SBI Growth

AUGUST 7, 2018

How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because.

Marketing 76

Marketing Management Sales 76

Upland

MAY 3, 2023

If you sell a technology product, or anything that lives in the cloud, the answer to this question can be a little elusive. Nowadays, the most valuable technology companies don’t just sell products, they sell something more. It’s even more common if your products have that ethereal, shape-shifting quality of a cloud service or app.

CRM 195

CRM Software Software Innovation 195

Holden Advisors

NOVEMBER 3, 2021

As you can see, price and revenue are all about value. To avoid leakage, the pricing division should act as a cross-functional, strategic team who: Has a deep understanding about the product offering. But companies often deflect pricing and value statements when they consider their product a commodity. Think about it.

Procurement 369

Procurement Finance Construction Government 369

The Center for Sales Strategy

DECEMBER 11, 2017

Working for a great company and having a great product certainly helps with clients, but the criteria prospects will often use when deciding to give you some of their precious time, is YOU. Where should your product and your company be in your sales strategy when talking to new prospects?

Sales 55

Sales 55

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. And this isn’t something I see being talked about frequently. About a year later, the downsizing began. About 18 months later, they were acquired. Then, the rest of this makes sense and can be really valuable.

Sales 258

Sales Finance Decision-making Profitability 258

Hubspot Sales

APRIL 15, 2024

At the same time, they allocate about 25% of their prospecting to focus on long-term aspirational goals. With the industry's constant evolution, our team prioritizes staying informed about new product developments and market changes, ensuring we can provide the most relevant solutions.”

Sales 111

Sales Prioritization CRM Communication 111

SBI Growth

FEBRUARY 23, 2024

As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence (AI) can achieve in terms of commercial productivity, but the reality is that most companies aren’t there yet because it’s a long learning process for everyone involved.

Artificial Intelligence 121

Artificial Intelligence Sales Marketing 121

Nutshell

MARCH 25, 2024

And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. Client onboarding is a structured procedure that includes a series of steps to welcome new customers and provide them with the information they need for success using your product or service. But there’s more to do.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Hubspot Sales

MARCH 18, 2024

It doesn’t matter if you're operating in the luxury market or if your product is as cheap as chips — it’s how you frame those prices that will influence prospects and accelerate your close rate. How we spend our time says so much more about who we are than how we spend our money does.” What is this sales strategy, you ask?

Advertising 103

Advertising Sales Marketing 103

Sales Gravy

JANUARY 23, 2024

It's about getting below the surface. This isn't about interrogating; it's about engaging in a conversation that uncovers deeper needs and desires. It's about understanding the customer's journey, their challenges, and what they truly value. It's about moving from a selling mindset to a helping mindset.

Emotional Intelligence 91

Emotional Intelligence Decision-making Sales Training Sales 91

Sales Gravy

MARCH 9, 2024

Think about your last sales call. It's not always about the product or the pitch. Sometimes, it's about not clicking with the person you're talking to. That's where knowing a bit about personality styles comes in handy. Think about it. Some folks are all about the facts. Think about it.

Decision-making 95

Decision-making Communication Sales 95

Kainexus

APRIL 20, 2024

Digital innovation in business enables organizations to better understand and anticipate customer needs, personalize experiences, and deliver value-added products and services in an increasingly digital-first world.

Digital Transformation 69

Digital Transformation Digitalization Organization Innovation 69

Brooks Group

MARCH 21, 2024

The sales professional asks questions to uncover the buyer’s pain points, priorities, and what they hope to achieve by purchasing a product or service. The sales professional may ask questions about the buyer’s budget, decision-making timeline, key stakeholders involved, and any specific requirements or constraints they need to consider.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Hubspot Sales

JANUARY 22, 2024

So to help ensure your voicemails are airtight and adept, I've put together a list of eight tips that will transform your strategy and consistently generate productive responses from prospects. So when no one calls back, they tend to believe one of two things — either their product isn’t in demand or they're not a good salesperson.

Construction 112

Construction Decision-making B2B Meetings 112

Hubspot Sales

DECEMBER 5, 2023

Both parties using AI leads to stronger relationships, more productive conversations, and a shorter sales cycle. With that summary, let's take a look at the 4 big things sales pros need to know about what to expect in The Age of the AI-Powered Buyer. Sales pros will also leverage AI to boost performance.

Decision-making 101

Decision-making Sales Prioritization 101

Brooks Group

APRIL 10, 2024

How to Define a Qualified Prospect Before you can begin to think about prospecting and lead generation, you’ve got to understand what a qualified prospect looks like. Prospecting Techniques: Before the Sales Call The right sales skills and a consistent set of best practices before sales calls will make prospecting time more productive.

Sales 87

Sales Media B2B Publishing 87

The Center for Sales Strategy

MAY 23, 2023

It's easy to get caught up in the excitement of closing deals, showcasing your product, and convincing prospects that you have the perfect solution. You want to start selling, pitching your product, and showing off your brilliant product knowledge. DON'T DO IT! Just shut up and let your prospect talk.

