Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Figure 2: Buyer and seller perspectives on the challenges of virtual sales interactions. Just 5 percent report no success at all ( Figure 3 ).

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Corporate Visions

JUNE 3, 2021

So what does it take to create a truly unique value proposition? The post How to Create a Unique Value Proposition in a Crowded Market appeared first on Corporate Visions. In well-defined categories, many companies can solve the same problems with similar capabilities and pricing.

Value Proposition 98

Value Proposition Marketing Sales 98

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 99

Account Management Management Sales Account Growth 99

FinListics Solutions

OCTOBER 29, 2024

Here’s a hard truth all B2B sales leaders need to hear: 86% of sales messages fail to resonate. Your value proposition isn’t landing where it matters most. They don’t inspire action, don’t move deals forward, and ultimately waste time and resources. The culprit?

Value Proposition 78

Value Proposition B2B Sales 78

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1. My sales manager was aghast. Check it out!

Value Proposition 98

Value Proposition Logistics Sales Marketing 98

Brooks Group

FEBRUARY 3, 2025

If youre a sales leader focusing on winning new business, youre not alone. According to new research from The Brooks Group , the top three sales leader priorities in 2025 are: Increasing customer retention Strengthening margins Winning new business But sales leaders acknowledge there are obstacles to accomplishing these priorities.

Construction 91

Construction Value Proposition Advertising Sales Training 91

Sales Gravy

FEBRUARY 6, 2025

Is your website truly working as hard as your sales team? Podcaster and influencer Sam Dunning joins The Sales Gravy Podcast to discuss the Caveman Grunt Website Test, why effective SEO strategies are never a one-and-done exercise, and how to build and how to maximize website performance for consistent sales growth.

Value Proposition 72

Value Proposition Sales Profitability Digitalization 72

Customer Think

JUNE 26, 2024

In this Sales Leadership Awakening Podcast episode, James Muir, Senior VP of Sales at UnisLink, emphasizes the importance of effective messaging in sales. He highlights value propositions and storytelling in engaging prospects and shares insights on enhancing messaging strategies.

Value Proposition 59

Value Proposition Sales Leadership Leadership Sales 59

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. The Value Proposition. Reveal the value proposition In other words – the hook. It's a simple framework to help create your value proposition. What do you think the answer was?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. So, what does a typical cold call look like in sales?

Value Proposition 111

Value Proposition Decision-making Software Software 111

Hubspot Sales

MAY 24, 2021

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. That's why your value proposition has to be relevant and personal.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Strategic Account Management Association

APRIL 5, 2021

According to Forrester Research, 85 percent of CXOs do not find value in their interactions with sales reps.1 is that, in the same study, 80 percent of these same sales reps actually believe they’ve had a successful meeting!2 Is this just an inability by the sales rep to correctly “read the room” or something else?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Hubspot Sales

OCTOBER 14, 2019

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process. Qualify leads.

B2B 138

B2B Value Proposition Decision-making Sales 138

Account Manager Tips

MAY 25, 2021

Key account management origin story Once upon a time, not only did sales reps win the client, they also supported them long after the deal was done. Sales people won the clients. Provides expertise and integration to create value the client can't achieve without you. 1996), The Sales Strategist, Irwin ) See the difference?

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Brooks Group

FEBRUARY 10, 2025

More stakeholders means longer sales cycles. Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. Heres a deep dive into buying groups, critical selling skills, and sales training best practices to prepare your sales team for success with multiple stakeholders.

B2B 75

B2B Emotional Intelligence Value Proposition Stakeholders 75

Hubspot Sales

JANUARY 19, 2023

A successful sales process is still possible during economic downturns, even if it seems like all of your prospects are shutting their doors. You’ll likely apply the inbound sales method, where your process will become more focused on and customized for each individual lead. Maintain connections with current customers.

Value Proposition 130

Value Proposition Healthcare Sales Decision-making 130

Hubspot Sales

JULY 20, 2020

Regardless of if you know the definition of direct sales, you've probably encountered some people who engage in the practice — the door-to-door knife salesperson, the neighbor on your block who hosts parties to sell cosmetics, or Uncle Rico from Napoleon Dynamite, offering model ships to help hawk plastic dinnerware. Image Source: Reddit.

Value Proposition 138

Value Proposition Sales Manufacturing Retail 138

Red Star Kim

JUNE 1, 2023

Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors. There’s an introduction to value propositions at: What is a value proposition or USP – and how do I create one?

