Brooks Group

APRIL 22, 2025

This post reviews these four factors as well as the value of resilience to help you recession-proof your sales organization. Categorize customers by risk level and develop retention strategies for high-value accounts. Refine Your Value Proposition In a recession, buyers become more value-conscious.

Shareholders 52

Shareholders Negotiation Sales Training Sales 52

Hubspot Sales

MARCH 1, 2022

They aren’t anything to fear, though, because the right phone sales technique can help you close the deal and drive it home every single time. How to Close a Sales Deal on the Phone. The first thing you should do when you make any sales call is to have everyone on the call introduce themselves. Negotiate price.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator. Learn how to analyse negotiations and shape them with convincing arguments. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A differentiated value proposition is the first step of transforming ideas into results.

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Value Proposition Negotiation Key Account Management B2B 130

Red Star Kim

FEBRUARY 21, 2024

See the section below on negotiation. Questions in persuasion and negotiation – Influencing Questions play an important role in persuasion and negotiation too. Some negotiators suggest you avoid using “ Why” questions as it can imply criticism. How can I help to make this better for us?” “How

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Negotiation Value Proposition Emotional Intelligence Decision-making 130

Hubspot Sales

FEBRUARY 7, 2018

Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. How to Be a Good Sales Rep and Successfully Sell. How to Be a Good Sales Rep and Successfully Sell. Recognize Sales as a Process.

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Negotiation Value Proposition Sales Meetings 145

Account Manager Tips

SEPTEMBER 7, 2022

When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A single value proposition can’t appeal to all your clients. Create a sales value chain.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

DemandFarm

OCTOBER 23, 2024

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. Enterprise sales are characterized by growing competition, more complex buyer journeys, and increased sales cycle times by over 50%. What is Enterprise Sales?

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Key Account Management Account Management Management Procurement 40

Hubspot Sales

OCTOBER 14, 2020

Having a feel for what to expect, what can go wrong, and what you need to do better makes literally any situation run more smoothly — and sales calls are no exception. And as a sales manager, you want to do everything in your power to put your reps in that position. You want to have your feet beneath you to set yourself up for success.

Value Proposition 132

Value Proposition Sales Decision-making Construction 132

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

The Chapman Group

DECEMBER 8, 2020

Economic Value Propositioning; creating, delivering and validating economic value. Economic Value Propositioning (ROI calculations). Negotiations. Metric-based, sales friendly and methodology rich sales system. Hi-value activity performance. Economic Value Propositions.

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Account Management Management Value Proposition Account Planning 133

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

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Key Account Management Account Management Value Proposition Client Relationships 130

Miller Heiman Group

AUGUST 20, 2020

In today’s world, everyone is seeing significant changes in their sales funnels. Our research into enterprise sales strategies and customer experience strategies shows that sellers set themselves apart from the competition in five key ways if they’ve mastered the art of sharing perspective with buyers.

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Negotiation Value Proposition Stakeholders Decision-making 111

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Remain composed when you get here.

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Negotiation Value Proposition Meetings Procurement 128

Hubspot Sales

JANUARY 17, 2024

Confession time: I've been in the market for a new car for months now, but the thought of stepping onto a car lot and negotiating prices with a car salesperson is about as exciting as getting a root canal. I can pinpoint the exact value of my current car, compare prices, and find the right car for me.

Value Proposition 118

Value Proposition Decision-making Sales Internet 118

Hubspot Sales

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. Sales reps who do their own prospecting and sales development reps encounter a myriad of objections in their attempts to connect with and qualify prospects. Prospecting is hard.

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Value Proposition Negotiation Customer Value Sales 145

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited.

Value Proposition 136

Value Proposition Negotiation Decision-making Leadership 136

Hubspot Sales

JANUARY 3, 2018

Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook. One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. What is a sales playbook?

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Sales Value Proposition CRM Meetings 145

Account Manager Tips

JUNE 29, 2021

Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Before you talk to the client, know your anchor price, walk away price and have a negotiation strategy.

