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

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

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. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

OCTOBER 2, 2022

” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it a bit differently, though, and potentially, see this as a problem about how we view and define selling. Well, maybe.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Gaining the attention of busy professionals is challenging at the best of times. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

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. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Red Star Kim

FEBRUARY 8, 2024

And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below. I’ve summarised the key points here as a supplementary learning resource for the delegates. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Nutshell

MARCH 19, 2024

Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team. Why is sales productivity important?

CRM 71

CRM Sales Software Software 71

Brooks Group

FEBRUARY 27, 2024

This is when a value-based selling approach—the ability to add value to your product or service—is critical. But when you only sell on price, margins are slim. Value-based selling is more important now than ever. Support Change Management You want to ensure customers are getting the most value from their purchase.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Whetstone

MARCH 14, 2024

In the dynamic realm of high-end selling and strategic account management, the role of coaching often takes a back seat. Let’s shed some light on the transformative power of managers as proactive coaches. The skills required in complex selling are not developed overnight. They promise tremendous results.

Management 52

Management Account Management Meetings Sales 52

PartnerTap

FEBRUARY 20, 2024

Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. This is co-selling. Our 11-Step Co-Sell Transformation Playbook shares the best practices for how to build and scale and high-performing co-selling motion at your company.

Leadership 52

Leadership Suppliers Sales CRM 52

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? What Is a Consultative Selling Approach? That’s why using a consultative selling approach is critical. Is this deserved?

Procurement 68

Procurement Management Decision-making Sales Training 68

PartnerTap

FEBRUARY 27, 2023

There’s only one way to consistently sell and win in this situation: lock arms with your best partners in every market, every region, and on every deal to sell more, faster. When faced with such a steep climb, the best thing to do is lean into the headwinds locked arm-in-arm with your BEST partners.

Marketing 98

Marketing CRM Management Sales 98

Hubspot Sales

SEPTEMBER 6, 2023

My name is Beau Brooks and I’m the Global VP of Sales at Teamwork.com, a project management tool for client work. As their agency started to grow, they struggled to keep up with the project management side of things. The original product is now part of a comprehensive project management platform. Including the selling.

Sales 113

Sales Onboarding Prioritization Profitability 113

Hubspot Sales

MARCH 25, 2024

That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. Mani suggests that “[the] best way to deal with prospects like this is to enforce a sense of urgency. Want more content like this?

Decision-making 106

Decision-making Sales Finance Prioritization 106

Account Management Skills

MARCH 27, 2024

This episode is for you if you’re an agency owner either interested in buying agencies to grow, or selling your agency at some point. Many agency owners come to me for account management skills training and to help their account managers develop an entrepreneurial mindset. Welcome to episode 110.

Account Growth 52

Account Growth Account Management Acquisition Management 52

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance. Today, let’s review the best pipeline coaching strategies. What is pipeline coaching?

Meetings 105

Meetings Construction Sales Management Management 105

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. How Generative AI Can Help Teams Sell Faster Generative AI Tools for Sales Teams Generative AI in Sales Today First, let’s cover what generative AI is. It also has the potential to rewrite it for the better.

Co-Creation 109

Co-Creation CRM Sales Value Proposition 109

Showpad

APRIL 10, 2023

Market conditions in today’s global landscape are constantly changing and difficult to predict. Sales talent management. Supporting the people who sell, including managing their performance, skills development, and readiness. Sales asset management. So how can sales leaders drive growth in today’s landscape?

Supply Chain 91

Supply Chain Sales Communication Organization 91

Brooks Group

OCTOBER 24, 2023

The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience? A sales training initiative can be one of the most impactful things you can do to improve your organization’s success.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Hubspot Sales

JANUARY 4, 2024

Inadequate pipeline management A thin or poorly managed sales pipeline can lead to a slump in conversions, as it fails to continuously and efficiently move prospects to the point of sale. Get Pipeline Management in Sales Hub free 2. Two days until the end of the month; your quota is complete by 67%.

Sales 113

Sales Management Sales Management Marketing 113

PartnerTap

OCTOBER 1, 2023

Does your sales team co-sell with partners? Some companies like Microsoft and SAP Concur have very sophisticated co-selling motions with their top partners. Competitors are noticing the success of these co-sell investments and programs and now trying to catch up. Today, we’re seeing co-selling move into the mainstream.

