Hubspot Sales

MAY 3, 2021

Cherilynn Castleman, a relationship sales expert, draws on her 25 years of experience to teach readers five core competencies salespeople need to leverage to strengthen their relationships with clients and achieve sales success. First-hand experience is helpful when it comes to improving your sales performance. What’s in the CARDS?

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Sales B2B Prioritization Profitability 126

Upland

NOVEMBER 27, 2023

Why do you need to know your customer? You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. They aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. Often, they’ll even be tied to executives’ bonus payouts.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Sales Outcomes

AUGUST 14, 2023

Most salespeople and sales leaders don’t review recordings and transcripts of virtual sales calls, so they aren’t able to provide or receive coaching for one of the essential sales motions – engaging with prospects and customers. Many companies configure their conferencing solutions (Zoom, Teams, Google Meet, etc.)

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Value Proposition Sales Meetings Prioritization 52

Hubspot Sales

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance. Today, let’s review the best pipeline coaching strategies.

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Meetings Construction Sales Management Management 96

Upland

OCTOBER 21, 2022

In this definitive guide to account planning, we’ve compiled everything you need in order to understand the importance of account planning, what it is, and why a complete mindset shift is critical to success for any sales organization looking to grow and retain revenue in their key accounts in 2023 and beyond. . What is Account Planning?

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Account Planning Leadership Software Software 195

Upland

MARCH 13, 2023

In this guide, we’re going to cover everything there is to know about sales forecasting, starting with the basics. In this guide, we’re going to cover everything there is to know about sales forecasting, starting with the basics. Well, not so fast. It is no longer about guesswork. What is a Sales Forecast?

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Brooks Group

JANUARY 8, 2024

By understanding what works and what needs improvement, sales leaders can optimize strategies, allocate resources efficiently, train and coach properly , and drive sales revenue. Measure only what is aligned with the key leading and lagging indicators and on-the-ground coaching. But what happens when measurement becomes unmanageable?

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Sales Sales Training B2B Organization 96

Sales Gravy

DECEMBER 7, 2021

Salespeople who have a higher degree of optimism tend to become champions, and for good reason. Salespeople face a lot of defeat, a lot of rejection, and so many things can go wrong in sales that salespeople who wallow in that defeat have a tendency to crash and burn pretty quickly. So How Do You Find Salespeople Like That?

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Sales Leadership 92

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching? Why is Sales Coaching Important?​

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Brooks Group

DECEMBER 20, 2023

This blog post recaps their conversation, exploring why metrics are indispensable for effective management and how they serve as the guide toward strategic success. Measuring the right things and using that data to coach and manage is the way we will catch up.” The buyer is changing faster than we are as sellers.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. By reminding your salespeople of this, they can feel more confident responding to the most common sales objections they might receive.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Hubspot Sales

DECEMBER 29, 2020

Knowing how important your salespeople are, you’ve put a great deal of effort, time, and money into hiring the best and training them. Knowing how important your salespeople are, you’ve put a great deal of effort, time, and money into hiring the best and training them. Your salespeople aren’t closing the number of deals you expect.

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Sales Facilitation Communication Organization 133

Brooks Group

FEBRUARY 23, 2024

Yet inexperienced salespeople tend to fast-forward to the pitch without properly understanding their prospects’ wants and needs. Yet inexperienced salespeople tend to fast-forward to the pitch without properly understanding their prospects’ wants and needs. That’s because filling your sales pipeline is a numbers game.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Insightly

APRIL 10, 2024

The list of episodes includes thought leadership concepts, deep dives into recent research, and practical, how-to guides that listeners can put into practice immediately. Mike Weir of G2 talks about leading teams when economic conditions are rough by continuing to create environments that focus on development plans, coaching and advancement.

Marketing 52

Marketing Healthcare CRM Media 52

Brooks Group

MARCH 6, 2023

What Is Sales Coaching? Sales coaching is the practice of evaluating and instructing salespeople one-on-one to improve productivity and ensure strong success through coaching sessions. Why Is Sales Coaching Important For The Growth Of Business? Strategic Coaching Deals made by your sales reps contain hazards.

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Sales Sales Training Sales Management Facilitation 52

The Center for Sales Strategy

JUNE 17, 2019

In a previous post, A Step by Step Guide to Coaching Salespeople , I provided a guide on how to coach sellers. Some sellers find it a challenge to schedule quality appointments during their scheduled coaching days. Is the purpose of your in-field coaching plan clear?

Communication 64

Communication Sales Management Management Sales 64

Brooks Group

OCTOBER 13, 2023

Has Real-World Sales Experience If someone is delivering sales training sessions to a room full of salespeople, it’s imperative that they’ve actually sold at some point in their career. When the sales team raises questions, the trainer should be able to share from real-world experience to coach on sales skills and best practices.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

Hubspot Sales

JANUARY 6, 2021

You've trained your salespeople on the key actions required to move prospects from stage to stage. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process. But how do you know if it's actually working?

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Hubspot Sales

SEPTEMBER 6, 2023

For eons, salespeople have been told to make more calls, send more emails, and take more meetings. How do you go from putting out fires to running like a well-oiled machine? Well, the trick might be as simple as prioritizing quality over quantity. If you’re rolling your eyes at your screen right now, just hear us out. Including the selling.

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Sales Onboarding Prioritization Profitability 104

Account Manager Tips

JULY 22, 2022

Knowing what the problem is the first step to finding a solution. If you think your job is harder than it should be. you're right. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. you're right. The great thing about them is they’re based on research.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Brooks Group

OCTOBER 19, 2022

This means they need to learn primarily about leadership and how to manage salespeople. They require a standard process that they can follow, with a common language or terminology to describe the various steps and stages of the process. Sales training typically accomplishes one of two things. . The Different Roles Within a Sales Team.