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Suppliers Shareholders Stakeholders Decision-making 246

Sales Readiness Group

APRIL 26, 2019

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell on value rather than price.

Negotiation 48

Negotiation Value Proposition 48

Hubspot Sales

FEBRUARY 7, 2018

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job. Others, like outside sales, are on the decline.

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145

5600 Blue

FEBRUARY 27, 2018

The very natural inclination is for the customer to then begin the negotiations at this phase. I left a VP sales job with a Fortune 100 organization and was completely committed to this new business. He knew this, and once again took control of the negotiation by asking me: “Which of these options offends you least?”

Negotiation 52

Negotiation Value Proposition Profitability Organization 52

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 111

Value Proposition Procurement Decision-making Stakeholders 111

Flevy

OCTOBER 24, 2024

As customers shift toward digital banking and self-service channels, traditional banks are forced to rethink their value proposition. Banks that excel at customer acquisition prioritize convenience, trust, and clear value propositions, making it easy for customers to choose their services.

Banking 52

Banking Retail Acquisition Value Proposition 52

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Sales 126

Sales Account Management Communication Sales Management 126

Hubspot Sales

MARCH 22, 2021

The best way to engage them in a meaningful conversation — while building credibility, trust, and rapport — is by telling a value-based story. Successful sales professionals are great storytellers. How can you up your sales game by learning how to tell value-based stories? A Value-based Story Example.

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Shareholders Value Proposition Decision-making Communication 130

Account Manager Tips

AUGUST 9, 2022

What to do when a sales deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. What to do when a sales deal stalls? For me, sales is most successful when you follow a process. Differentiated my value proposition.

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Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts. Companies spent approximately $2.2B

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Sales Training Sales Publishing Co-Creation 112

KAM With Passion

JUNE 20, 2021

It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). These cover general business acumen as well as sales and negotiation skills and competencies. Negotiation (base level). 3 Types of KAM-relevant Competencies.

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Key Account Management Account Management Co-Creation Account Planning 130

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. This applies to sales concepts and definitions as well.

Sales 98

Sales Decision-making Advertising Value Proposition 98

Showpad

JANUARY 20, 2020

In recent years, analytics has found widespread adoption in numerous businesses across all areas of operations, including Sales and Marketing. As such, it makes sense that use of the method could also apply to subsets of those major categories, such as the Sales enablement process. Going Broad to Quantify Sales Enablement.

Sales 97

Sales Value Proposition Onboarding Negotiation 97

Hubspot Sales

NOVEMBER 27, 2017

Expect an extended sales cycle. Provide value. To give you an idea, you may always reach out to the startup’s head of sales. 3) Expect a longer sales cycle. Selling into Fortune 500 companies is a long, strenuous process that can last twice as long (or more) than your typical sales process. Establish credibility.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Sales Training 52

Arpedio

APRIL 30, 2024

What is Value Selling? Value selling is a sales approach that can revolutionize the way you sell. Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. So, why does value selling matter?

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Value Selling Value Proposition Negotiation Decision-making 52

Corporate Visions

APRIL 25, 2019

The Five Best Sales Techniques… And Five of The Least Effective. But there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale. Here are five of the best sales techniques that really work, as well as five classic go-to selling techniques that may, in fact, be hurting your sales.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

Hubspot Sales

MARCH 8, 2021

He really did love those, so it's only fitting that there's a pros-and-cons-oriented sales closing strategy that bears his name. This particular technique is generally employed when negotiations are taking a turn for the worse. Pro: It allows you to address obstacles and reservations you might not have considered.

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Value Proposition Decision-making Negotiation Meetings 128

Hubspot Sales

NOVEMBER 14, 2019

Sales teams can benefit from applying Lean principles as well. The five key principles of Lean are: Identify value — Understanding what your customer needs and how your product serves them. Today, we’re going to focus on the second principle of Lean — mapping the value stream — and how it can benefit your sales team.

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Transportation Manufacturing Suppliers CRM 130