Nutshell

FEBRUARY 20, 2024

In this guide, we cover everything you need to get started with inbound marketing. In the inbound methodology, marketers aim to provide value to potential customers throughout the buyer’s journey, which builds trust, establishes authority, and develops relationships over time. DOWNLOAD Want to generate more leads? (Of

Marketing 77

Marketing e-Learning Media CRM 77

Brooks Group

FEBRUARY 12, 2024

Understanding the Difference Between Upselling and Cross-Selling First things first: your sales team needs to understand the difference between upselling and cross-selling and the relative value of each. Customers are more likely to see value in an enhanced version of something they know they want than in something different.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

JANUARY 24, 2024

To see all the attributes of top-performing sales teams download your copy of the full 2024 Sales Leader Trend report here. And 89% of teams that follow a sales process most or all of the time are better at connecting the value of their solution to ROI for the customer. Download our Ultimate Guide to an Effective Sales Process.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Nutshell

MARCH 15, 2024

It’s best to focus on cultivating a deeper connection with your prospect and providing them with value during the lead nurturing process. DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. DOWNLOAD Ready to become a better sales leader?

CRM 71

CRM Software Software Communication 71

Flevy

APRIL 14, 2024

In a world where Customer Loyalty and Satisfaction are paramount, the Customer Effort Score (CES) emerges as a beacon guiding organizations to optimize their interactions. You can download an editable PowerPoint presentation on Customer Effort Score (CES) here on the Flevy documents marketplace. Do You Find Value in This Framework?

Digital Transformation 52

Digital Transformation Decision-making Customer Experience Facilitation 52

Brooks Group

JANUARY 2, 2024

By adopting a customer-centric approach, they position their offerings as not just solutions but as instruments that help the customer save time, resources, and effort and prove their value to their organization. Download the White Paper The post Sales Training Tips: What Makes a Good Salesperson Great?

Sales Training 91

Sales Training Decision-making Sales Communication 91

Brooks Group

MARCH 25, 2024

This sequence guides sales professionals through strategic milestones while providing tactical techniques to navigate each buyer interaction with confidence. White Paper Download 22 Tips for Choosing the Right B2B Sales Training Provider Choosing a sales training provider is one of the most important business decisions you’ll ever make.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Zendesk

FEBRUARY 23, 2024

Picture yourself on a guided fishing trip, armed with your fishing rod, bait, and guidance from a professional angler. Think of a customer persona as the ultimate fishing guide. Follow along to learn more about customer personas, their importance, and how you can create one before download the customizable template.

Decision-making 52

Decision-making Brainstorming Media Communication 52

Flevy

AUGUST 5, 2022

achieving, cutting—to guide how they will be achieved. Resources and Capabilities – The next category of strategic priorities entails key talent, values, technological, Sales , Marketing , Distribution, Branding , Supply Chain capabilities and resources. Do You Find Value in This Framework?

Shareholders 109

Shareholders Investors Supply Chain Prioritization 109

Nutshell

MARCH 12, 2024

Some examples include landing pages for downloading a digital asset, registering for a webinar, or signing up for a free product trial. Lead with a value statement Make sure your audience immediately understands your offer and its benefits by including your value statement at the top of your landing page. Download it today!

Value Proposition 71

Value Proposition Publishing Media Decision-making 71

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. If you already have a sales process built, you can skip ahead to the next guide in our series, How to Implement a Sales Process. DOWNLOAD THE FREE LIST 2.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Zendesk

JANUARY 24, 2024

By crafting a comprehensive onboarding journey, organizations can retain top talent and create a workplace culture that values and nurtures its members. During this period, organizations provide a comprehensive introduction to the company, including its values, mission, and culture.

Onboarding 59

Onboarding Software Software Organization 59

Flevy

JANUARY 10, 2024

This Transformation reflects a deeper understanding of consumer desires and the value of emotional engagement in business. Entertainment drives substantial economic value through media, events, and performances. workshops, seminars, guided tours, or interactive exhibits. Do You Find Value in This Framework?

Digital Transformation 52

Digital Transformation Customer Experience Media Digitalization 52

Mike Kunkle

NOVEMBER 23, 2023

The results of your measurement system should guide your decisions about how to improve your sales enablement program. Get data from a variety of sources, such as CRM software, sales reports, and customer surveys. Iterate & make adjustments as needed. NEED SUPPORT?

Sales 258

Sales Finance Decision-making Profitability 258

Brooks Group

APRIL 10, 2024

Get introduced by a shared connection or current customer Comment on a piece of content the prospect shared on social media Send personalized follow-up emails to prospects who download a piece of content 5. Great questioning techniques will also give your sales professionals the information they need to guide the prospect to the next step.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

APRIL 23, 2024

On the positive side, a career in sales can provide unparalleled earning potential, the freedom to control your own destiny, and the opportunity to hone a diverse skillset that is valued across industries. Long-Term Relationships There’s immense value in cultivating long-term relationships with your customers.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Brooks Group

SEPTEMBER 22, 2023

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. Your sales reps should focus on building value based on the buyer’s unique wants and needs and then present price bundled with the benefits the prospect will receive.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Account Manager Tips

NOVEMBER 25, 2022

This strategic planning guide is for the busy Account Manager who doesn't have time to do a SWOT or PEST analysis. Think blue skies - what would drive the most value if there were no obstacles. If you'd like to download my strategic account plan Excel template, you can grab your own copy HERE. Is this a trend (i.e.

Account Planning 246

Account Planning Key Account Management Account Management Brainstorming 246

Brooks Group

OCTOBER 2, 2023

But are you getting the value and improving sales performance enough to justify your investment? First off, your salespeople will immediately understand the value that senior leadership places on the topics IF they are kept to a minimum. There’s a good chance you’re in planning mode for your annual sales kickoff.

