Mike Kunkle

FEBRUARY 5, 2023

Servant leadership is a better concept today, and I prefer “influence” and “guide” to control, per se. The most commonly supported activities for commercial methodologies include prospecting and opportunity management. In reality, though, control is an illusion.

B2B 231

B2B Sales Decision-making Negotiation 231

SmartKarrot

MAY 20, 2020

Source: MTD Sales Training. When it comes to keeping the customers engaged and satisfied, the role of an account manager is something that cannot be over-emphasized. They serve as the link between their employer and the specific client accounts they are appointed to look after. Clear Communication .

Account Management 10

Account Management Management Negotiation Facilitation 10

Zendesk

JUNE 28, 2022

While some sales reps may come in with sharper instincts or more charisma than others, we know there are still dozens of techniques and tactics that can be taught to foster a more successful all-around sales rep—and the data backs it. It’s clear that providing your team with thorough sales training is well worth the effort.

Sales Training 52

Sales Training B2B Sales Profitability 52

Account Management Skills

FEBRUARY 16, 2021

James Aldrich is a major account manager with over twenty years experience in both business development and account management in the software industry. Why business development and account management are similar roles. * Why business development and account management are similar roles. *

Account Management 52

Account Management Management Software Software 52

Engage Selling

SEPTEMBER 9, 2017

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your sales manager’s number-one job now is to teach and … Read More »

Leadership 48

Leadership Sales Management Meetings Management 48

Engage Selling

MAY 6, 2017

Word-of-mouth marketing is one of the most powerful tools in sales today and yet it remains deeply misunderstood and under-used. In my extensive sales training work in North America and abroad—even when I’m working with highly experienced professionals—I find many … Read More »

Sales Training 48

Sales Training Marketing Sales Account Management 48

Mike Kunkle

MAY 11, 2022

Opportunity management is the act of purposefully uncovering and satisfying each buyers’ decision criteria and buying process exit criteria, to successful shepherd the opportunity through the stages of the buying and sales process to a final win decision. Strategic Account Management. Account Planning.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Arpedio

FEBRUARY 15, 2024

This can be achieved through thought leadership content, case studies, testimonials, and other forms of social proof that showcase the business's track record of success and customer satisfaction. By ensuring easy access to valuable content, sales teams can effectively engage potential customers throughout the pre-sales journey.

Sales 52

Sales Decision-making Customer Experience Value Proposition 52

Hubspot Sales

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Jobs in sales: Sales development rep (SDR). Account Executive (AE). Account Manager. Sales Engineer. Sales Manager.

Account Management 134

Account Management Sales Interpersonal Skills Sales Management 134

Hubspot Sales

MAY 3, 2018

This means we’ll also see a rise in the need for excellent sales training around conversational abilities and navigating complex sales effectively.” -Rex But, as AI is applied to the qualifying and presentation phases of the sales process, products will sell themselves.” Sales training isn’t the answer.

Sales 142

Sales Artificial Intelligence Sales Training Account Management 142

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 81

Sales Media Account Management Negotiation 81

Brooks Group

DECEMBER 27, 2022

Here are some general guidelines to consider when thinking about the behaviors that will support attaining your sales goal. The day-to-day activities of an inside account manager, or “farmer”, are going to differ from those of a more traditional “hunter”. High-gain activities are those that progress a sale forward.

Sales 88

Sales Sales Leadership Leadership CRM 88

Engage Selling

MAY 5, 2018

While I’d been invited to address their forum to talk about the sales process, what many of them really wanted to … Read More » Recently I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow.

Sales 75

Sales Account Management Sales Training Sales Leadership 75

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Organization 78

Organization Marketing Sales Account Management 78

Engage Selling

APRIL 7, 2018

"Customer" used to be a one-size-fits-all word in sales. Either someone bought from you or they didn’t, and the steps you implemented to make a sale didn’t change all that much from one person to the next. It’s not like … Read More »

Sales 55

Sales Account Management Sales Training Sales Leadership 55

Brooks Group

SEPTEMBER 7, 2022

Not everyone on the team is going to need daily accountability calls, and imposing that your top performers might decentivize them. Your sales team is likely already skilled at solving problems. We’ll talk about the importance of having a singular sales training program later, suffice it to say for now that you need to have one.

