Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

MTD Sales Training

MAY 3, 2020

From the customer’s point of view there are 4 types of relationships that they have with their suppliers. STAGE 2 – THIRD PARTY SUPPLIER. STAGE 3 – THE VALUE ADDED SALES PERSON. MTD Sales Training | Sales Blog | Image at Bigstockphoto.com. Order Taker? Trusted Advisor? Or Cheese Monster?

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers today have more information, more choices, and freedom.

Sales 72

Sales Suppliers Sales Training Decision-making 72

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 92

Decision-making Sales Suppliers Sales Training 92

Brooks Group

MAY 9, 2024

Is your sales team leaving opportunities on the table because of poor questioning? Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale.

Sales 53

Sales Decision-making Sales Training Facilitation 53

MTD Sales Training

MAY 16, 2012

Every day, I hear from sales people who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business with them for many years and have no reason to change…” This position strikes terror [.]

Suppliers 113

Suppliers Sales 113

MTD Sales Training

SEPTEMBER 3, 2018

If you’re purely giving information, you may approach a client differently than if you wished to motivate them to change suppliers. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 5 Ways To Ensure Great Sales Communications appeared first on MTD Sales Training.

Communication 94

Communication Suppliers Decision-making Sales 94

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? Do it wrong and it can completely ruin the sale! See if you can bunk off work early and say you’ve got a sales meeting somewhere”. We run a LIVE webinar training event on how to hold interactive online meetings and webinars. The lesson?

Meetings 77

Meetings Suppliers Sales Training Sales 77

Brooks Group

JUNE 12, 2023

Sales negotiation can be a source of dread for many sales professionals. With the right sales negotiation strategy & sales negotiation skills training, even this part of the sales process can remain warm and result in a mutually beneficial outcome for all parties.

Negotiation 73

Negotiation Sales Decision-making Suppliers 73

MTD Sales Training

DECEMBER 20, 2017

2017 has been a great year for MTD having won the CIPD Best HR/L&D Supplier 2017 & the Personnel Today Best HR Supplier Partnership Award Winner 2017, and I hope its been a successful year for you too! 19 Sales Tips For Closing The Sale. What Great Sales Managers Do Daily. MTD Sales Training.

Suppliers 65

Suppliers Sales Training Sales Sales Management 65

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. The process of sales is evolving as technology, globalisation and communication methods advance and progress. What makes a buyer decide to be loyal to a supplier? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 123

Suppliers Decision-making Sales Training Media 123

MTD Sales Training

AUGUST 13, 2019

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. Many buyers consider their suppliers to be exactly that…a supplier. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Suppliers 77

Suppliers Decision-making Sales Training Marketing 77

MTD Sales Training

OCTOBER 3, 2018

Jeff Gittomer states that ‘value is what you do up-front before the sale, and what you do during the relationship. Many times, customers will say that the only time they hear from a supplier is when that company wants to sell them something. Be a supplier who is really interested in the company you are dealing with.

Suppliers 103

Suppliers Decision-making Sales Training Meetings 103

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Build credibility.

Decision-making 86

Decision-making Logistics Supply Chain Suppliers 86

MTD Sales Training

JANUARY 4, 2018

These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. Let the buyer recognise how their business would be better off with your company as a supplier than without you. Many buyers will become extremely loyal to suppliers who help them make their business successful.

Suppliers 102

Suppliers Sales Decision-making Sales Training 102

MTD Sales Training

AUGUST 22, 2018

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling!

Suppliers 70

Suppliers Profitability Sales Training Decision-making 70

MTD Sales Training

FEBRUARY 3, 2020

Many times, we meet salespeople who are struggling to meet their targets and are trying desperately to gain more sales, sometimes through cold-calling. 4) Build the relationship outside of the sales cycle. 10) Be the kind of supplier they would wish to contact without feeling pressured. 5) Find out who their customers are.

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

MTD Sales Training

SEPTEMBER 30, 2019

Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Without the ability to be recognised as a key player at the social level, you run the risk of working incognito, and this cannot help you develop your overall sales skills in the long term. Happy Selling!

Sales 101

Sales Suppliers Decision-making Sales Training 101

MTD Sales Training

SEPTEMBER 29, 2017

I’m very proud to announce that MTD won Best HR/L&D Supplier at the 2017 CIPD Management Awards held at Grosvenor House, Park Lane. Mostly those that were not training the next day! We’re a finalist in the Personnel Today Awards for Best HR Supplier Partnership – so fingers crossed for that. Thanks again. Sean McPheat.

