Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. Luckily, AI is paving the way to reduce or even eliminate the time you spend on routine sales tasks. How much time?

Artificial Intelligence 102

Artificial Intelligence CRM Sales Meetings 102

SalesPop

JANUARY 21, 2023

In my last article, I discussed the vital importance of understanding customer preferences in sales , and provided examples from my own company of how this is done. Note that I’m addressing larger companies, with established sales teams, that require care when implementing automation. Now, what about your preferences? Where’s the land?

CRM 98

CRM Software Software Decision-making 98

AchieveIt

MARCH 6, 2024

Often, these negative sales experiences are a result of a lack of enthusiasm and empathy on the salesperson’s behalf which leads to a lack of brand trust on the consumer side. In such a situation, one can only fake necessary passion and empathy for so long. You need to invest in meetings with different departments.

Negotiation 52

Negotiation Decision-making Meetings Sales 52

Hubspot Sales

OCTOBER 25, 2023

The piece got decent traction, was fun to write, and produced some interesting perspectives on both sides of the argument — so I figured it might be worth it to try the process again with another hot-button sales issue. Argue from the perspective of 'sales commissions are ineffective and should be done away with.'

Onboarding 88

Onboarding Banking Construction Meetings 88

Hubspot Sales

SEPTEMBER 6, 2023

For eons, salespeople have been told to make more calls, send more emails, and take more meetings. Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." Teamwork.com's Sales Story Who are you and what is Teamwork.com all about?

Sales 104

Sales Onboarding Prioritization Profitability 104

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

B2C 117

B2C Transportation Decision-making Logistics 117

Strategic Communications

NOVEMBER 3, 2022

Think about writing copy as making a sales pitch to a customer. In order to effectively persuade a consumer, you need to put yourself in their place and consider why what you have to offer meets their needs. Spend some time to really think about the appeals that you could make that would truly resonate with your target audience. #2:

Advertising 95

Advertising Decision-making Communication Digitalization 95

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%.

Sales Management 79

Sales Management Management Sales Meetings 79

Hubspot Sales

FEBRUARY 21, 2020

A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%. And because salespeople are so focused on meeting their number, it can be hard to spot burnout in your team before it’s too late. Sales Burnout. Call didn’t go well?

Meetings 132

Meetings Account Management Management Performance Review 132

Red Star Kim

SEPTEMBER 22, 2022

Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. All communications were disrupted during lockdown – the telephone once again became a valuable means of communications in the absence of face-to-face meetings.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Zendesk

SEPTEMBER 20, 2021

Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions. Prioritize process over speed.

Virtual Selling 96

Virtual Selling Sales Decision-making Meetings 96

Red Star Kim

AUGUST 1, 2023

It’s rare to have a sales team in professional services as they do in other sectors. Have empathy – Most fee-earners are really stretched to meet their targets, serve their clients and manage their teams. So here are ideas on how to engage fee-earners in the M&BD planning process. Ask questions. Highlight opportunities.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Let's dive in. Be thorough and thoughtful when hiring. Get to know your team.

Management 98

Management Construction Sales Sales Leadership 98

Hubspot Sales

FEBRUARY 3, 2021

Sometimes fitting in just means shifting circumstances — and that principle applies to different brands of sales. Sometimes sales professionals currently working outside sales aren't cut out for it. If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales.

Sales 123

Sales Digitalization Construction Marketing 123

Zendesk

JULY 26, 2022

Business development (BD) didn’t really become mainstream in the sales industry until the 2000s, and even now, unless you work in BD, most people don’t know what it is. BDRs can assist sales by finding and qualifying leads , but they can also improve inventory by sourcing new vendors. It’s no wonder.

Media 96

Media CRM Software Software 96

OnStrategyHQ

DECEMBER 20, 2023

To kick this process off, we recommend 1-2 weeks (1-hour meeting with the Owner/CEO, Strategy Director, and Facilitator (if necessary) to discuss the information collected and direction for continued planning.) A good strategic plan dictates “how” you travel the selected road. Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

DECEMBER 15, 2020

If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. In 2020, Crayon placed even greater emphasis on sales enablement to support their sales force.

Sales 124

Sales Leadership Sales Management Decision-making 124

Showpad

AUGUST 4, 2020

How do you scale sales enablement? But what does it really mean? . Scalability is the ability to expand sales enablement services to a broader audience without adding more resources to the enablement system. And what’s your role as an executive? Scalability is a term that has become almost a buzzword.

Sales 140

Sales Digital Transformation Onboarding Government 140

Hubspot Sales

AUGUST 3, 2023

Table of Contents The Challenges of Selling AI Products Today How to Sell AI Products in a Competitive Market Best Practices from Sales Experts The Challenges of Selling AI Products Today The ever-growing interest in AI would have anyone believe that selling an AI product would be straightforward.