Sales 52

Sales Sales Training Communication Supply Chain 52

Engage Selling

MAY 19, 2018

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. I’ve worked directly with sales pros for a long … Read More » You heard that right. Now, let me explain.

Sales 59

Sales Account Management Sales Training Sales Leadership 59

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »

Acquisition 54

Acquisition Marketing Sales Account Management 54

Engage Selling

APRIL 21, 2018

Technology in sales is not a solution to a problem. It’s a means of solving a problem, and it hinges critically on how well you apply it as one part of your revenue generation system. Do it wrong and you’re … Read More »

Sales 54

Sales Account Management Sales Training Sales Leadership 54

Engage Selling

FEBRUARY 10, 2018

You know how it goes. You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. Eat a greasy meal here, pull a late night there, and then load up … Read More »

Meetings 54

Meetings Account Management Negotiation Sales Training 54

Engage Selling

OCTOBER 21, 2017

Most sales people use boring, outdated voice and email methods, which leave … Read More » No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back.

Sales 54

Sales Account Management Negotiation Sales Training 54

Engage Selling

SEPTEMBER 23, 2017

It’s the worst question in sales and marketing today: How do I get better at cold calling? Here are the better questions to ask: Why do sales teams … Read More » Spoiler alert: Cold calling is dead. Stop wasting your time with it.

Marketing 54

Marketing Sales Account Management Negotiation 54

Engage Selling

AUGUST 12, 2017

Yet, despite having the ability to customize products and include clients in the sales process, there was often a barrier that made buyers feel … Read More » Strong partnerships between sellers and buyers were once considered the key to success in the marketplace.

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JULY 15, 2017

In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers. Now, using that … Read More »

Account Management 48

Account Management Negotiation Sales Training Sales Leadership 48

Engage Selling

MARCH 24, 2018

Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. Stuck deals aren’t just ones that haven’t closed yet. They’re the ones that have … Read More »

Negotiation 48

Negotiation Account Management Sales Training Sales Leadership 48

Engage Selling

JULY 1, 2017

You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork. It means having a reliable system to accurately forecast when clients are going to leave, so you can take steps either to … Read More »

Account Management 48

Account Management Negotiation Sales Training Sales Leadership 48

Engage Selling

MARCH 10, 2018

As a sales strategist, I regularly remind people that there’s a fine line between persistence and stalking. Persistence today takes form through engagement online. Get engagement right today and you exceed your goals. Get it wrong and buyers disconnect, block … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JANUARY 27, 2018

We all know the marketplace has changed dramatically in the last five years, including how, what, where and when people buy. We see proof every day that businesses are increasingly being driven by the connection economy. We’ve all had to … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JANUARY 13, 2018

There are three methods that you can choose from to emulate stand-out sellers—even in crowded markets where products or services are hard to distinguish from each other. First, you can focus on your product: creating new premium lines, being choosy … Read More »

Marketing 48

Marketing Account Management Negotiation Sales Training 48

Engage Selling

DECEMBER 16, 2017

Top-ranked sellers who work in crowded markets—especially in industries where the products or services are commodities or hard to distinguish from each other—can teach you a lot about how to be a stand-out sales performer. They show you that anything … Read More »

Marketing 48

Marketing Sales Account Management Negotiation 48

Engage Selling

DECEMBER 2, 2017

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. And… it’s happening in a selling market that’s changing faster … Read More »

Sales 48

Sales Marketing Account Management Negotiation 48

Engage Selling

NOVEMBER 18, 2017

In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers that rule your sales pipeline Here are three case studies … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

NOVEMBER 4, 2017

You can be great at working with people, but unless you match that ability with being able to work skillfully with your numbers, you will not succeed in sales. The ones that rule your sales … Read More » And what are your numbers?

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

OCTOBER 7, 2017

Pop quiz: name me three companies who’ve mastered the art of sales acceleration today. You’d likely pick giant performers. Answers might include Apple, SAP and Salesforce. Or maybe exciting newer companies like Shopify, FAEF, YOUi Labs Inc., and Kinnser Software. … Read More »

Software 48

Software Software Sales Account Management 48

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Management Sales Organization 48

Engage Selling

JULY 29, 2017

One of the big mistakes I see in sales today—at all levels within an organization—is the belief that coaching and training are owed to us. Don’t get me wrong: both are wise investments for employers to make in their people, … Read More »

Organization 48

Organization Sales Account Management Negotiation 48

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48