio Salesforce Consulting , the essence of our tasks and responsibility is to ensure that you get lasting business value out of your Salesforce solution – as fast as possible. For new Salesforce customers this is often best achieved by implementing the Salesforce solution following our MVP (“Minimum Viable Product”) principle.

B2B 98

B2B Account Management Innovation Facilitation 98

Corporate Visions

JULY 8, 2020

At the core of Situational Enablement is the integration of tailored messaging, content assets, and relevant skills training to respond quickly and win at that moment. To make it happen, they needed to train about 6,000 sellers to deliver that price increase message to their customers. The Solution. The Solution.

Negotiation 75

Negotiation Decision-making Innovation Communication 75

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Brooks Group

MARCH 8, 2023

It’s not just something a sales rep deals with at the end of the sale. They may not happen in the same order with every sale, but if they don’t all occur, your sales reps will likely have to deal with some degree of pushback. Sales professionals have to understand that qualified prospects have certain characteristics.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Brooks Group

FEBRUARY 28, 2023

Virtual training provides an easy way for companies to deliver high-quality instruction. Why Should You Consider Virtual Sales Training Programs? The shorter time frame allows for faster concept adoption, ultimately leading to better sales performance.

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

MTD Sales Training

OCTOBER 17, 2018

What do we tend to think of when we mention ‘sales currency’ today? Most probably, you think of productivity or profitability or delivery. Our experience tells us that the new currency in today’s sales world that will increase your value is ‘speed’. This translates itself in our sales world in areas like: Immediate shipping.

Sales 97

Sales Digital Transformation Decision-making Banking 97

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? From service delivery to account growth, to customer retention, and everything between. Learn to analyse a situation, come up with a solution, and then win in a competitive scenario. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Planview

JULY 20, 2023

Customer Success Strategist Dave Blumhorst, and Planview Director of Solution Consulting AJ Shavell, dug into how companies and consultants can align PSA capabilities to business challenges. Project templates, dashboards, plans, and milestones allow for effective delivery. You can re-watch the webinar here. Resource management.

Profitability 52

Profitability Software Software CRM 52

Corporate Visions

JULY 9, 2020

Situational Enablement programs are flexible and responsible sales enablement initiatives you can roll out to quickly address must-win business challenges and market opportunities. To make it happen, they needed to train about 6,000 sellers to deliver that price increase message to their customers. The Solution. The Solution.

Negotiation 52

Negotiation Decision-making Innovation Communication 52

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Your sellers will not succeed in sales if… They believe your price is unfair.

Negotiation 71

Negotiation Value Proposition Sales Training Retail 71

MTD Sales Training

APRIL 7, 2020

You know, no-one could have predicted the current situation the world is in, and the effect on the sales world has been nothing short of catastrophic. The majority of our sales are face-to-face. Think of remote selling as sales on a different plane to face-to-face. Restaurants are changing to offer delivery services.

Decision-making 84

Decision-making Digitalization Virtual Selling Sales Training 84

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

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

Arpedio

FEBRUARY 26, 2021

Arpedio is a Copenhagen-based and US-present company, founded in 2012, originally providing apps in Salesforce.com for BtB Sales Excellence. Since 2018, we have added professional Salesforce Consulting services ranging from implementation, designing system architecture to continuous support within marketing, sales and customer service.

Management 52

Management B2B Account Management Innovation 52

Account Management Skills

SEPTEMBER 13, 2023

Ultimately the lack of proactivity has a negative impact on client growth because project delivery always takes priority over ‘less urgent’ (but important) tasks. Some agencies repel the idea of fostering a ‘sales culture’ but there are ways to ensure this doesn’t happen if it’s not desired. Why is this stopping AMs thinking ahead?

Account Management 52

Account Management Management Account Growth Client Development 52

Brooks Group

JULY 14, 2021

Yet, only 20% of these companies say their sales program through these channels are effective. When working with sales leaders in the manufacturing space, we focus on a three-step process: 1. Product training is the key to success. 79% of organizations plan to increase the number of partners in their network.

Manufacturing 52

Manufacturing Logistics Sales Training Sales 52

Brooks Group

APRIL 4, 2023

Required Skills For Sales Associates Sales associates work in fast-paced environments that are full of retail environment customers. The sales career is vast and contains many sales positions which require strong organizational and complementary skills. What is a sales associate?

B2C 52

B2C Interpersonal Skills Retail Sales 52

PartnerTap

AUGUST 18, 2023

It was generally assumed that when the market picked up, sales would go back to normal. Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. Unfortunately, that isn’t happening. But not anymore.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

PartnerTap

AUGUST 18, 2023

It was generally assumed that when the market picked up, sales would go back to normal. Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. Unfortunately, that isn’t happening. But not anymore.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

Hubspot Sales

SEPTEMBER 23, 2020

The big-bang that created the Software as a Service (SaaS) model gave birth to a constellation of what seems like millions of software solutions. Among those are around 1,000 sales software solutions aimed at helping companies sell more, in less time, at the right price. How additional sales solutions are added matters.

Software 128

Software Software CRM Sales 128

AchieveIt

MARCH 6, 2024

To truly achieve organizational effectiveness, you need more than just a solution; you need a partner you can trust. Solutions like AchieveIt streamline the collection and organization of data. Align metrics with strategy and define KPIs Effective performance measurement goes beyond just tracking numbers.

Decision-making 52

Decision-making Profitability Finance Advertising 52

Insightly

JANUARY 26, 2024

The big contribution Salesforce made was via its delivery of business applications via a website, eliminating the need for traditional software installation. Salesforce benefits vs. HubSpot and Insightly Salesforce is a powerhouse in the CRM industry, renowned for its robust and customizable solutions suitable for enterprises.

CRM 52

CRM Artificial Intelligence Decision-making Marketing 52

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Sales Management Plus -- SMP

NOVEMBER 6, 2023

Your customers rely on you for special stock, custom solutions, delivery options, training and other unique services. You may have operational and sales reports, but if you’re like most distributors, you are probably not getting the most out of your data. This builds trust.

Profitability 52

Profitability Decision-making CRM Communication 52

Mercuri International

MARCH 8, 2022

Value-creation focused selling is essential for sales and marketing organizations. In order to become customer-value oriented and value-creating in your sales you need to understand what customer value is and how to create it. Can your sales help your customer win more customers? Delivery risk. Productivity.

Suppliers 52

Suppliers Sales Artificial Intelligence Customer Value 52

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

CRM 71

CRM Sales Software Software 71

Showpad

DECEMBER 11, 2020

It’s fair to say sales is an art as well as a science. However, that inherent talent isn’t the norm since most skilled sales agents started as novices and honed their talents over time. Contrarily, a subpar platform can actively detract from the operational efficiency and performance of the sales department.

Sales Training 59

Sales Training e-Learning Onboarding Sales 59

ACT

MARCH 21, 2023

Slow and inefficient service delivery The pandemic ushered in an abrupt shift to remote work , and professional services firms followed suit. These created roadblocks to service delivery and resource utilisation and, in turn, affected customer experience. At present, they are grappling with four critical challenges.

Digital Transformation 52

Digital Transformation Remote Working Artificial Intelligence Client Relationships 52