Jermaine Edwards

DECEMBER 6, 2023

Its most evident in those moments where we might be overlooked for an opportunity by someone close friend even if we know we could do a better job. After reading close to 50 different books and research papers on social psychology, ethics of trust, cultural trust, cultural behaviour and just plain old observation in business.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Red Star Kim

SEPTEMBER 12, 2022

My personal values have always been: intelligence, integrity and independence. I’ve always been blessed with good health. I have discovered that mind over matter doesn’t always work. My mobile phone is now always within reach when I’m in the bath. Gadgets to assist with opening jars didn’t help. I was super-fit.

Transportation 264

Transportation Management Government Meetings 264

Mike Kunkle

MARCH 31, 2023

click the image to view a larger version] Every process stage has a name, objectives, tasks that must be performed, and exit criteria – which are the things that absolutely must be done in a stage to close it, before moving to the next. It’s been proven in multiple studies and is worth the effort.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. But negotiations don't always go smoothly, so if you want to maintain the high ground while still arriving at a mutually beneficial outcome, you need to avoid the following problematic phrases.

Negotiation 116

Negotiation Decision-making Stakeholders Meetings 116

MDI Training

MARCH 14, 2024

Emotional Closeness It’s not about physical proximity – your employees need to feel that you are there for them and available if they have problems. Make sure you always know what’s going on with your employees. Be close to your people and be there for them. On the one hand, clear vision and orientation are important.

Digital Transformation 97

Digital Transformation Leadership Digitalization Artificial Intelligence 97

Hubspot Sales

MARCH 27, 2023

You could go so far as to say we're in the age of the "Always Be Helping" salesperson. That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from.

Decision-making 101

Decision-making Sales Stakeholders Leadership 101

Planview

JANUARY 2, 2024

This dedicated team of consultants leverages their extensive experience to thoroughly understand organizational needs and apply industry best practices to help attain strategic business objectives. I also work internally to help drive organizational change management at the enterprise level within Planview.

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Hubspot Sales

JANUARY 15, 2024

I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. A deal we thought we had in the bag all of a sudden hit the skids. 4 Reasons Your Prospects Ghost You 1. The timing isn’t right. You made a mistake.

Stakeholders 113

Stakeholders Sales Communication Meetings 113

Hubspot Sales

OCTOBER 23, 2023

They probe for pain, help their prospects, and run effective sales calls. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. 6 Phrases That Undermine Credibility and Your Ability to Close 1. Top reps are articulate, assertive, and direct.

Sales 106

Sales Value Proposition Decision-making Communication 106

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. The closing call is all about controlling the controllable. In this article: What is a closing call? Why is the closing call so important?

Decision-making 102

Decision-making Meetings Negotiation B2C 102

Hubspot Sales

AUGUST 25, 2022

To help you power through this dreaded period, here are 15 tried and true ways to overcome a sales slump. Put down your phone, close your laptop, and take a long, deep breath. You may find that the major deal you were about to close distracted you from prospecting and you made fewer calls this month. Shift your focus.

Sales 110

Sales Meetings CRM Publishing 110

Nutshell

APRIL 3, 2024

However, CRM is a helpful tool for businesses of all sizes. If you make sales, whether you sell products or services, an efficient sales pipeline will help you stay on track and manage your time and resources effectively. With those benefits in mind, it’s easy to see why a CRM can help you sustainably scale your consulting business.

CRM 71

CRM Software Software Acquisition 71

Hubspot Sales

SEPTEMBER 11, 2023

When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Introduce your closing strategy in the first sales meeting. What’s a tried-and-true way to get there? Fear of Rejection.

Meetings 103

Meetings Decision-making Software Software 103

Showpad

FEBRUARY 16, 2024

The challenge becomes clear: your sales team is not bought in on your messaging and doesn’t believe it will help them succeed. Iterate, iterate, iterate: Nothing is set in stone — messaging must always be tweaked and adjusted. The market, customer needs, and competitive landscape are always evolving.