Suppliers 48

Suppliers Publishing Sales Training Management 48

MTD Sales Training

OCTOBER 5, 2018

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. Doing that may well help you get to the next stage in the sale if the person does have influence with the final decision-maker. Happy Selling! Sean McPheat.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

MTD Sales Training

JULY 12, 2016

This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Suppliers 77

Suppliers Marketing 77

MTD Sales Training

FEBRUARY 26, 2019

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage. If you don’t evolve your sales processes accordingly, you may be left behind when it comes to customer expectations. What exactly is a sales process?

Decision-making 74

Decision-making Suppliers Sales Sales Training 74

Revenue Storm

APRIL 19, 2022

As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Further, to ensure the training program delivers a solid return, you may have invested in professional sales coaching training for yourself. Sound familiar?

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

MTD Sales Training

MAY 14, 2014

We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Many times we have been surprised by their answers or their responses to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Suppliers 98

Suppliers 98

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives. Shame on you!

Meetings 67

Meetings Suppliers Sales Sales Training 67

MTD Sales Training

FEBRUARY 21, 2018

One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. This is a vital part of the whole client-supplier journey, so if it’s not right now, the prospect will wonder what kind of service they will get in the future. MTD Sales Training. Start as you mean to continue.

Suppliers 65

Suppliers Sales Sales Training Marketing 65

MTD Sales Training

OCTOBER 14, 2019

Integrative bargaining can be used strategically when in discussions with prospects, allowing the meeting to infuse the needs and wants of the buyer, as well as including your needs and wants as a supplier. Then why not book an Advanced Sales Training Course with MTD. Want to learn more? Happy Selling! Sean McPheat.

Negotiation 58

Negotiation Suppliers Sales Training Meetings 58

PartnerTap

AUGUST 18, 2023

It was generally assumed that when the market picked up, sales would go back to normal. Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. Unfortunately, that isn’t happening. But not anymore.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

PartnerTap

AUGUST 18, 2023

It was generally assumed that when the market picked up, sales would go back to normal. Instead, companies are trying to make sense of lower sales productivity numbers despite all their heavy investments in sales training and productivity tools over the past decade. Unfortunately, that isn’t happening. But not anymore.

Suppliers 40

Suppliers Decision-making Marketing Sales Training 40

Corporate Visions

NOVEMBER 7, 2018

Want to wow your sales team for kickoff? Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. That would make for a big kickoff!

Meetings 64

Meetings Suppliers Sales Decision-making 64

MTD Sales Training

NOVEMBER 28, 2017

In September we won CIPD’s Best HR/L&D Supplier award and I’m delighted to announce that last week we also won Best HR Partnership in the Personnel Today Awards. The Learning Awards for Best External Solution and the HRD Awards for best Supplier-Led Innovation & Collaboration – we find out if we’ve won in February 2018.

Suppliers 48

Suppliers Innovation Sales Training Management 48

MTD Sales Training

SEPTEMBER 16, 2019

The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. So, what steps can you take to build closer relationships with current and future clients?

Suppliers 74

Suppliers Client Relationships Sales Training Sales 74

Mercuri International

MAY 21, 2021

Field sales is an important part of your business, but the cost of bringing in new clients (and the chances of doing so) should always come second to nurturing and developing the clients you already have. Interestingly, key accounts might not be mostly about sales. These are the clients that matter. So, in short, key accounts matter.

Key Account Management 98

Key Account Management Account Management Suppliers Sales Training 98

MTD Sales Training

DECEMBER 2, 2019

This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Adding value where you can, becoming more than the product you sell will make replacing you as a supplier very tough. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Key Account Management 80

Key Account Management Account Management Management Suppliers 80

MTD Sales Training

AUGUST 16, 2017

Find out how the relationship is going with their current supplier, and if there is anything they are still looking for that they are nor enjoying with that supplier. Many of your sales will have been made to companies who weren’t interested at first, but afterwards saw the advantages of dealing with you. Happy Selling!

Suppliers 75

Suppliers Sales Sales Training Profitability 75

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know.

B2C 98

B2C Sales CRM Profitability 98