The Advantexe Advisor

FEBRUARY 20, 2024

In another two weeks, two-thirds of Q1 2024 will be in the books, meaning there will be a lot of Sales Leaders and Senior Executives starting to get nervous about Q1 earnings reports. As we teach in our simulation -centric business acumen programs, conducting an environmental analysis and forecasting is the foundation of business success.

Price 71

Price Drivers/motivators Meeting Sales 71

STAR Results

APRIL 15, 2021

Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. Keep the Process Simple.

Territory 188

Territory Quota Sales Meeting 188

Veloxy

OCTOBER 26, 2023

Dreaming of a rewarding and challenging career in medical device sales? The medical device industry is poised to reach nearly $800 billion in global annual sales by 2030. Key Takeaways Become a medical device sales rep and gain exposure to the healthcare industry. You should be!

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Highspot

FEBRUARY 28, 2024

Sales operations managers are the unsung heroes behind a high-performing sales team. They design sales processes, sift through sales data, and predict futures. Their role is to set up the sales team for success. What Does a Sales Operations Manager Do? To improve sales outcomes.

Non-Profits 52

Non-Profits CRM Teamwork Sales 52

Lead Fuze

JUNE 29, 2023

Having a sharp business acumen is critical for any advanced level professional with an IQ of 150 to succeed in today’s competitive market. As a sales rep, recruiter, startup owner, marketer or small business proprietor, understanding this concept can significantly enhance your success in today’s competitive market.

Strategize 52

Strategize Profit margin Strategic planning Trust 52

The 5% Institute

AUGUST 1, 2023

In the fast-paced and competitive world of business, having a keen sense of business acumen is crucial for success. Business acumen refers to the ability to make sound business decisions and judgments, coupled with a deep understanding of the industry, market trends, and financial implications.

Strategize 52

Strategize Networking Growth Closing 52

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills.

Pitch 109

Pitch Manufacturing Objectives and Key Results Launch 109

Sales Hacker

DECEMBER 21, 2023

Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

Hubspot

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. Sales requires focus. Let’s dive in. They're money-motivated.

Meeting 72

Meeting Drivers/motivators Sales Represent 72

Sales Hacker

MARCH 7, 2022

Sales is not an easy topic for academics to teach. Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. Here are some of the key takeaways from our conversation. Sales is cross-disciplinary. Sales doesn’t exist in a silo (or, at least, it shouldn’t).

Cross-sell 85

Cross-sell Territory Finance Consult 85

Closing Bigger

DECEMBER 14, 2022

Today’s sales podcast is focused on helping B2B Sales organizations prepare to succeed in 2023 and beyond. As a keynote speaker at sales kick-off events I get to look into the mindset and outlook of many sales organizations as they plan for 2023. Sales success in 2023 is not going to look like 2021 or 2019.

B2B 52

B2B Contract Finance Territory 52

Closing Bigger

DECEMBER 14, 2022

Today’s sales podcast is focused on helping B2B Sales organizations prepare to succeed in 2023 and beyond. As a keynote speaker at sales kick-off events I get to look into the mindset and outlook of many sales organizations as they plan for 2023. Sales success in 2023 is not going to look like 2021 or 2019.

B2B 52

B2B Contract Finance Territory 52

Hubspot

NOVEMBER 14, 2022

Business leaders need a diverse skill set to elevate their organizations and solve challenges in the workplace. Business acumen training can help your team build this tool kit. In this article, we’ll explore the fundamentals of business acumen training. The Benefits of Business Acumen Training.

Angle 51

Angle Technique Prospecting Education 51

Partners in Excellence

JUNE 20, 2023

I read a post by a respected sales expert on “Information Asymmetry.” But everything we do, our business is built around the concept of being the best in the world at addressing a certain category of problems. But, there are more important aspects of Information Asymmetry we fail to leverage to full impact.

Drivers/motivators 85

Drivers/motivators High impact Trust Education 85

The 5% Institute

JUNE 12, 2023

What is an account executive; what do they do, and how they contribute to the success of a company? In this article, we will explore the role of an account executive, their responsibilities, skills required, and the impact they have on businesses. So, let’s dive in and uncover the world surrounding executives.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

The 5% Institute

JUNE 14, 2023

In today’s fast-paced and ever-evolving healthcare industry, medical device sales play a crucial role in providing innovative solutions to medical professionals, improving patient care, and driving advancements in the field of healthcare.

Healthcare 52

Healthcare Strategic partnership Represent Hospitality 52

The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. It involves the orchestration of various roles, each contributing to the overall success of a business.

Account management 52

Account management Negotiate Strategize Clients 52

Hubspot

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency.

