Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. Enablement is Booming. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. And today, even functions entitled sales training are doing some enablement work.

Sales 130

Sales Sales Training Leadership Decision-making 130

OnStrategyHQ

DECEMBER 20, 2023

Strategic Planning is when organizations define a bold vision and create a plan with objectives and goals to reach that future. A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Can certain pitfalls be avoided?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

QYMATIX

MARCH 26, 2024

Although the market is highly competitive, there are innovative strategies that companies can use to capture markets and retain customers for the long term. It involves using technology and data to collect, analyze, and use customer information to provide personalized and tailored experiences.

Management 52

Management Artificial Intelligence CRM Software 52

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

DemandFarm

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Showpad

JULY 7, 2020

In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . Then, COVID-19 hit us and the growing economy came to an end — some would say to a full stop. Or, the revenue came from other sources.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. Our topic today is why that’s an issue and how to do it better. And now that all these AI tools are available, I shouldn’t use them?”. What are “bad” sales practices? What are “bad” sales practices? Why would I ever do that? I hear you. My network.

Digital Transformation 127

Digital Transformation Sales e-Learning Digitalization 127

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads. Overview 2.

Management 103

Management Sales Software Software 103

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. You want to put out cohesive messages, in keeping with your organization's values and goals. It's worth noting that sales messaging and marketing messaging aren't the same.

Sales Management 131

Sales Management Management e-Learning Sales 131

QYMATIX

MARCH 26, 2024

Although the market is highly competitive, there are innovative strategies that companies can use to capture markets and retain customers for the long term. It involves using technology and data to collect, analyze, and use customer information to provide personalized and tailored experiences.

Management 40

Management Artificial Intelligence CRM Software 40

Hubspot Sales

MAY 26, 2023

You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. That’s why mastering an outbound call is so important. Your phone rings and you decide to pick this one up instead of letting it go to voicemail.

Emotional Intelligence 100

Emotional Intelligence Software Software Communication 100

Apptivo

SEPTEMBER 13, 2023

What is Outbound Sales? What is an Outbound Sales tool? Why use Outbound Sales CRM? Advantages of Outbound Sales 5. How to find the best CRM for Outbound Sales? So, why not take a technologically smart approach to their sales outreach, thereby decreasing their sales cycles?

CRM 52

CRM Sales Decision-making Software 52

Sales Outcomes

FEBRUARY 6, 2023

B2B business leaders, more than ever, are demanding to understand Marketing’s ROI and sales impact better. Instead, sales create an Opportunity from their prospecting or outreach efforts. Marketing Influence provides a consistent and reasonable framework the leadership team can rely upon. Here’s why.

Marketing 52

Marketing Logistics B2B Advertising 52

CoSell

FEBRUARY 9, 2021

Here's why. In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished. Let's look at 3 big reasons why the next big thing in co-selling is optimism. Lower The Cost Of Sale In sales, we're always looking at the profit and loss equation.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

Red Star Kim

FEBRUARY 15, 2024

Yet there are differences to the extent that they use push (tell) and pull (ask) energy – and the terms under which they are conducted and the processes that they use. Trust and a strong, collaborative relationship are fundamental to success. What are the differences between coaching, mentoring and consulting? The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

ACT

JANUARY 10, 2024

That means a sale is an outcome, not a sudden event. To boost sales, you must optimize the sales funnel and ensure every stage feeds the other until the eventual conversion occurs. As a sales professional, your job is to convince and persuade your leads to choose your offer and convert them into customers.

Advertising 52

Advertising CRM Software Software 52

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

B2C 86

B2C Sales CRM B2B 86

Nutshell

FEBRUARY 28, 2024

Website visitor tracking uses technology such as cookies and IP address tracking to identify and trace specific visitors. It’s useful for B2B businesses to understand the names and companies behind the anonymous numbers that visit your website. Every device that uses the internet has a unique internet protocol (IP) address.

B2B 71

B2B CRM Software Software 71

Hubspot Sales

MAY 7, 2020

All the metrics they use to measure success are green. At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified.

Sales 106

Sales Decision-making CRM Sales Analytics 106

Insightly

SEPTEMBER 27, 2023

Why should I pay extra for ongoing support?” Although this approach can work, there’s a chance that the IT manager lacks the practical sales knowledge to customize the platform to the company’s unique customer journey. Just because a pipeline was accurately configured at implementation does not mean that it is useful today.

CRM 52

CRM Onboarding Brainstorming Software 52

Insightly

SEPTEMBER 27, 2023

Why should I pay extra for ongoing support?” Although this approach can work, there’s a chance that the IT manager lacks the practical sales knowledge to customize the platform to the company’s unique customer journey. Just because a pipeline was accurately configured at implementation does not mean that it is useful today.