Meetings 107

Meetings Sales 107

Nutshell

MARCH 19, 2024

Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

Customer Think

APRIL 26, 2024

Its purpose is to inform about products and services, and introducing a brand and image to potential customers. Advertising can take many forms, from media space, posters, film, video and social media. Thus giving the business provider, an advantage of familiarity with the potential customer.

Advertising 52

Advertising Media Communication Digitalization 52

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. When prospects remember the stories shared by the sales professional, they are more likely to recall the key points about the product or service being offered.

Sales 75

Sales Decision-making Sales Training Communication 75

Zendesk

SEPTEMBER 19, 2023

In this week’s episode, Pennarun talks about the lessons he’s learned from his first startup and how he applied them to Tailscale, his current software startup that raised over $2M in Series A funding and $100M in Series B funding. This prevented his team from having a product that solved prospective customers’ issues perfectly.

Investors 91

Investors Facilitation Media B2B 91

Hubspot Sales

JANUARY 7, 2024

You can’t get upset or annoyed at yourself if you want to stay productive, and you certainly can’t become frustrated with your prospects. Tell me about your business pain.” You don’t want your prospect to tell you every little problem they have — you need to hear about the challenge that’s keeping their CEO up at night.

Sales 114

Sales Decision-making Onboarding Communication 114

Hubspot Sales

APRIL 1, 2024

So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. Lately, that’s unlikely to be the case.

CRM 80

CRM Sales Environment Leadership B2B 80

Hubspot Sales

MAY 17, 2023

Fumbling fundamentals like those can lead your buyers to believe you don't care about them — if they know you haven't even made an effort to get the basic information right, why would they believe that you have their best interests at heart? How to Avoid This Mistake Do your research — every productive sales conversation is backed by that.

Value Proposition 127

Value Proposition Stakeholders Facilitation Communication 127

SBI Growth

APRIL 4, 2024

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there.

Marketing 71

Marketing 71

Flevy

APRIL 16, 2024

Marketers have always been curious about why some service or product offerings seem irresistibly appealing while others fade into obscurity. The model is designed to help technology companies create products tied to users’ emotions and daily habits that are engaging and habit-forming without relying on expensive advertising.

Advertising 52

Advertising Decision-making Digital Transformation Digitalization 52

Sales Gravy

NOVEMBER 10, 2023

Dre emphasizes that discipline isn't about forcing oneself to work but about creating a structure that naturally fosters productivity. Confidence: More Than Just a Feeling Confidence, as Dre describes, is about boldly presenting oneself authentically. This confidence isn't about arrogance; it's a calm assurance that.

Negotiation 102

Negotiation Sales Prioritization 102

Planview

JANUARY 23, 2024

With the AI tools for developers that are now entering the market, enterprises are starting to realize big dreams like efficient digital product delivery and fast time to market. Developer happiness and productivity are his passion. Who is Scott Densmore? Best clip How GitHub’s Copilot revolutionized programming.

Banking 64

Banking Onboarding Innovation Organization 64

Hubspot Sales

OCTOBER 9, 2023

In many cases, a salesperson in that position panics and starts spewing out product features that don’t match the need and are inappropriate in that conversation. That means not all customers need or want your products in the way you might want to sell them. Grow revenue from new products? Grow market share?

Shareholders 101

Shareholders Value Proposition Profitability Decision-making 101

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Introduction Call This call is all about introducing yourself and your company to a potential customer. You'll provide a brief overview of your product or service and try to gain their interest.

Negotiation 96

Negotiation Telecommunications Sales Software 96

Brooks Group

MARCH 7, 2024

Each type of buyer may have very different reasons for purchasing the same product or service. Instead of pushing a specific product, sales professionals use a consultative sales process, ask open-ended questions , and actively listen to uncover needs and pain points before recommending a solution.

Procurement 68

Procurement Management Decision-making Sales Training 68

Customer Think

FEBRUARY 22, 2023

All companies want to build products and deliver support that delights customers. Many businesses do just that, since about 85% of new products in the U.S. But there’s often a disconnect between what business leaders think customers want and what customers actually need. fail […]

Customer Experience 132

Customer Experience Innovation 132

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

CRM 71

CRM Software Software Communication 71

Nutshell

JANUARY 16, 2024

They’ve become a very popular form of media in the past decade or so, with people listening to podcasts about everything from true crime to Dungeons and Dragons. Of course, while you may listen to podcasts about things that interest you personally, have you considered listening to some podcasts related to the business side of your life?

Marketing 71

Marketing Media Digitalization B2B 71

Nutshell

JANUARY 16, 2024

They’ve become a very popular form of media in the past decade or so, with people listening to podcasts about everything from true crime to Dungeons and Dragons. Of course, while you may listen to podcasts about things that interest you personally, have you considered listening to some podcasts related to the business side of your life?

Marketing 71

Marketing Media Digitalization B2B 71