Quota 82

Quota Sales Negotiate Pipeline 82

Heinz Marketing

MARCH 2, 2022

Almost 20 years later, a 2016 study by CMO Council and Deloitte The CMO Shift to Gaining Lift , found, “only one in four CMOs actually feels they are doing well specific to quantifying and communicating marketing’s impact on the business, with an elite 3% saying they are actually doing this extremely well. Sadly no. Performance Management.

Objectives and Key Results 103

Objectives and Key Results Campaign Strategize Construction 103

Heinz Marketing

APRIL 21, 2022

Finding such a full-time key strategic resource takes a significant investment of resources and time. in medical device, digital health or Health IT) along with success? In addition… Can the candidate speak the language of business? 5) Can they help close sales? Can they demonstrate industry expertise (e.g.,

Strategize 104

Strategize Networking Growth B2B 104

Partners in Excellence

SEPTEMBER 1, 2022

We were talking about the importance of business relevance and acumen in engaging customers. I’m so happy these undergraduate students, looking toward careers in sales, are tackling this issue (I wish experienced sales people were as sensitive to this, as they.). What are the risks? What are we missing?

Appointment 102

Appointment Manufacturing Conversion Engineering 102

Salesforce

OCTOBER 6, 2021

Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. This clear distinction between the hunter and farmer mindset gets blurred when hiring a Key Account Manager. Business acumen.

Account management 97

Account management Objectives and Key Results Clients Strategize 97

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Great to be here.

Pipeline 99

Pipeline Angle Sales Trust 99

Salesmate

JULY 16, 2021

There is plethora of sales myths circulating in the industry, making it difficult for salespeople to map out the perfect sales strategy. Therefore, I am here for busting the myths on sales, so every salesperson can sell with confidence! If you’re new to selling, these sales myth may lead you to a tough path. Mark Daoust.

Cold Call 98

Cold Call Sales Drivers/motivators Up-sell 98

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Customers 113

Customers Contract Consult Electrical Engineering 113

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. Relationship Building Expertise The ability to cultivate and sustain relationships is a hallmark of a successful account manager.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Lead Fuze

JUNE 28, 2023

Understanding how to become a sales rep can open doors to a rewarding and lucrative career. This job necessitates a blend of abilities, training, and qualities that let an individual to thrive in the aggressive sales landscape. We will delve into different types of sales roles and the qualifications required for each.

Negotiate 52

Negotiate Territory Contract Technique 52

Sales Hacker

APRIL 16, 2020

That’s true in all areas of our lives — including how we run our businesses. Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed.

Objectives and Key Results 106

Objectives and Key Results Cross-sell Quota Sales 106

Sales Hacker

FEBRUARY 17, 2021

analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. What is the “ham and egg” method?

Sell 121

Sell Contract Pitch Up-sell 121

Eliminate Your Competition

JULY 10, 2022

Asking questions is one of the most effective conversation techniques for a sales call. It shows that you’re interested in the customer’s business and demonstrates your curiosity about their needs. Asking questions also gives you an opportunity to gather the information that can help you close the sale.

Closing 59

Closing Niche Technique Strategize 59

Lead Fuze

JULY 2, 2023

How to get into tech sales without a degree? This question might be looming in your mind if you’re interested in the lucrative field of technology sales. In this blog post, we will delve deep into understanding the nature of tech sales jobs and essential skills required for success.

Quota 52

Quota Education Networking Sales 52

Hubspot

MAY 24, 2019

Would you like to become a sales operations manager? of organizations in the technology industry already have a dedicated sales enablement initiative or function, compared to an average of 50% across other industries. So, what key skills and experience should a sales operations manager have? Sales Operations Manager.

Strategic planning 75

Strategic planning Education Sales CRM 75

SalesforLife

JULY 28, 2019

Honestly, it’s crazy to think that in 2019 and going into the 2020s, some companies aren’t thinking holistically as a selling unit about how to target key accounts , geographic territories, or verticals. Get together and create a business plan framework for one key account in a geographic vertical. Step 2: Deep research.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Hubspot

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. How to know whether your company needs a key account management strategy. The benefits.

Account management 89

Account management Objectives and Key Results Cross-sell Non-Profits 89

Outreach

AUGUST 20, 2019

Barbara Weaver Smith is a modern-day Captain Ahab, but instead of hunting sea mammals, she trains thousands of people from small and midsize companies to scout, hunt, and harvest whale-sized sales deals. After more than a decade of experience, Barbara knows that the enterprise sales process is an entirely different beast when compared to SMB.

Closing 70

Closing Contract B2C Negotiate 70