SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. This is also true of account management. If your product requires advertising or salespeople to sell it, it’s not good enough.

Account Management 98

Account Management Management B2B Advertising 98

Brooks Group

FEBRUARY 10, 2025

Procurement/Purchasing Managers These key players focus on cost efficiency, vendor reliability, and contract terms. Finance/Budget Managers The money folks need to provide financial justification, budget alignment, and a cost-benefit analysis. Operations Executives These managers seek operational efficiency and ease of implementation.

B2B 75

B2B Emotional Intelligence Stakeholders Value Proposition 75

SalesGlobe

OCTOBER 11, 2023

Success in Challenging Sales Environments Mark Donnolo Welcome to the Rethink Sales Podcast. Now we’ve got this hybrid sales force and I’m being asked to sell to the two, enable the hybrid sales force. I’m being asked to sell more managed services, print services, even from the home, for example.

Sales Environment 52

Sales Environment Sales Supply Chain Software 52

Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization.

Negotiation 136

Negotiation Sales Environment Sales B2B 136

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Only 40% of sales professionals report a well-established coaching culture at their organization. As with sales metrics, less is more, so keep it concise.

Sales Management 97

Sales Management Management Sales Meetings 97

Software Sales Guru

AUGUST 15, 2022

No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not. It’s also important to recognize.

Sales Environment 130

Sales Environment Software Software Sales 130

The Center for Sales Strategy

APRIL 11, 2023

As a sales manager, you understand the benefits of sales coaching. Not only does it help your sales reps close more deals, but it also improves communication, builds confidence, and enhances teamwork. Here's what effective sales coaching looks like today and how to implement it in your sales organization.

Sales Environment 103

Sales Environment Sales Communication Sales Management 103

Upland

MARCH 23, 2023

Sandbagging in Sales is a Relationship Problem Despite the considerable focus placed on deal probabilities, analytics, and forecast accuracy, building a holistic understanding of the relationships and influence within accounts remains a blind spot for many organizations.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

The SAMA Podcast

OCTOBER 10, 2023

Adrian Davis — President & CEO of management consulting firm Whetstone Inc. He’s an inspirational, thought-provoking speaker, an author, and a trusted advisor to CEOs and sales leaders alike. He also explains how it can be helpful to view different clients and sales environments through the lens of movie genres.

Sales Environment 104

Sales Environment Account Management Management Sales 104

Force Management

JUNE 9, 2021

Enable your sales team to pick up the pace this year, particularly if they’re in a competitive sales environment. In a competitive market, the best sales leaders are the ones who enable their teams to differentiate based on buyer needs.

Marketing 120

Marketing Sales Environment Sales 120

Force Management

MARCH 9, 2023

Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.

Negotiation 112

Negotiation Sales Environment Organization Sales 112

SBI Growth

DECEMBER 25, 2012

This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. Your front-line Sales Managers don’t add sufficient value. Your front-line Managers will say “Bob was a bad hire”. Turnover is always the fault of the sales leader. Bob just didn’t get it”.

Sales 129

Sales Sales Environment Sales Management Marketing 129

Hubspot Sales

JANUARY 8, 2025

If youre an emerging sales professional, developing the confidence and expertise may take a few attempts to execute this method effectively. Con #2: Gap selling doesnt always work for every sales environment. This approach can feel overly involved or unnecessary for quick, low-cost sales with minimal decision-making.

Sales 113

Sales Decision-making Negotiation Sales Environment 113

Upland

MARCH 13, 2023

Too Much Time is Sunk into the Wrong Forecasts Sales managers spend up to 10% of their workweek drawing up often inaccurate forecasts. Length of the sales cycle: A successful opportunity management methodology ensures your team works on deals they are more likely to win. This can happen in one of a few ways.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

SBI Growth

SEPTEMBER 5, 2013

Sales Leader—what do ‘A’ players need from their boss to maximize performance. Sales Environment—what do ‘A’ players need from the company to maximize performance. Sales Leader. Sales Environment. Are you managing your team to grow their reach month over month?

Sales Environment 120

Sales Environment Decision-making Acquisition Stakeholders 120

Force Management

MAY 4, 2023

Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.

Negotiation 106

Negotiation Sales Environment Marketing Sales 106

KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. Sales and company leaders, imagine you are a ship captain. Work with your sales managers on the sales management system. Take care of and work with your sales reps.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

PandaDoc

MARCH 25, 2025

Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. Smaller teams with heavier workloads Enterprise teams have dedicated proposal writers, contract specialists, and sales engineers. The result?

e-Learning 52

e-Learning Artificial Intelligence Sales Sales Technology 52

SBI Growth

JUNE 18, 2013

They honed them down to those attributes that are most pertinent to aspiring sales managers/leaders. Download the Sales Leader Competency Profile and start sharpening your skills. Of the 15 competencies, the following list represents the Top 5 that transcend various sales organizations: 1. Measuring process output 2.

