The Center for Sales Strategy

OCTOBER 26, 2023

Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs.

Meetings 90

Meetings Sales Management Management Sales 90

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Strategic Account Management Association

AUGUST 24, 2021

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. Create alliances, assemble partners, build joint development efforts and fulfill value-based solutions to meet both the customer’s expectations and your company’s expectations. #5 The future is now. 4 Facilitative style. Be an orchestrator.

Stakeholders 520

Stakeholders Supply Chain Digitalization Shareholders 520

Strategic Account Management Association

SEPTEMBER 13, 2021

The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives. Value Realization – This is where the rubber meets the road. It is one of the most optimistic cliches known to man – and with good reason.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

Brooks Group

MARCH 27, 2025

A consultative approach also improves your teams meeting outcomes. When sellers investigate and address customers needs properly the first time they meet, they dont need to follow up a second time. This allows them to recommend solutions that meet their needs, making it more likely youll close the sale.

Account Management 90

Account Management Sales Sales Training Profitability 90

Brooks Group

MARCH 4, 2025

Sales Coaching Best Practice #1: Coach to a Sales Process Data from the Best Practices of High-Performing Sales Teams report shows that 95% of teams that meet or exceed revenue goals follow their sales process all or most of the time. Follow these four tips for productive one-on-one sales meetings. Try not to focus solely on numbers.

Management 76

Management Sales Meetings Sales Training 76

Sales Gravy

FEBRUARY 27, 2025

You are how you present yourself. Its your responsibility to present a professional front online as well as in person. Its relevant in every step of the selling process including how you present yourself as an engaged listener. You are how you present yourself. However, dont fall into the trap of arrogance.

Decision-making 84

Decision-making Digitalization Communication Meetings 84

Upland

MAY 4, 2023

From helping leaders define areas of focus, to helping sellers meet realistic quotas, the sales velocity equation is integral to your team’s success. Biggest Benefits of Using the Sales Velocity Equation There are several benefits to using a sales velocity formula, and many organizations consider it their most important metric.

Sales 356

Sales Decision-making Organization Negotiation 356

Hubspot Sales

AUGUST 7, 2024

With a cloud-based CRM platform, you can download software from the cloud and get instant access — but it needs to meet your unique needs: Pleasant User Experience. SaaS startups need to choose a CRM that meets them where they're at now and can keep up with projected growth over the next five and 10 years. Growth Potential.

CRM 115

CRM Software Software Onboarding 115

Red Star Kim

OCTOBER 3, 2022

Last week there was a mixture of legal and accounting firms – and M&BD people as well as fee-earners – at the MBL workshop on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders”. Too often there was a mismatch between what the words said and how they were presented. Following up.

Meetings 130

Meetings Communication Decision-making Marketing 130

Brooks Group

MARCH 6, 2025

Its just in time: You got a meeting today? Consistent Feedback Sellers receive real-time AI-generated feedback on presentation contents, tone, duration, speed, and key phrases. The presenters emphasized that AI is enhancing the capabilities of (rather than replacing) human sales trainers or managers. And thats huge value.

Sales Training 71

Sales Training Artificial Intelligence Sales Internet 71

The Center for Sales Strategy

APRIL 10, 2024

In the “old days” (5 years ago), hiring a new employee meant meeting them in person, shaking their hand, and conducting a live interview. For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these environments present.

Meetings 126

Meetings Onboarding 126

The Chapman Group

NOVEMBER 9, 2020

The answer is simple – establish (offer up) a Peer-to-Peer relationship/meeting with your Executive Sponsor. To gain access to the C-Suite, you must first set up a meeting with your primary contact to establish a Peer-to-Peer relationship between your Executive Sponsor, and the C-Level contact(s) in your strategic account.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Red Star Kim

JANUARY 3, 2023

Presentation skills (and video) An introduction to presentation skills – Easy as ABC (Video) (kimtasso.com). Sales and selling skills Sales processes and selling skills for targeting and meetings (kimtasso.com). Pitching Pitching insights – Qualification, Branding and Following up (kimtasso.com). kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

Upland

JUNE 30, 2023

By understanding customer goals, pressures, initiatives, and the obstacles that need to be overcome, sales teams can tailor their strategies and tactics to meet the unique needs of each customer, increasing the likelihood of success. Few B2B enterprise teams present predefined solutions.

Co-Creation 195

Co-Creation Sales B2B Decision-making 195

Planview

APRIL 20, 2023

It motivates me when customers feel pride in the business case we create together, and they present it to their leaders and get the funding they need. It will never be a job if you love what you do. What motivates you while working? How is Planview different from other companies you’ve worked for?

Meetings 98

Meetings Profitability Banking Software 98

Account Manager Tips

AUGUST 4, 2022

Clash of the Generations gives managers, senior leaders, and human resource professionals instructive insight and authoritative guidance for effectively meeting the needs and expectations of team members in every stage of their careers. Each is indispensable, and when they come together as a synergistic force, they can be unstoppable.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. I've known people that just couldn't close or were uncomfortable presenting and just couldn't get comfortable. Now relying on one provider presents high risk if your country or your economy is in bad shape. And surprise guests at a meeting happens all the time. If you know, talk.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You have poor nonverbal communication when meeting.

