Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 94

Sales Sales Training Communication Meetings 94

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. LinkedIn as ruler of the prospect research process. Why the change? Prioritizing virtual selling.

Virtual Selling 93

Virtual Selling Media Sales Decision-making 93

ACT

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organisations to optimise costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Sales 52

Sales CRM Virtual Selling Communication 52

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. Use AI to augment, not automate.

Sales 103

Sales Investors Prioritization Innovation 103

Nutshell

APRIL 4, 2024

If your business schedules a lot of meetings — either internally or with clients — you might wish you had a way to make that process easier. On this page, we’ve listed 10 of the best meeting scheduler apps for your business. The whole point of these tools is to streamline the scheduling process.

Meetings 71

Meetings CRM Software Software 71

Red Star Kim

OCTOBER 3, 2022

To sort the wheat from the time-consuming chaff, most firms had developed qualification processes to ensure a focus on the best opportunities. One delegate commented “ We are VERY wary of cold bids, our relationship is a big part of qualification”. See Selling – research in the pitch process (kimtasso.com). Qualification.

Decision-making 130

Decision-making Communication Meetings Marketing 130

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

Red Star Kim

DECEMBER 5, 2023

These sessions are experiential – with much use of social learning so many insights are generated during group discussions. There was much discussion about the different systems that were used – and people’s views on whether they were good, bad or indifferent. Marketing, Automation & Email Platform | Mailchimp was used by some.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Nutshell

AUGUST 22, 2023

From our personal lives to the way we run our companies, AI is becoming more available for a range of applications. Since AI is revolutionizing sales , marketing, and many other aspects of business, it’s no surprise that many CRM providers are also using the technology to enhance customer relationship management.

Artificial Intelligence 114

Artificial Intelligence CRM Management Decision-making 114

Red Star Kim

DECEMBER 2, 2022

This article summarises the main themes that arose from the discussions and exercises and forms part of the day’s learning resources. There were also comments that it meant M&BD executives need to shift from a response-only or reactive way of behaving to being more advisory and more like a consultant. What stops us being proactive?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Nutshell

APRIL 4, 2024

If your business schedules a lot of meetings — either internally or with clients — you might wish you had a way to make that process easier. On this page, we’ve listed 10 of the best meeting scheduler apps for your business. The whole point of these tools is to streamline the scheduling process.

Meetings 62

Meetings CRM Software Software 62

Red Star Kim

FEBRUARY 14, 2023

These are described further here: Before your set your goals – check your limiting assumptions (kimtasso.com) A first step is to identify or uncover what are often unconscious limiting assumptions. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

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. In this article, we’ll dig into the nitty-gritty surrounding homegrown CRMs, including what a custom CRM is and the potential benefits and drawbacks of building your own.

CRM 127

CRM Software Software B2C 127

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Adaptability 5. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? But don't ignore your weaknesses. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation).

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Red Star Kim

OCTOBER 16, 2023

amongst us. Most commented on the data challenges of referrer management – although accountants using PracticePortal were happy with their CRM. This article is a summary of the conversation and key takeaways from a workshop in London for MBL. This post adds to the learning resources from the session. Set SMART goals. Time is precious.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Hubspot Sales

AUGUST 21, 2023

You've started a new business, and your customer base is starting to expand. There's a whole world of untapped potential around you — prospects you know would benefit from your product or service. And the issues you're running into are less about your solution's soundness and more about how you can reach your potential base.

Value Proposition 98

Value Proposition Media Decision-making Communication 98

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. What makes a bad sales month? Sales experts set off the common seven: 1. We’ve all been there.

Sales 109

Sales Management Sales Management Marketing 109

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!).

Media 130

Media Marketing B2C Stakeholders 130

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Those objectives will help you decide which metrics make the most sense for your team to track.

Account Management 93

Account Management Management Account Planning Sales Training 93

Hubspot Sales

SEPTEMBER 29, 2020

If I had to guess, I'd say that I watch at least 2-4 hours of video content every day. According to Wyzowl, people watch significantly more video content than they ever have before. In fact, consumers continue to use video as an integral part of their journey with brands and are excited to see even more video content in the year ahead.

Sales 101

Sales Banking Software Software 101

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Artificial Intelligence 107

Artificial Intelligence CRM Sales Meetings 107

Help Scout

SEPTEMBER 24, 2021

Since there are multiple, distinct steps in the customer journey , some companies choose to separate these steps and have them managed by separate roles: The sales team handles pre-sales. Our mission is to make video easier to share and easier to watch. A customer onboarding specialist manages onboarding.

Onboarding 113

Onboarding Customer Success Government Prioritization 113

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? Just focusing on the desired outcome—a new sale—won’t get you there. That’s where the next-action-based selling methodology comes in—an approach to sales that focuses on the activities that truly drive results.

CRM 62

CRM Sales Prioritization Decision-making 62

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. Both to maintain service levels and underpin growth strategies.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Hubspot Sales

MAY 26, 2023

You have to meet them where they are, or put yourself out there to whoever will see and value your services. In this blog post, we've compiled a list of real estate prospecting tips to help you grow your real estate business proactively. Prospecting should be a fundamental part of your business strategy as a real estate professional.

Marketing 82

Marketing Advertising Media Software 82

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. However, one of the obstacles to implementing these crucial but advanced systems is a low CRM adoption rate from the team that needs to use it.

CRM 71

CRM Software Software Decision-making 71

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. It’s not intuitive, then, that these two functions often exist in silos, each having their own systems and processes.

Marketing 103

Marketing Sales Decision-making Prioritization 103

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business. Overview 2.

Management 103

Management Sales Software Software 103

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Construction 98

Hubspot Sales

JANUARY 5, 2024

It’s been pretty exciting to see the creativity that people all over the world are bringing to AI to improve their processes, create new services, and make being in business more fun and profitable. So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet.

Internet 92

Internet Sales Communication Media 92

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. If you haven’t thought much about your KPIs yet, that’s okay.

Profitability 105

Profitability Publishing CRM Insurance 105

Brooks Group

FEBRUARY 8, 2023

View this week's video The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Sales is one profession that is riddled with rejection. Over time that can be exhausting for your reps.

Sales Training 72

Sales Training Decision-making Meetings Sales 72

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll be better equipped to implement a strong lead generation strategy within your business. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business.

Sales 98

Sales Decision-making Small Business Meetings 98

Insightly

APRIL 15, 2021

What is a sales process? How to future-proof your sales process & avoid failure (Part 3). This is part 2 of a sales process series based on conversations with Insightly VP of Sales, Mark Ripley. So, how do you go about improving your sales process? .

Decision-making 98

Decision-making Sales Brainstorming Leadership 98

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Well, the answer to that question largely depends on what your definition of success is. Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales.

Sales 142

Sales Negotiation Communication Leadership 142

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. There are two common goals that exist when we speak about the finalizing of the sales process: To make it as fast as possible.

Negotiation 98

Negotiation Decision-making Stakeholders e-Learning 98