Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

Hubspot Sales

MAY 14, 2019

It's used in the early stages of the sales process (e.g., In sales, a USP should be used as a verbal tool -- the unique selling proposition is best used in conversation with a prospect. For example, at Hoffman , one of our unique selling points, as a sales training program , is live practice plays. What's its purpose?

Value Proposition 139

Value Proposition Sales Environment Communication Sales Training 139

Hubspot Sales

OCTOBER 4, 2017

Sales job interview questions. To build a strong sales organization, it’s imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive. To build a strong sales organization, it’s imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive.

Sales 145

Sales Media Communication Organization 145

Openview

JANUARY 30, 2019

The result is that reps end up spending more time trying to keep up with increasingly complex sales processes, impacting overall sales productivity. Sales Productivity Definition. Put another way, optimal sales productivity means maximizing sales results while minimizing resources expended (such as time, money or effort).

Onboarding 97

Onboarding Artificial Intelligence Sales Decision-making 97

The Center for Sales Strategy

AUGUST 7, 2023

In today's competitive B2B sales environment, it's more important than ever to have a strong sales team that can close deals quickly. But hiring and training new salespeople can be a costly and time-consuming process. That's why getting new salespeople up and running quickly is so important.

B2B 115

B2B Sales Environment Sales Onboarding 115

MTD Sales Training

OCTOBER 11, 2017

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. What do these changes mean to your role as (Director of Sales)? How would you best protect our margins at key customers in an increasingly competitive environment?

Sales 79

Sales Leadership Sales Training Sales Environment 79

Hubspot Sales

JULY 3, 2018

The explosive growth of technology has rapidly changed -- and will continue to change -- the sales game. Many of the brute force activities that have set sales leaders apart in the past are being taken over by technology. So, how do you build skills that will propel you to success in the new sales world? What's Old Is New Again.

Interpersonal Skills 107

Interpersonal Skills Sales Decision-making Sales Environment 107

MTD Sales Training

JUNE 22, 2018

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role?

Sales Environment 59

Sales Environment Sales Sales Training Sales Management 59

MTD Sales Training

JANUARY 16, 2020

In this episode we look at upselling and cross-selling in the sales environment. The post Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt appeared first on MTD Sales Training. Take a look at this episode on [link]. Take a look at this.Read More

Sales Environment 62

Sales Environment Sales Training Sales 62

Brooks Group

APRIL 5, 2023

This can happen to salespeople and sales leaders in a tumultuous selling environment just as easily as it can happen to a pilot during a mid-flight emergency. Imagine your sales team is having trouble closing deals in late stages. As a manager, you need a strong mental model of what good sales behavior looks like.

Sales Training 91

Sales Training Sales Environment Decision-making Onboarding 91

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Focus on specifics.

Sales Management 84

Sales Management Management Sales Meetings 84

Brooks Group

FEBRUARY 10, 2025

More stakeholders means longer sales cycles. 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. These skills are essentially make-or-break for complex sales scenarios.

B2B 52

B2B Emotional Intelligence Stakeholders Value Proposition 52

RAIN Group

JANUARY 11, 2022

In a hybrid sales environment, you need to be able to meet and engage buyers wherever they are. The RAIN Group Center for Sales Research has been leading proprietary research to discover the most effective strategies and tactics in sales for nearly two decades. for the most successful sellers.

Sales Environment 59

Sales Environment Sales Meetings Sales Training 59

Hubspot Sales

MAY 25, 2018

Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. There are so few in sales who are truly professional sellers. Probably the most common and damaging driver of salespeople being perceived and treated simply as vendors is being late to a sales opportunity.

Publishing 111

Publishing Decision-making Sales Management Sales Environment 111

Miller Heiman Group

JANUARY 29, 2019

In today’s unpredictable, fast-paced sales environment, midsize organizations need a formal sales enablement initiative to ensure that sales reps are having quality conversations with prospects that lead to more wins. Sales enablement affects the bottom line in a real way. percent win rate. percent win rate.

Organization 64

Organization Onboarding Sales Sales Technology 64

SBI

MARCH 14, 2019

How an Ongoing Investment in and Commitment to Sales Training is at the Heart of any Successful Sales Transformation Effort. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Gary Greenberger , VP of Sales for Qstream.

