The Center for Sales Strategy

FEBRUARY 28, 2023

So, you've got the appointment for your Discover meeting. Most sellers understand that the goal of the Discover meeting is to uncover an urgent need that they can help solve, and then leave with an assignment. To accomplish this, you must ask great questions. To accomplish this, you must ask great questions.

Meetings 84

Meetings 84

Red Star Kim

AUGUST 1, 2023

Challenge assumptions – Why do we need fee-earners to engage in the M&BD planning process? Why do we need fee-earner involvement in the M&BD planning process? The agency explores the needs, undertakes diagnostics and proposes a strategy which they cost and submit to the client for approval.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Zendesk

MARCH 1, 2024

Intelligent call routing (ICR) is a refined telecommunications technology that efficiently directs incoming calls based on various factors, such as the caller’s needs and agent availability. Analysis and matching: The ICR system then analyzes this data against predefined routing rules and agent skill sets.

Telecommunications 52

Telecommunications Prioritization Customer Experience Software 52

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SBI

SEPTEMBER 4, 2012

Then you’ll need to close new business. There is one reason as to why so few reps know how to hunt for new business, however, that I find to be the most intriguing. Reps who are great at relationship management, customer service, problem solving, and client retention are not necessarily successful hunters. Simplified.”

Account Management 40

Account Management Decision-making Media Management 40

SmartKarrot

OCTOBER 6, 2022

In case the account manager does not have the time to prepare a formal review process, they should plan health checks to track customer accounts. . Whitespace analysis. The key responsibility of an account manager is to retain customers and work as an intermediary for the organization’s sales team. Who is an Account Manager?

Account Management 10

Account Management Management Negotiation Stakeholders 10