Marketing 52

Marketing Sales Leadership Leadership Sales 52

Sales Gravy

SEPTEMBER 1, 2023

One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers. It's important to always have a plan B in place and be ready to shift gears and change direction when necessary.

Publishing 85

Publishing Marketing Sales Management 85

Hubspot Sales

JANUARY 22, 2024

But getting there isn't always straightforward — being able to routinely leave well-constructed, effective sales voicemails can elude even the sharpest reps. 8 Voicemail Techniques That Lead to Closed Deals 1. 8 Voicemail Techniques That Lead to Closed Deals 1. Always send your prospect an email after you’ve left a voicemail.

Construction 112

Construction Decision-making B2B Meetings 112

AchieveIt

MARCH 6, 2024

He also explores how third parties can provide valuable perspectives to help a team arrive at a workable and timely solution, rather than making decisions for them as a subject matter expert. Negotiations don’t always have to be that way — and they shouldn’t be.

Negotiation 52

Negotiation Decision-making Meetings Sales 52

Hubspot Sales

SEPTEMBER 20, 2023

The right words don’t always come easy. You can ask conversational AI bots to help you complete tasks. Sales can address frequently asked questions during the sales process to help manage expectations and reduce confusion or complaints that occur post-sale. It can even take hours to put an email together. to summarize her calls.

Artificial Intelligence 105

Artificial Intelligence Sales Prioritization Meetings 105

Envisio

APRIL 5, 2024

It has always been a space for a lively exchange of ideas shaping the future of our communities, and this year will be no different! They’ll be there to chat about how Envisio can help you get your plans off the ground and into action. TLG 2024 is just around the corner, and rumor has it… Envisio is going to be there!

Government 96

Government Innovation e-Learning Brainstorming 96

Revenue Storm

MARCH 14, 2023

My deal is definitely going to close this quarter! Your strategy should always consider the fact that decisions will be made by a blend of many agendas, priorities, and relationships. For most of us, bad news is always easier to share later. Plus, they can always ghost you with, “I am busy.” We are positive people.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

The Center for Sales Strategy

OCTOBER 5, 2021

It always helps to be one step ahead and earn the reputation of the leader. In this article, we'll take a close look at 5 new and already popular eye-catching trends in sales. In this case, there's a need to search for something new and reliable, something that will rescue the situation.

Sales 108

Sales 108

Sales Gravy

MARCH 9, 2024

You'll learn the significance of how understanding personality styles will elevate your sales skills, help you build deeper relationships, and improve your closing ratio. It's not always about the product or the pitch. It's not always about the product or the pitch. Think about your last sales call. Ever wonder why?

Decision-making 95

Decision-making Communication Sales 95

Brooks Group

JANUARY 10, 2023

Your Team Doesn’t Have a Closing Problem . One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. View this week's video.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Sales Gravy

MAY 3, 2023

Economic swings are cyclical and always will be, but especially in the last twenty four months, sales organizations are moving to a more traditional kind of selling. Conducting deep discovery is the key to helping your customers close the gaps and see positive change from your solutions.

Emotional Intelligence 88

Emotional Intelligence Artificial Intelligence Decision-making Sales 88

Hubspot Sales

AUGUST 8, 2023

Well, I‘ve put together this handy guide to help answer both of those questions. Always ask your prospect to review your agenda and confirm it makes sense. They probably don't close a lot of deals. But what exactly does authority mean in this context? And how, exactly, do you build it with your prospects? Let’s dive in.

Sales 87

Sales Decision-making Stakeholders Organization 87

Zendesk

APRIL 23, 2021

Whether you’re struggling to meet your targets, feeling bummed after a harsh rejection, or finding it difficult to focus, a few encouraging quotes can help you power through those challenging days. Here are some quotes on sales productivity that’ll help you reevaluate how you’re spending your time and directing your focus.