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Hubspot Sales

FEBRUARY 21, 2025

Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. Unlike traditional sales approaches that often rely on scattershot cold calls or waiting for leads to come to you, target account selling puts you in control.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

Engage Selling

MARCH 26, 2021

Are you approaching them with the same value propositions, teaching them the same things, or providing them with the same insights today as … Read More » The post Are Your Value Statements Stale? Sales Strategies first appeared on The Sales Leader.

Value Proposition 113

Value Proposition Sales Communication 113

Hubspot Sales

DECEMBER 28, 2021

Inbound salespeople see the need to personalize the sales experience to the buyer's context. Meanwhile, inbound sales teams recognize they must transform their entire sales strategy so they're serving the buyer. Inbound Sales Methodology. Building a Sales Process Around the Buyer's Journey. Legacy Salespeople.

Value Proposition 119

Value Proposition Sales Decision-making Prioritization 119

Hubspot Sales

APRIL 19, 2019

There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." As a result, many presentations are met with wishy-washy responses that drag along the sales process and waste valuable time. But, what does a great sales deck look like?

Value Proposition 142

Value Proposition Sales Software Software 142

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

RAIN Group

OCTOBER 28, 2020

These people make five cases to ensure the value proposition for each buyer is as strong as it can be. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers.

Value Proposition 131

Value Proposition Sales 131

Hubspot Sales

MAY 18, 2021

business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. The findings revealed there are seven actionable habits of top sales performers ; these habits are a combination of learned skills and inherent traits and set the best salespeople apart from the middle-of-the-pack reps.

Value Proposition 119

Value Proposition Sales Communication Onboarding 119

Hubspot Sales

MARCH 29, 2021

Every aspect of a sales process is prone to human error when carried out manually. As a sales professional, there's a good chance you've slipped up here and there. Or maybe, you struggled to find the right deck or piece of sales content to best convey your value proposition at the right time. HubSpot ) 2.

Value Proposition 137

Value Proposition CRM Sales Meetings 137

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. However, once an organization succeeds in effectively aligning its Corporate Strategy with its Supply Chain Strategy , it enjoys the immense benefits of superior Financial Performance , with tangible benefits in terms of both Cost Management and Sales Growth. Customizers.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Flevy

MARCH 30, 2022

As defined by Clayton Christensen, author of the Innovator’s Dilemma, a Business Model consists of 4 elements: Customer Value Proposition – The Customer Value Proposition is the “job to be done.” The focus is on the key elements that create value for the customer and the company. Creating Innovation.

Innovation 111

Innovation Value Proposition Profitability Customer Value 111

Hubspot Sales

NOVEMBER 1, 2018

It's meant to be used as an internal tool to align marketing efforts with the brand and value proposition. Value Proposition vs. Positioning Statement. The value proposition and positioning statement are both key elements in a business' marketing strategy, however, there are differences between these two.

Food and Beverage 143

Food and Beverage Value Proposition Innovation Decision-making 143

Upland

APRIL 6, 2021

So, why do so many marketing consultants and practitioners espouse standard Value Propositions and ‘Sales-Ready Messaging‘ ? Such messaging, born in market segmentation sessions, or focus groups, is anything but sales-ready. This will become the baseline of sales performance going forward. The future is here.

Suppliers 195

Suppliers Value Proposition B2B Profitability 195

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. Sales Closing Call Tools.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124

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. What’s the Difference Between Sales Negotiation and Overcoming Objections?

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

Hubspot Sales

JULY 16, 2020

The Science of Sales Presentations. There are a few qualities of good sales presentations you should consider as you create your own: They tell a compelling story. There are a few qualities of good sales presentations you should consider as you create your own: They tell a compelling story. They highlight your value proposition.

Value Proposition 137

Value Proposition Sales Publishing Meetings 137

RAIN Group

OCTOBER 9, 2024

Selling to senior executives demands more than a strong solution and value proposition. With 85% of sales leaders reporting challenges in dealing with multiple decision-makers, mastering executive sales has become crucial.

Value Proposition 93

Value Proposition Sales Communication Meetings 93

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

Hubspot Sales

FEBRUARY 4, 2020

A well thought-out business model canvas should include the following elements: Value proposition — The main concept or objective of your business. Your value proposition should explain how your business provides value to your customers, and what key problem your product sets out to solve.

Value Proposition 118

Value Proposition Suppliers Innovation Business Planning 118