Investors 75

Investors CRM Digitalization Account Planning 75

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. This post explains how you can help your sales team maximize the potential of existing customers by showing them how to cross-sell and upsell effectively.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Arpedio

MARCH 20, 2024

Account-Based Selling (ABS) has emerged as a potent strategy for businesses aiming to target high-value accounts strategically. Common challenges faced in account-based selling Strategic planning and analysis ABS starts with identifying the most promising accounts to target.

Government 52

Government Innovation Prioritization Facilitation 52

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Gone are the days when you could simply sell to a mid-level manager. The Downside of Failing to Reach the C-Suite When you fail to prospect and sell to senior-level executives, it can have some major downsides for the deal: 1. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

PartnerTap

FEBRUARY 20, 2024

Building a high-performing co-selling motion with your best partners is the answer. When done right, co-selling can source more pipeline for your direct sales teams and source more opportunities for your channel partners. Instead, celebrate, reward and compensate winning together.

Sales Leadership 52

Sales Leadership Leadership Sales Communication 52

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

Sales 52

Sales e-Learning Retail Advertising 52

PandaDoc

MAY 8, 2024

A robust SMB sales strategy is underpinned by adopting smart solutions like document management software and sales automation tools. Selling to small and medium businesses is different from B2C deals, where people are ready to make a purchase without extra persuading. In the U.S. alone there are about 33.2 What are SMB sales?

B2C 52

B2C Small Business Sales Decision-making 52

Hubspot Sales

AUGUST 10, 2020

Essentially, you must be able to communicate with others in an engaging, empathetic, people-focused way. What does it really take to be successful in sales? Well, the answer to that question largely depends on what your definition of success is. For some reps, attaining their quota each month means they’re crushing it. Communication Skills.

Sales 143

Sales Negotiation Communication Leadership 143

Nutshell

FEBRUARY 6, 2024

That’s where the next-action-based selling methodology comes in—an approach to sales that focuses on the activities that truly drive results. Table of Contents What is next action-based selling? The key elements of next action selling Why use a next action approach to sales? So many factors go into a successful won deal.

CRM 62

CRM Sales Prioritization Decision-making 62

Planview

DECEMBER 8, 2021

Effectively selling Agile to executives is more than just getting the go-ahead for an Agile transformation. Because Agile includes a culture shift and a mindset change, as well as funding, you need executives to truly buy in to the approach. Focus on selling Agile to executives by showing them how they can succeed with the approach.

Government 111

Government Leadership Stakeholders Decision-making 111

Hubspot Sales

JUNE 9, 2023

Sales managers can earn a median salary of $127,490. 7 Expert Tips to Get a Sales Job Without a Degree To help you get into the world of sales and start earning the above attractive salaries, we reached out to industry sales leaders to share their best advice. He was a restaurant general manager for 8+ years who transitioned to sales.

Sales 110

Sales Insurance Decision-making Transportation 110

Hubspot Sales

DECEMBER 14, 2020

Business growth often comes from internal changes. While these changes are positive and aid in business development, internal teams can sometimes struggle to adapt to new strategies after years of the same processes. As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes.

Sales 144

Sales Software Software Meetings 144

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success. In essence, this is what lead management is.

Management 52

Management Software Software Advertising 52

Hubspot Sales

DECEMBER 7, 2023

Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Set a goal.

B2C 121

B2C Transportation Decision-making Logistics 121

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. Meeting learners where they are means providing information in a modality that works best for them. This way of thinking is dangerous.

Sales 82

Sales Facilitation Sales Training Onboarding 82

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? It all depends on the CRM system. Table of Contents What does CRM adoption mean?

CRM 71

CRM Software Software Decision-making 71

PartnerTap

FEBRUARY 12, 2024

Buyers have changed how they buy products and services for their companies and deal dynamics are exponentially more complex. Selling to the modern buyer in this more complex environment requires a seismic shift in how companies sell and empower their sellers. Companies that don’t modernize their sales playbooks won’t survive.

Sales 52

Sales Decision-making B2B Suppliers 52