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Sales Training Sales Account Management B2C 84

Arpedio

MARCH 27, 2023

SAMA 7-step Strategic Account Management Process 4. A sales methodology is a framework or set of principles that guides your sales reps to close deals. By assessing your customer based on these six steps, MEDDIC helps you determine if it’s worth your efforts getting a specific customer into your sales funnel. Challenger Sale 5.

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Sales Account Management e-Learning Decision-making 52

PandaDoc

APRIL 3, 2023

Improve employee and customer satisfaction Training gives salespeople useful sales skills and the guidelines and information that can improve their interactions with customers, as a result leading to greater customer satisfaction. This then leads to salespeople enjoying their jobs more and experiencing greater fulfillment at the office.

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Sales Training Management e-Learning Construction 98

Brooks Group

FEBRUARY 12, 2024

Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done. The revenue potential of your customers doesn’t end when they sign the contract. If growing customer revenue is on your mind, you’re not alone.

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Sales Training Sales Account Management Profitability 74

Hubspot Sales

MAY 30, 2019

The sales process stages should help guide salespeople in qualifying, closing, expanding business, and building relationships. There should also be a list of sales coaching questions related to each stage. We know that best-in-class sales organizations use a consultative sales process. But what does that really look like?

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Procurement Negotiation Sales Leadership Sales 106

Brooks Group

MARCH 6, 2023

Sales training provides new and existing salespeople with the skills and knowledge they need to succeed in their roles. Sales training can be delivered in various formats, including classroom-based instruction, online courses, webinars, and one-on-one coaching. There are no one-fits-all solutions for sales training.

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Sales Training Sales Leadership Profitability 52

Brooks Group

JANUARY 5, 2021

We at The Brooks Group took the pulse of your fellow sales leaders throughout 2020, and as the year drew to a close, it appeared that many of your contemporaries were taking steps to shore up their leadership playbook to reflect the dynamics of the times. As a sales leader, it’s never been more critical to be on the ball.

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Sales Leadership Leadership Sales Virtual Selling 74

Miller Heiman Group

JULY 21, 2020

It sets forth the principles and best practices that guide sellers’ actions throughout each stage of the buying journey, from preparing for a sales call with a new buyer through to upselling an existing customer. A common language for discussing the steps required at each stage of the sales process. Define a Sales Methodology.

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Organization Sales Technology Sales CRM 100

Sales Outcomes

NOVEMBER 8, 2021

Here’s what happens: Salespeople are run through new product or skills training (in-person, virtual, online, etc.), If sales leaders aren’t equipped to lead and coach to the right sales team behaviors, there is no chance that the salesperson training will pay off. “Coaching the coaches is an essential step.”

Sales Leadership 52

Sales Leadership Leadership Sales Profitability 52

Miller Heiman Group

AUGUST 15, 2019

Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. If you only look at what your salespeople have already done and focus exclusively on performance data, you can’t predict what they might do in the future. Not necessarily.

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Sales Sales Analytics Organization Leadership 78

Hubspot Sales

NOVEMBER 8, 2023

Lai continues on to say, “One thing I wish I had known is the sheer mental and emotional energy it takes to be in this role; the constant task switching between coaching, interviewing, strategizing, presenting, organizing, etc. Transitioning into a leadership role requires a whole new set of skills and strategies. Lay a robust foundation.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Hubspot Sales

FEBRUARY 20, 2018

Plus, you’re calling on a brand-new set of skills, like coaching, scaling, and recruiting. Plus, you’re calling on a brand-new set of skills, like coaching, scaling, and recruiting. Thousands of newly minted sales managers have been in your exact position, and many of them have written top-notch guides to thriving in this role.

Sales Management 111

Sales Management Management Sales Profitability 111

Showpad

JULY 21, 2020

Even if you take all these steps the right way, there is one missing link that’s often underestimated: How well you manage and lead the change aspect that comes with any enablement initiative. . That means adoption is critical for all enablement services your organization provides for salespeople and managers. Both are intertwined.

Management 139

Management Leadership CRM Sales 139

Chally

DECEMBER 1, 2021

One way to support your sales team is to improve sales coaching with the strategies and tools we cover in this guide. But, what is sales coaching? Sales coaching draws the best out of your sales team. Transform your sales organization with a culture of growth and proven coaching practices.

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Sales Construction Value Proposition Communication 52

Hubspot Sales

APRIL 23, 2018

Salespeople don’t hold all of the cards anymore. As a result, it’s harder for salespeople to demonstrate their expertise. So what should salespeople do? Too often, salespeople are waiting for their turn to talk or thinking about what to say next, instead of truly listening to the prospect. Simple: Invest in listening.

Sales 144

Sales e-Learning Decision-making Sales Management 144

Showpad

MARCH 17, 2020

Comprehensive training and consistent reinforcement are necessary to prevent remote salespeople from going rogue during customer conversations or creating and sharing content that hasn’t been approved by your marketing team. Teaching salespeople when to use the right piece of content at the right time is half the battle.

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Sales Prioritization Remote Working Decision-making 80

Brooks Group

NOVEMBER 30, 2022

As a sales leader, most coaching stems from the need for change. In either case, the root of conflict between managers and salespeople occurs when salespeople don’t do what their manager thinks they should be doing. Here are five reasons why you should use assessments to inform your coaching. In short, you’re guessing.

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Investors Sales Training Meetings Management 52