CRM 52

CRM Onboarding Brainstorming Software 52

QYMATIX

OCTOBER 3, 2023

How to set more-realistic sales targets using historical data and Predictive Analytics. As he took the reins, Immelt set an ambitious sales target: “We believe that GE can grow two to three times faster than world gross domestic product, which translates to about 8 per cent sustained sales growth.”

Manufacturing 52

Manufacturing Shareholders Sales Acquisition 52

Hubspot Sales

APRIL 7, 2023

Why sell digital products? How to sell digital products 10 best digital products to sell There are a number of reasons why selling digital products is advantageous for businesses. Why sell digital products? Creating a preliminary product catalog will help you organize your offerings and ideas.

Digitalization 109

Digitalization Computers and Electronics Media Brainstorming 109

Account Manager Tips

JULY 27, 2020

15:33 Why embracing failure has been the secret to success. 18:35 Why account planning is important. 21:26 Enabling account managers to create their own futures. 24:29 Why yearly targets delivery better results than quarterly targets. And they also challenge the organization and how we should do account management.

Account Management 130

Account Management Business Growth Management Account Planning 130

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

Hubspot Sales

DECEMBER 7, 2020

Believe it or not, your company's sales efforts don't have to be confined exclusively to your sales organization. In many cases, there's a base of potential collaborators who might be interested in folding your product or service into their sales operations as well. Partner enablement can be a complicated game.

Sales 93

Sales Onboarding Construction Organization 93

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. Catering to unique sales models Custom CRMs can be particularly attractive when a company’s sales model is complex, or doesn’t neatly fit a typical B2B sales model. What is a custom CRM?

CRM 127

CRM Software Software B2C 127

Hubspot Sales

DECEMBER 21, 2020

If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process. What is the MEDDIC sales qualification? The MEDDIC sales qualification process is a framework of questions used to qualify prospects and potential buyers. Why is MEDDIC so powerful?

Decision-making 125

Decision-making Sales Onboarding CRM 125

Mike Kunkle

FEBRUARY 27, 2023

.” Nowhere is this more out of control than in the sales profession and our very own subset of sales enablement. For example, I see a lot of advice recommending what enablers should do. Not All Sales Enablement is the Same Sales enablement is not the same everywhere. (For

Sales 56

Sales Onboarding Publishing Transportation 56

Insightly

OCTOBER 5, 2021

This is part 3 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. How can you push your organization to become more customer-centric? Gone are the days of exclusively relying on sales to handle every customer interaction. What do they have in common?

Customer Experience 98

Customer Experience Customer Success CRM Innovation 98

Arpedio

AUGUST 11, 2022

Call it what you will: org chart, organization(al) chart, organigram/organogram, or organizational breakdown structure. Why Are Visual Org Charts Important? Why ‘Traditional’ Org Charts Are No Longer Sufficient. However, the most common way to depict and portray an organization is by using the hierarchical model.

Software 52

Software Software Stakeholders Decision-making 52

Mercuri International

MARCH 8, 2022

2 In this article, we explain why value-based selling is so important for your salespeople and your business. 3 Or as Warren Buffet puts it, “price is what you pay, value is what you get.” ” But why is it so important that your salespeople are value-based in their work? Here are five reasons: 1.

Suppliers 52

Suppliers Shareholders Value Proposition Innovation 52

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

Management 124

Management Performance Review Sales Software 124

QYMATIX

NOVEMBER 2, 2021

However, sales leaders are currently under tremendous pressure to grow profitably. Sales acceleration and profitability are difficult to mix. It is hard to have that sales growth cake and eat it too. Besides, managers often complain about the lack of focus when it comes to sales growth. B2B sales acceleration strategies.

B2B 103

B2B Sales Profitability Sales Analytics 103

Insightly

JULY 12, 2023

These efforts are, however, designed to translate to promising leads and eventually sales. G2) Affiliate and referral programs/influencer marketing Review sites Account-Based Marketing (ABM) Upselling or cross-selling campaigns If you are a smaller business or have a small team, you may only be able to accomplish 3-5 tactics on this list.

CRM 52

CRM Leadership Marketing Decision-making 52

Zendesk

DECEMBER 1, 2020

Digital transformation (DX) is an ongoing journey of using digital technology and digital strategy to fundamentally change an organization’s customer experience, business and operating processes, or culture. Using design thinking to discover and resolve pain points in the customer journey. Discover the who, what, where, and why.

Digital Transformation 98

Digital Transformation Digitalization Customer Experience Supply Chain 98