Mike Kunkle

MARCH 31, 2023

For example, a salesperson who has strong relationship-building skills – especially trust-building – will likely be more successful in any sales environment, whether they are using Challenger, SPIN, Customer-Centric Selling, Value Selling, or my Modern Sales Foundations methodology.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

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. It’s also known as value-added selling or consultative selling.

Negotiation 52

Negotiation Value Proposition Sales Sales Training 52

DemandFarm

APRIL 13, 2023

SPIN Selling SPIN Selling is a consultative sales methodology developed by Neil Rackham, which focuses on identifying the customer’s situation, problems, implications, and needs.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

KAM With Passion

MARCH 28, 2022

Why assessing the degree of complexity of sales correctly matters. One might think that assessing the degree of complexity of a single sale situation or of a company’s sales environment is an exercise for consultants and scholars. But does this apparently “intellectual” exercise really matter to a company or sales leader?

Procurement 130

Procurement Stakeholders CRM Government 130