Brooks Group

OCTOBER 19, 2022

What’s the Difference Between Role-specific and General Training? Sales training typically accomplishes one of two things. . The training will either provide learning around a specific skill, or the training is focused on improving the learner’s ability to succeed in their entire role. Sales Manager.

Sales Training 90

Sales Training Sales Account Management B2C 90

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Which, earlier, we said wasn’t easy either. So, what’s an enabler to do?

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Hubspot Sales

SEPTEMBER 26, 2018

You’ll see the best sales teams are getting better every single day. They make it easy for new and seasoned reps alike to improve, which gives them the best chance to beat quota. Here are the tips for creating a winning sales culture through sales training and beyond. 4 Tips for a Winning Sales Culture.

Sales Training 98

Sales Training Sales Decision-making Sales Management 98

Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. What if you make mistakes? Here’s some helpful advice for new sales managers to help you thrive in your new role and turn those butterflies into fuel for success. What Is a Sales Manager Responsible For? Congratulations! Take a deep breath.

Sales Management 101

Sales Management Management Sales Training Sales 101

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 80

Sales Training Sales Decision-making Sales Management 80

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. The Foundation – Commercial Effectiveness Defined Commercial Effectiveness is the strategic alignment of product, marketing, demand generation, sales enablement, and customer service/experience.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Brooks Group

MAY 3, 2022

Companies with salespeople who sell around the globe are starting to recognize the importance of finding effective sales training to create a standardized approach throughout their organization. When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country.

Sales Training 79

Sales Training Facilitation Sales Decision-making 79

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Account Manager Tips · 1. Why Introverts Make Better Networkers. Clash of the Generations: Managing the New Workplace Reality Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Key processes Data is needed to drive key processes supporting referrer management. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Mike Kunkle

FEBRUARY 5, 2023

Thoughts on Viewing Sales Process Differently If I were doing process design internally, creating process for something within my span of control at work, or running engineering or a manufacturing line, I would follow Deming’s advice to a tee, to reduce or eliminate variation and deviation as much as possible.

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

MARCH 4, 2019

A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I often work with new sales managers who think, "If these tactics and scripts worked for me, they'll work for my team." I didn't always want to go into sales. Sometimes, this works.

Sales Training 108

Sales Training Sales Onboarding Sales Management 108

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. So can the absence of purposeful change leadership and management. Dashboards become mash-boards.

Sales 221

Sales Prioritization Innovation Sales Training 221

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. This has changed the sales process fundamentally in many environments.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 87

Account Management Management Sales Account Growth 87

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. This stems from strong competition and an increasing number of decision makers on the buyer’s side. Understanding how buyers make decisions. Building the right sales skills.

Decision-making 145

Decision-making Sales Training Organization Sales 145

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. Because every sale starts with a connection. Sales Gravy.

Sales Management 98

Sales Management Management Sales Publishing 98

Red Star Kim

APRIL 24, 2023

However, there can be concerns about the environment for taking and making telephone calls – with concerns about “Can you be overhead?”. Telephones in the client journey and client experience mapping Firms often have processes, procedures and protocols for managing telephone calls – both inbound and outbound. M&A transactions).

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Cybersecurity 26

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable.

Procurement 73

Procurement Management Decision-making Sales Training 73

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 99

Value Proposition Procurement Decision-making Stakeholders 99

MTD Sales Training

SEPTEMBER 24, 2018

What makes a buyer decide to be loyal to a supplier? It’s no longer the cheapest price or best quality that drives decisions. Modern research shows that offering insights and helping buyers to make decisions for the benefits of their business is key to getting the modern buyer involved. Managing Director.

Suppliers 123

Suppliers Decision-making Sales Training Media 123

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

Brooks Group

JULY 10, 2024

The best sales training unlocks the full potential of your sales team. Effective training equips your sales professionals with selling skills and strategies to engage buyers, build trust, and increase win rates. Here’s how to make it happen. 14 Steps to Planning a B2B Sales Training Course 1.

Sales Training 52

Sales Training B2B Sales Logistics 52

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. It’s entirely possible. Here’s what I mean.

B2B 130

B2B Sales Decision-making Stakeholders 130

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Brooks Group

OCTOBER 8, 2024

Effective sales funnel management is important for optimizing your sales team’s performance. A well-managed sales funnel will move prospects through the sales process faster, reduce stalled opportunities, and help your team win more business. What Is a Sales Funnel?

Management 82

Management Sales Sales Training Communication 82

Brooks Group

APRIL 17, 2023

What Is the Best Enterprise Sales Training? Enterprise selling is sometimes overlooked in companies’ training because the sales process focuses more on other parts of the training deemed more important. However, enterprise selling is one of the most important parts of company sales training.

Sales Training 52

Sales Training Negotiation Sales Decision-making 52

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Sales Training 144

Sales Training Sales Decision-making Communication 144

Brooks Group

AUGUST 8, 2023

For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. Here are 12 recommendations for sales managers. Tailor Sales Training Tailor your sales training programs based on the DISC profiles of your team members.

Sales Management 77

Sales Management Management Sales Sales Training 77

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Sales onboarding for new sales reps and new or promoted sales managers. Management and leadership development.

Sales 130

Sales Onboarding Sales Training Leadership 130

Brooks Group

MARCH 6, 2023

From negotiation to messaging personalization, sales managers and employees can improve their communication skills with anybody by taking enterprise sales training. Understanding your clients is essential to communication and sales in the business world.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Mike Kunkle

JULY 2, 2022

The function names are many: we have sales enablement, revenue enablement, sales effectiveness, commercial excellence, sales or revenue operations (which have other responsibilities but take on tasks that are typically now included under the enablement umbrella), buyer enablement, buying enablement, and more.

Sales 130

Sales Sales Training Leadership Decision-making 130

Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). The main complaint was that managers were too busy to give new hires the support and guidance they needed.

Negotiation 139

Negotiation Onboarding CRM Sales Training 139

MTD Sales Training

JUNE 4, 2019

he customer can make the connection between the product and the savings he will make, or the benefits they will get for the extra investment. In other words, we make the value they will receive very clear from the outset. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Decision-making 102

Decision-making Sales Training Marketing Sales 102

Mike Kunkle

OCTOBER 24, 2021

And for sales enablement leaders who are integrated into the sales force they serve, it’s no different. To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Brooks Group

JUNE 13, 2024

Sales scripts and pitch decks The language and visuals used in sales presentations to sell products or services are carefully crafted, and sales professionals can get quite defensive about their proven talk tracks and slide decks. It creates a feedback loop for constantly refining and optimizing processes over time.

Energy and Utilities 101

Energy and Utilities Decision-making Sales Construction 101