Brooks Group

AUGUST 20, 2024

Successful sales professionals must be able to negotiate like Buffett, particularly in complex B2B sales environments. Sales professionals in every industry face intense competition, changing customer demands, and pricing pressures.

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

Hubspot Sales

JUNE 28, 2022

One of the most difficult aspects of leading a hybrid sales team is the loss of the energetic sales culture you can most easily facilitate when everyone is in the office together. For instance, McClure notes that in a traditional sales environment, sales reps can hear their peers and think, 'Hey, that sounded good.

Sales 122

Sales Brainstorming Leadership CRM 122

Arpedio

FEBRUARY 14, 2024

Account management focuses on maintaining and nurturing relationships with existing customers, whereas sales is about acquiring new customers and converting leads into paying clients. While both are essential for business growth and success, they require different skill sets and approaches.

Account Management 52

Account Management Management Sales Client Relationships 52

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Arpedio

JANUARY 4, 2024

As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively. It enables targeted engagements with prospects and clients, ultimately driving sales and business growth.

Sales 52

Sales B2B Decision-making CRM 52

DemandFarm

JULY 30, 2024

While MEDDIC focuses on Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion, the MEDDPICC framework addresses the growing complexity of modern sales environments, particularly in the technology sector, by adding two additional steps: Paper Process and Competition.

Decision-making 40

Decision-making Value Proposition Sales B2B 40

Arpedio

FEBRUARY 22, 2024

Sales professionals can adapt the SPIN framework to suit the specific needs and preferences of their target audience, making it a valuable tool in diverse sales environments. Whether selling complex B2B solutions or consumer products, the principles of Spin Selling remain relevant and effective. Are you already using Salesforce?

Software 52

Software Software Decision-making Performance Review 52