Meetings 52

Meetings Sales Training Sales Leadership 52

Showpad

JUNE 16, 2023

Get the sales enablement guide to building successful programs Ready to get started on your next sales enablement project ? Download our essential guide, “6 steps to build a successful enablement project.” Doing so will maximize the impact of sales enablement activities and lead to measurable, bottom-line results.

Sales 52

Sales Prioritization Sales Training Organization 52

Nutshell

OCTOBER 19, 2020

sidebar form that follows you on the right side of the page, and occasional CTAs within the article copy that ask you to download a relevant content offer or start a trial of our software The point is, you have to make sure your visitors know that you offer something of value beyond just your content. GET THE GUIDE. INTEGRATION.

Publishing 133

Publishing B2B Small Business Manufacturing 133

Strategic Communications

JANUARY 25, 2024

Plus, it extends the value of your original content, saving time and resources. From Webinars to Blog Posts or Guides Webinars are rich sources of information that can be repurposed into multiple formats. You can transcribe the webinar and turn it into a detailed blog post or a downloadable guide.

Digitalization 52

Digitalization Media Communication B2B 52

Brooks Group

AUGUST 28, 2023

To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. What Is Value-Based Selling? Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Planview

JANUARY 10, 2022

Customers today demand frequent, iterative delivery of value and will continue to enable your delivery methods. Below are a few highlights from our ‘Year in Review’ and the key resources to guide your organization’s success! Key Resources to Guide Your Organization’s Success. Click here to download the whitepaper.

Energy and Utilities 98

Energy and Utilities Profitability Decision-making Acquisition 98

Sales Gravy

FEBRUARY 21, 2021

We get behind the scenes with the WYMWYA podcast, learn how Gina and Rachel almost broke up, the value of getting a coach, and why when you are coachable, other people will invest in helping you reach your goals. Download our FREE Virtual Selling Book Club Guide for a complete kit for starting and running a book club for your sales team.

Virtual Selling 65

Virtual Selling Sales 65

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. A single value proposition can’t appeal to all your clients. Create a sales value chain. Table of Contents.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Account Manager Tips

SEPTEMBER 15, 2022

Represent Conduent as an “industry thought leader” within the Technology space” ( You can download the complete job descriptions here ). I instinctively know what to focus on and how to guide the team there (my motivation suffers though).” “I “Recognized as an external thought leader." Director of Account Management, Conduent.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Flevy

MARCH 19, 2024

Ohmae’s 3C Model (Strategic Triangle) has its applications in Strategic Planning, Market Analysis , and guiding Decision-making processes. You can download an editable PowerPoint presentation on Ohmae’s 3C Model (Strategic Triangle) here on the Flevy documents marketplace. Do You Find Value in This Framework?

Shareholders 52

Shareholders Decision-making Digital Transformation Manufacturing 52

Account Manager Tips

JULY 13, 2022

I’ve taken whatever excuse my client made at face value, chalked it up to experience and moved on. How did we compare in: Price Technical solution Value (outside the core solution) Ease of working with us How was the quality of our proposal? What were the deciding factors? Were there any open issues that influenced the decision?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Account Manager Tips

SEPTEMBER 7, 2022

Represent Conduent as an “industry thought leader” within the Technology space” ( You can download the complete job descriptions here ). I instinctively know what to focus on and how to guide the team there (my motivation suffers though).” “I “Recognized as an external thought leader." Director of Account Management, Conduent.

Key Account Management 130

Key Account Management Account Management Management Media 130

QYMATIX

MARCH 21, 2023

Download free eBook: Guide to Sales Key Performance Indicators for B2B Controlling The unstoppable digital trend in B2B sales also affects how managers should select sales metrics for successful controlling. Download the free eBook now. Frequency of sales reporting The reporting frequency can vary according to the KPI.

B2B 97

B2B Key Account Management Sales Profitability 97

Nutshell

APRIL 3, 2024

DOWNLOAD Is your business ready for a CRM? FREE GUIDE 1. Customer relationship management (CRM) software Consulting firms often find themselves unbalanced in guiding their leads through the buyer’s journey. Attend a live guided tour! Let’s discuss the benefits and examples of each software below. Find out here.

Software 71

Software Software CRM Acquisition 71

Account Manager Tips

AUGUST 31, 2022

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. A differentiated value proposition is the first step of transforming ideas into results.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

OnStrategyHQ

MAY 1, 2023

Tangible resources are the easiest to identify and evaluate financial resources, and physical assets are identified and valued in the firm’s financial statements. What do our customers value most from our organization? What do our customers value most from our organization? Download our Free VRIO Template and Examples!

Suppliers 105

Suppliers Supply Chain Energy and Utilities Profitability 105

Brooks Group

FEBRUARY 23, 2024

Qualifying is the top skill that underperforming sales teams struggle with:  Qualifying new opportunities (49%)  Differentiating against competitive offerings (35%)  Negotiation and selling value (29%)  Relationship building (27%)  Download a copy of 2024 Sales Leader Trend Report to learn more.

Prioritization 80

Prioritization Sales Training Sales Construction 80

OnStrategyHQ

APRIL 16, 2024

Your plan articulates your mission and core values. Get the Free Guide for Agile Implementation & OKR Cycles Get The Guide Tip 2: Make sure your team is aligned with your plan and direction. Download the Free Guide Tip 3: Recognize the common pitfalls of strategy implementation and avoid them.

Communication 98

Communication Organization Meetings Stakeholders 98