Sales 98

Sales Meetings Decision-making Construction 98

PandaDoc

DECEMBER 19, 2022

Prospecting isn’t the same as lead generation, though it is quite close. Doing pitches, handling objections, and going through alignments with decision-makers will result in some deals being closed successfully , while other occasions see potential customers fall through the cracks. B2B sales prospecting in a nutshell.

B2B 98

B2B Sales Decision-making Publishing 98

Peter Simoons

DECEMBER 5, 2021

We build trust in many ways, for instance, we observe people’s behaviour and unconsciously it helps us to answer the question “Can I trust this person?” Of course, email correspondence and phone or video calls help too, but meeting a person in real life always adds another dimension and accelerates trust-building.

Communication 98

Communication Leadership Meetings Management 98

Hubspot Sales

AUGUST 21, 2023

In many cases, prospects need to be compelled to act, and digital channels may not be enough to close the sale. A modern enterprise communication solution can help simplify your outbound communications by connecting your telephone sales with your other digital channels. Plus, you may not always have an abundance of inbound leads.

Value Proposition 98

Value Proposition Decision-making Software Software 98

Brooks Group

AUGUST 4, 2022

But it definitely helps if you have some charisma! They are always looking for ways to improve their skills and close more deals. They believe in their product or service and are always looking for ways to improve it. Only then can they offer a solution that will truly help them. Persistence. Good Listening Skills.

Sales Training 52

Sales Training Meetings Small Business Software 52

Hubspot Sales

JANUARY 9, 2024

The skills you learn on the job may also help you climb the sales career ladder. Norton, who helped AOL drive 30% YoY growth, got their start in sales selling office equipment for Pitney Bowes. Keep that focus on service — making it easy and enjoyable wins you business and always will — no matter what industry you’re in.”

Sales 98

Sales Decision-making Meetings Insurance 98

Revenue Storm

JUNE 21, 2022

Yet, I continue to see Leaders do what they have always done, only faster now. They recognize that their job has changed, and they need your leadership and support to help change with it. Many companies have failed to fully examine their key processes and practices and continue to do things the way they always have.

Supply Chain 88

Supply Chain Negotiation Leadership Prioritization 88

Planview

OCTOBER 26, 2022

As a Demand Generation Specialist, I run programs in the market to help create brand awareness for my solution and drive qualified leads for our sales team. If our doors are closed, we’re busy or otherwise shouldn’t be disturbed. I realized working those hours wasn’t for me, and hobbies don’t always make great careers.

Leadership 98

Leadership Healthcare Meetings Software 98

Hubspot Sales

DECEMBER 7, 2023

Now you know there’s some data and reasoning behind increased Q4 sales, here are top tips to help you score more deals. They’ll be impressed by your initiative, and more importantly, they’ll be able to help you identify and correct performance issues. If you feel there‘s room for improvement, I’d love to hear how I can help.

B2C 117

B2C Transportation Decision-making Logistics 117

Hubspot Sales

OCTOBER 31, 2022

Whether you’re a pro or just getting started, there are always ways to refine your networking skills. You’ll also find a few real-life examples that will help you get sales networking right. Pro tip: Always put your best foot forward and show your authentic self to others. What is sales networking? Ask for introductions.

Media 91

Media Sales Meetings Onboarding 91

Hubspot Sales

OCTOBER 18, 2023

During his tenure at Businessland, Dan advanced into sales management, covered various territories, got his first experience with sales training, and ultimately helped grow the company from $2 million in sales to $1.4 His tenure there taught him two main lessons: Always be aligned with your manager. If you need help, ask.

Prioritization 92

Prioritization Sales Management Management Marketing 92

Revenue Storm

DECEMBER 8, 2020

Close what you can and dust your hands off. This should help create a sense of optimism and resolute commitment to making 2021 a breakout year. It is critical you find out and then brainstorm ways you can help accelerate their achievement. Intelligent activity always yields results. 2020 has been an interesting year.

Brainstorming 148

Brainstorming Decision-making Sales Marketing 148