Decision-making 112

Decision-making Sales Environment Sales Management Leadership 112

SBI Growth

JUNE 29, 2013

Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?". Early Adopters Achieve Results.

Onboarding 130

Onboarding CRM Suppliers Sales Environment 130

Jeffrey Gitomer

MAY 27, 2011

Filed Under: Attitude , Leadership , My Books Tagged With: attitude training , business social media , corporate sales training , customer loyalty training , gitomer , Jeffrey gitomer , jefrrey gitomer , overcoming objections , sales management training , sales training. Sales Management. Sales Videos.

Leadership 126

Leadership Sales Media Sales Training 126

SBI Growth

NOVEMBER 18, 2013

In B2B sales environments, it’s easy to become a commodity. I’m a Manager, How Do I Create a Sharing Environment? Peer recognition goes a long way in a sales organization. Without management support, initiatives fail. As a manager, you need to share your ideas more than anyone on your team.

Innovation 110

Innovation B2B Sales Environment Leadership 110

Arpedio

FEBRUARY 3, 2022

Are you ARPEDIO’s new Account Manager within the Nordics? Are you ARPEDIO’s new Account Manager within the Nordics? Are you ARPEDIO’s new Account Manager within the Nordics? ? Are you an aspiring future Account Executive and have a passion for sales and leadership? Experience in managing a sales team is a huge plus!)

Account Management 52

Account Management Management B2B Healthcare 52

Arpedio

FEBRUARY 3, 2022

Are you Arpedio’s new Account Manager within the Nordics? Are you Arpedio’s new Account Manager within the Nordics? Are you Arpedio’s new Account Manager within the Nordics? ? Are you an aspiring future Account Executive and have a passion for sales and leadership? Experience in managing a sales team is a huge plus!)

Account Management 52

Account Management Management B2B Healthcare 52

Hubspot Sales

OCTOBER 8, 2021

Even the most empathetic, sensible sales associate can only get so far if they don't know how to apply the insight they gather through their conversations with customers — all of that leans on their ability to maintain solid product knowledge. They help manage inventory. It also helps management keep tabs on what it needs to order.

Retail 137

Retail Sales Communication Sales Environment 137

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Showpad

NOVEMBER 28, 2021

Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We As soon as I saw it, it was a no-brainer.

Digitalization 98

Digitalization Sales Environment Sales Communication 98

SBI Growth

JULY 8, 2024

In today's fast-paced sales environment, technology significantly enhances prospecting capabilities. Thanks to auto-dialing technology and advanced software managing complex outreach sequences, sales teams can now make 100, 150, or even 200 calls per day.

Sales Environment 62

Sales Environment Software Software Management 62

Hubspot Sales

JUNE 24, 2019

As an example: Imagine if every time a sales rep talked too fast during a sales call, alarm bells immediately sounded throughout the office. That rep would slow down right away -- no sales coaching required. Managers or peers provide feedback immediately after the conclusion of the call. Cons: It can be awkward.

Artificial Intelligence 107

Artificial Intelligence Sales Sales Environment Management 107

Hubspot Sales

MARCH 7, 2018

It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. Prep for, research, and personalize every sales call.

Sales Management 145

Sales Management Sales Environment Sales Leadership Sales 145

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. Several organizations realize the importance of this role.

Sales 124

Sales Stakeholders Communication CRM 124

Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

Hubspot Sales

SEPTEMBER 21, 2020

Because of the intricacies involved in this process, enterprise deals are referred to as complex sales. Complex sales are most common in B2B sales environments. On the other hand, an employee at a large company searching for a new Content Management System has a few more decision layers to get through.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

SBI Growth

FEBRUARY 8, 2013

Every front line manager, HR Employee, and Sales Executive should read it. So is Pink’s new book on Sales as thought provoking? Pink cites studies and experiments that seem to have little in common with the sales profession. Many of the tactics he recommends wouldn’t work in today’s sales environment.

Sales 120

Sales Internet Finance Sales Environment 120

Force Management

FEBRUARY 17, 2021

This year, company leaders are getting strategic with how they’re planning to maintain SKO momentum, adapting their reinforcement efforts to drive success in the increasingly remote sales environment.

Sales Environment 79

Sales Environment Sales 79

RAIN Group

APRIL 19, 2023

How is the current state of the sales environment impacting sales organizations? Which sales and enablement issues are most challenging for leaders to tackle? What are the top sales priorities for the next 12 months? How should they be addressed to ensure they're achieved?

Sales Environment 81

Sales Environment Sales Organization Sales Management 81

Force Management

MARCH 30, 2020

Our focus is to provide short episodes that give you tangible tips you can use in your sales environments. We recently launched our new Audible-Ready podcast with four new episodes focused on how you can impact your numbers right now. Below is a rundown of our most recent episodes.

Sales Environment 78

Sales Environment Sales 78