Negotiation 128

Negotiation Value Proposition Meetings Procurement 128

Brooks Group

APRIL 7, 2025

We produced a series of two-minute videos on how to set up your background for a professional Zoom call, lighting tips for virtual meetings, and best practices for conducting virtual sales presentations. People started asking for a deeper dive on certain topics, so we put together longer presentations to meet that need.

Sales Leadership 52

Sales Leadership Leadership Supply Chain Sales Training 52

Brooks Group

FEBRUARY 10, 2025

Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Your sales professionals are no longer presenting to a few players; theyre now performing for a panel of diverse stakeholderseach with their own expectations, requirements, and priorities.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

The Center for Sales Strategy

APRIL 18, 2024

To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. Surprises are great for a birthday party, but they can be devastating during a business meeting. One way to do that is to remove the surprises.

Meetings 114

Meetings Sales 114

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Conduct Your Search Planning an important event such as a sales kickoff meeting can feel daunting. Have you seen a podcast host or expert presenter you really like? Ask them who they think would be a good fit to deliver a keynote presentation. They may be available.

Sales 105

Sales Sales Training Meetings Media 105

Brooks Group

SEPTEMBER 26, 2023

A successful national sales meeting or sales kickoff (SKO) is a great way to align the team on goals, communicate key initiatives, and share tactics for today’s turbulent selling environment. The primary aim of a sales meeting is simple: prepare your sales force to meet their quotas and the goals of the sales organization.

Sales 94

Sales Meetings Sales Training Prioritization 94

Customer Think

MARCH 15, 2023

The rise of the global remote and hybrid work environments presents a productivity paradox: How do we meet our goals when we aren’t always in immediate contact with those […]

Meetings 122

Meetings 122

Red Star Kim

JULY 17, 2023

So it was comforting to look at the statistics of how many people felt anxious in social settings, on the phone, at work and when presenting. You can also calm yourself before a meeting – possibly using breathing or meditation exercises. One delegate noted: “They could never cure Olivier of stage fright.

Communication 130

Communication Meetings Financial Services Government 130

Red Star Kim

APRIL 11, 2023

In early April I facilitated another of MBL’s training workshops on “ Pitch Perfect – How to Prepare & Present Winning Pitches & Tenders” for legal and accounting firms. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving.

Government 130

Government Innovation Meetings Finance 130

Red Star Kim

JANUARY 26, 2024

Delegates shared experiences about assuming a worst-case scenario, worrying about increased workloads and panicking in advance of a presentation. We discussed strategies for managing our self-confidence and presenting a confident image for example: the use of alter egos and “putting on armour”.

Meetings 130

Meetings Digitalization Communication Management 130

Mike Kunkle

OCTOBER 8, 2023

Product ensures that solutions meet the demands of the marketplace. It plays a central role in shaping product strategy, conducting market research, managing product development, and ensuring products meet customer needs and business objectives. It’s about being present and engaging across various platforms and touchpoints.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Upland

JANUARY 26, 2020

It’s about bringing insight to the customer to present solutions that benefit them, thereby increasing sales. This communication can take the form of a published report or dashboard, monthly email communication to the revenue team, or sharing successes at the quarterly sales meeting. Key Performance Indicators.

Account Planning 195

Account Planning Shareholders Publishing Communication 195

Red Star Kim

AUGUST 24, 2023

And for those starting work as a professional adviser, there’s insight into obtaining work through delegation and guidance on meeting your first client. The best pitches aren’t all presentation. There’s even advice towards the end on how to get your first job – with suggestions on what questions to ask at interviews.

Finance 130

Finance Government Profitability Banking 130

Flevy

OCTOBER 24, 2024

In an era of increased customer autonomy, it’s critical for banks to ensure their value chain functions cohesively to meet market demands. Download an in-depth presentation breaking down all the Retail Bank Value Chain activities here. Lastly, regulatory compliance affects product development and innovation.

Banking 52

Banking Retail Acquisition Value Proposition 52

Upland

MAY 4, 2023

It’s about bringing insight to the customer to present solutions that benefit them, thereby increasing sales. This communication can take the form of a published report or dashboard, monthly email communication to the revenue team, or sharing successes at the quarterly sales meeting. We started this blog with a U.S.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Hubspot Sales

JULY 22, 2024

We have a team culture of “just ask,” encouraging junior reps to request help from sales leaders when they want to get meetings with CEOs or prospects at Fortune 500 companies. Meanwhile, scheduling meetings is just a matter of letting prospects pick a time and date that works best for them. I want to schedule a meeting to.”

Value Proposition 111

Value Proposition Decision-making Software Software 111

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Upland

AUGUST 24, 2020

Outside of a shortlist of deals in which the CRO is directly involved, she depends on her leaders and team to connect with the right people, navigate internal politics and pitfalls, and understand who has influence beyond—or sometimes regardless of—the literal facts presented in an org. You can’t walk the halls to find power from home.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195