which-is-more-important-in-a-sales-manager-empathy-or-accountability 
Strategic Account Management Association
OCTOBER 26, 2021
Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team. When done right, strategic account sponsorship begs to have a very different definition.
Mike Kunkle
DECEMBER 21, 2023
Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. Foster empathy, active listening, and a genuine understanding of their challenges. Research them.
Upland
JANUARY 29, 2024
Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.
The Center for Sales Strategy
FEBRUARY 23, 2023
You look at your watch – it’s getting close to lunchtime, which is closely followed by naptime. You look at your watch – it’s getting close to lunchtime, which is closely followed by naptime. And which one is the right thing to do? You’re roughly halfway through your grocery list when he starts to get antsy.
Mike Kunkle
MARCH 31, 2023
Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.
Upland
OCTOBER 17, 2023
And now, savvy sales leaders are using generative AI , too. All you need is the right sales enablement AI tool. Ready to dive into sales enablement AI? What is sales enablement AI? Like other forms of AI, sales enablement AI helps sales teams automate everyday tasks… tasks that take away from the actual selling.
Red Star Kim
MARCH 1, 2024
At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Achieve more engagement and buy-in: Relationships, Plan, Expectations, Benefits, Persuasion and Training.
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