Sales Training 29

Sales Training Sales Financial Services Onboarding 29

Brooks Group

JUNE 27, 2024

As a sales leader, there’s a lot riding on your hiring decisions. No doubt you’ve learned the hard way that, when you lose a sales professional, it can cost you as much as 150% of their annual salary and benefits, plus lost sales and missed opportunities.

Sales Training 52

Sales Training Sales Environment Sales Management Organization 52

Sales Gravy

NOVEMBER 3, 2011

Many sales training programs miss the mark since it’s all about the company, their products and services and cookie cutter sales methodologies are taught without considering the specific sales environment. Is it a long sales cycle or short?

Sales Environment 40

Sales Environment Sales Training Sales 40

The Center for Sales Strategy

JULY 9, 2018

I was recently working with a group of sales managers on helping their sales teams develop more high-potential accounts. One sales manager looked at me inquisitively and questioned, "The rats out their head?" One sales manager looked at me inquisitively and questioned, "The rats out their head?" So let me explain.

Sales Environment 55

Sales Environment Sales Management Management Sales 55

FinListics Solutions

SEPTEMBER 27, 2023

The enterprise B2B sales environment is undergoing a rapid transformation as buyers continue adapting their approach to take more control of the process. These changes are upending the typical buyer-seller relationship.

Sales Environment 52

Sales Environment B2B Sales Sales Training 52

Insightly

NOVEMBER 20, 2023

Coming up with gift ideas for salespeople and gift ideas for sales teams can be difficult. Well, a good sales person can probably buy whatever they want for themselves! 10 gift ideas for your sales team Membership to Topgolf. One thing about sales people is that they are typically working at odd hours.

Sales 52

Sales Negotiation CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

Coming up with gift ideas for salespeople and gift ideas for sales teams can be difficult. Well, a good sales person can probably buy whatever they want for themselves! 10 gift ideas for your sales team Membership to Topgolf. One thing about sales people is that they are typically working at odd hours.

Sales 52

Sales Negotiation CRM Prioritization 52

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in!

Sales 52

Sales Software Software CRM 52

SBI

OCTOBER 10, 2019

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. And have you made that strategy easy for your salespeople to learn, and for sales managers to coach? Or more tools.

Value Proposition 39

Value Proposition Sales CRM Decision-making 39

CoSell

FEBRUARY 25, 2021

With these in view, you’ll have a roadmap for making sales more human in our increasingly virtual sales environment. It’s because it engages people, makes sales more human, and boosts profits. The top priority for B2B sales leaders is enablement. But one thing we do know is: the sales hero is passé.

Virtual Selling 52

Virtual Selling Profitability Sales Environment Sales Training 52

KAMCast

OCTOBER 13, 2021

In this episode, I invite Fred Copestake, a sales consultant and trainer specialising in complex B2b sales environments, to get into this topic with me. You will hear us talk through: The three biggest challenges that senior leaders will see when they look at their sales teams.

Sales Environment 40

Sales Environment B2B Key Account Management Healthcare 40

Arpedio

FEBRUARY 3, 2022

Are you an aspiring future Account Executive and have a passion for sales and leadership? Do you want to drive and lead sales processes from start to end and prepare the business for continued growth and further international roll-out? The B2B SaaS space is specific from a go-to-market and sales training perspective.

Account Management 52

Account Management Management B2B Healthcare 52

Arpedio

FEBRUARY 3, 2022

Are you an aspiring future Account Executive and have a passion for sales and leadership? Do you want to drive and lead sales processes from start to end and prepare the business for continued growth and further international roll-out? The B2B SaaS space is specific from a go-to-market and sales training perspective.

Account Management 52

Account Management Management B2B Healthcare 52

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule?

Sales Training 145

Sales Training B2B Sales Negotiation 145

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

SBI Growth

JANUARY 13, 2025

In todays fast paced sales environment, AI has emerged as a powerful force, promising enhanced productivity and improved sales performance.

Innovation 62

Innovation Sales Environment Sales Management 62