Having the right sales content solution can make all the difference to transforming your sales capabilities and dealing with change. #KAM #KAMForum #keyaccountmanagement #strategicaccountmanagement #b2b #sales #salesleadership #salesoptimization #salestransformation #salesenablement #valueselling #customersuccess #revenueenablement #valuediscovery #RealizedROI #Realizedvalue #salestechnology #salestech Learn how proving value delivered and inspiring value opportunities is so important to Key Account Management success into the recovery. How do you make sure you don’t end up in the discount bin or the chopping block, evolving from being tactical to being more strategic and capturing new opportunities? These are just a couple of questions we pose to two key members from the Key Account Management Forum, a research group from the Cranfield School of Management: Dr Javier Marcos Cuevas and Mark Davies. Others are not cutting back, but accelerating business and digital transformations. Some of these key accounts are at risk, with many facing budget lockdowns, cutbacks and pressure to consolidate vendors. When the crisis first hit, many companies realized that their best strategy was to circle the wagons, focusing on existing customers and key accounts. #b2b #messaging #sales #personalbrand #marketing #valuemessaging #storytelling #valueselling #valuestory #CLOSE #neuromarketing #neuroselling #digitalselling #virtualselling #remoteselling #LinkedIN So what are the key elements that make for good messaging, and how do you leverage storytelling and personal brand to get the word out?
We are in a world now and forever more where selling will be overwhelmingly digital and remote, and as a result having the right messaging is more important than ever, unfortunately we still see too many organizations pitching their products and services with features and jargon instead of delivering the simplicity and clarity buyers want and need. In this interview with Ryan Rhoten of brand messaging consultancy Careerbrand, author of the book CareerKred: 4 Simple Steps to Build Your Personal Brand & Boost Credibility in Your Career, and the host of “The BRAND New You” podcast we discuss the importance of having clear messaging, leveraging storytelling and refining and promoting your personal brand as a seller.
#Prospecting #ColdCalling #SocialSelling #SDR #BDR #SalesEnablement If you are a seller looking to up your prospecting game, or in sales enablement or a coach who wants to better empower your selling teams, this session is a must listen for practical prospecting advice. In this interview I put Morgan on the spot, to get answers to all my pressing prospecting questions, and hopefully answer yours as well. So I sought out the expert, Morgan J Ingram, a LinkedIn Top Sales Voice and Top 25 Sales Development Thought Leader, and a very successful podcaster, seller, sales leader, coach and trainer. Heck, I know what works for me, but I didn't have the answers as to what works best overall.
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But isn't cold calling dead, and with thousands of other sellers eager to prospect, aren't customers already inundated with too many requests for demos and meetings? How do you break through the noise to connect and engage with prospects, without turning them off? Is it best via phone calls, email or social? What about video and personalization? I am asked all the time how to best enable and train sellers on how to address these issues. If you are in sales, without in person trade-shows and conferences post crisis, you don't have much choice but to "cold call" in order to generate enough opportunities.
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