Artificial Intelligence 85

Artificial Intelligence Sales CRM Meetings 85

Hubspot Sales

MAY 14, 2018

It would really help me out if you could reply by Wednesday.”. “If Giving your prospects a deadline to meet takes the guesswork out of your timeline. Instead, you’ve stated your expectations up front and given them a direct goal to meet. If your deadline’s flexible, you might add, “ Does this timeline meet your expectations?

Meetings 142

Meetings Decision-making Communication Sales 142

Hubspot Sales

DECEMBER 19, 2019

Do you think top sales leaders are just good sales reps who got promoted? While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. A lot has changed in the time I’ve been working with sales leaders.

Leadership 106

Leadership Sales Sales Leadership Decision-making 106

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times. It’s time to rewrite the sales leadership rulebook. Sales Leader Priorities for 2021.

Prioritization 102

Prioritization Leadership Sales Sales Leadership 102

SuperOffice

JANUARY 19, 2022

An MQL ( marketing qualified lead ) has become an SQL (sales qualified lead). 65% of sales specialists claim their close rate doesn’t exceed 21%. Types of customer meetings. Along with a sequence of emails, companies with long sales cycles arrange three meetings before the conversion happens: Discovery meeting.

Meetings 63

Meetings CRM Decision-making Sales 63

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. While every business is different, most follow a progression with comparable sales stages.

Sales 137

Sales Decision-making Software Software 137

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Causes of a Bad Sales Manager. To drive progress and growth in their team, sales managers must rock the boat. Solution: Build time into your schedule to have real, necessary confrontations about issues. Sales managers: I understand.

Sales Management 111

Sales Management Management Sales Meetings 111

Hubspot Sales

MARCH 24, 2020

Nearly every salesperson has been there at some point — feeling like life has to revolve around meeting quota. Now there’s no denying reaching your sales goals is important, it is your job after all. Before we dive into when and how to extend quota relief, let’s discuss some of the realities of taking time off for sales reps.

Prioritization 88

Prioritization Decision-making Meetings Management 88

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

PandaDoc

APRIL 20, 2022

Creating an effective outbound sales strategy for your team can be a tricky proposition. But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead. Here are four great methods to boost your ROI when using outbound sales techniques. Target your email list.

Sales 98

Sales Media CRM Decision-making 98

Apptivo

APRIL 27, 2023

A robust CRM system is like the foundation of the bridge, providing the necessary support and structure to keep the connection strong. They can avoid paying for things that aren’t necessary for their business needs by reviewing them beforehand.

CRM 52

CRM Software Software Decision-making 52

Zendesk

APRIL 23, 2021

On your journey to sales greatness, a little inspiration is necessary at times. 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. Supportive sales quotes for handling lost deals.

Sales 98

Sales Meetings Decision-making Construction 98

Showpad

JANUARY 12, 2023

Meet Ljiljana Budimir Vukicevic , Sales Enablement Digital Capability Lead at Schneider Electric. In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. .

Digital Transformation 59

Digital Transformation Management Digitalization Sales 59

Nutshell

DECEMBER 4, 2018

Most people find meetings to be a painful experience—and not without reason. Meetings often lack an agenda, purpose, or direction, and on top of that, they’re usually inconveniently scheduled and easily get off track. Make the Meeting Convenient. Instead, schedule your weekly meetings for Tuesday or Wednesday afternoons.

Meetings 97

Meetings Sales Decision-making Publishing 97

Customer Think

DECEMBER 4, 2022

They really need to be value centers. This then converts service users into advocates of the company, increasing its sales, and thereby profits. We had call center people meet VPs of a Godrej division. Sustainability: Many companies consider this a necessary evil. I recently wrote about Customer Relevance.

Suppliers 75

Suppliers Government Profitability Procurement 75

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? 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. At a high level, there are core skills that are a must for a career in sales.

Sales 142

Sales Negotiation Communication Leadership 142

ClearPoint Strategy

DECEMBER 2, 2021

If you’re not meeting a key performance indicator target, it’s a sign there’s either a strategic or operational problem that will prevent you from reaching your goal. If X Company doesn’t meet the KPI target, it is not attracting people to its site and will have difficulty achieving its goal. Some metrics are just that— metrics.

Cybersecurity 105

Cybersecurity Decision-making Meetings Software 105

Nutshell

FEBRUARY 22, 2023

Front-line service departments like sales and support thrive when they receive a substantial number of calls daily. But do sales representatives really know how to pitch their products and services to potential clients? Where is your team succeeding, and what do you need to adjust in the sales process?

Software 62

Software Software CRM Facilitation 62

Nutshell

MAY 6, 2020

As any social media guru knows, pageviews and Facebook likes don’t always equate to an increase in sales—but they will bring an increase in brand recognition , which is a great thing to focus on right now. Since most people are stuck at home, most industries have seen a huge spike in online sales in the last month. So what can be done?

Marketing 121

Marketing Advertising e-Learning Media 121