Strategic Account Management Association

OCTOBER 26, 2021

This name implies buy-in from the executive and the “be-in” mindset. If we are asking our SAMs to bring their customers the best of what our entire enterprise has to offer, then we need the entire company to understand and be aligned around the customer. By Dominique Côté, Founder and CEO, Cosawi Consulting.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

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. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 103

Marketing Sales Decision-making Prioritization 103

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. Sponsorship and support is critical.

Sales Management 130

Sales Management Management Sales Sales Training 130

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. You need to listen intently and have a pulse on what they see as optimal timing.

Sales 86

Sales Stakeholders B2B Software 86

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process. The sales professional and customer both have agendas.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Strategic Account Management Association

APRIL 5, 2021

In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. I’ d never get through it, despite my and your good intentions!”. What’s ironic (tragic?)

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Strategic Communications

SEPTEMBER 27, 2023

C ustomer or buyer intent refers to the motivations that drive consumer behaviors—not simply what they want, but why they want it. The ability to discern the whys behind the whats is obviously important to marketers. People are people, after all, and it’s people who make buying decisions in both the B2C and B2B markets.

Banking 52

Banking B2C Decision-making B2B 52

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Sales 92

Sales Marketing B2B Digitalization 92

Hubspot Sales

FEBRUARY 2, 2021

Instead, they follow you around through every aisle, rattling off information about every article of clothing you look at, and constantly ask, "Do you need help now?". And while their intentions are probably good, their behavior reads more as desperate and invasive than noble and constructive. The same principle applies to B2B sales.

Construction 134

Construction Sales Value Proposition B2B 134

Corporate Visions

AUGUST 13, 2020

Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions? Your buyers interact with your marketing in one moment, but they make the decision to buy in the future.

B2B 134

B2B Marketing Decision-making Digitalization 134

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

Hubspot Sales

DECEMBER 16, 2021

Inbound sales is a modern sales methodology based on the fact that customers are more in charge of their buyer's journey than ever before and have quick and easy access to the information they need to decide on making a sale before ever speaking to a sales rep. What is demand generation? What is lead generation?

Software 112

Software Software Media Meetings 112

Account Manager Tips

AUGUST 3, 2022

We follow up with clients for to close a sale, to ask a question, to get a decision, to share information or reminders. Build on the trust you've already established and serve your client by thinking: “What does my client need from me?” Think about: What questions and objections remain? And what will you say? Have a plan.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Insightly

MAY 12, 2021

Buyer intent data is the product of studying people’s behavior in relation to the product or service a business offers. What is buyer intent? Buyer intent looks at aggregated behavioral signals to identify potential prospects in the buying cycle. What specific articles or pages a user is reading.

Prioritization 64

Prioritization CRM B2B Marketing 64

Insightly

MAY 18, 2021

Sales qualification is the process that a company goes through to determine a prospect’s likelihood of becoming a paying customer. . While sales is still the driving force behind most qualification efforts, organizations today need to work closely with marketing in order to properly qualify leads. Sales qualification terminology.

Sales 93

Sales Advertising Decision-making CRM 93

Nutshell

JUNE 25, 2021

If your sales pipeline feels like you’re herding cats, it might just be that you’re focusing on the wrong animal. They obviously don’t need what you sell or they would make a point to talk with you. Sign #2 – They’re not ready to buy right now. Metaphorically speaking. One missed meeting isn’t a big deal.

Decision-making 112

Decision-making Meetings Negotiation Small Business 112

Hubspot Sales

MAY 19, 2018

Contrary to what most people believe, prospecting is not a numbers game. Whether you’re sending a sales pitch, a guest post, or asking for a quote -- these mistakes can kill your productivity and your chances. If you have no idea how to write a sales pitch, no problem. 10-50 employees: VPs generally have buying power here.

Sales 109

Sales Decision-making Media Sales Management 109

Zendesk

MAY 24, 2023

How AI can improve customer service The benefits of using AI for customer service Examples of AI in customer support What are the challenges of AI in customer service? AI can even analyze a customer interaction and understand the customer’s sentiment and intent. It was supposed to be delivered yesterday.”

Customer Experience 88

Customer Experience Decision-making Onboarding Software 88

SalesPop

MAY 12, 2021

What’s the core of sales automation? To automate, streamline and track daily routine sales activities. Yet, an excellent sales automation system is much more than just facilitating sales reps. Sales automation has grown to be an essential part of many organizations’ marketing mix. How does this help?

Sales 98

Sales Media Artificial Intelligence Digitalization 98

SuperOffice

APRIL 7, 2022

Finding the perfect fit for your brand helps you get better leads and make more sales. Because the right leads result in faster sales cycles, greater customer retention rates, and a higher number of loyal brand evangelists. Better yet, an ICP helps to inform the entire sales and marketing process from beginning to end.

B2B 93

B2B CRM Sales Decision-making 93

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. Review our article on the behavior styles for more on that topic.

Sales Training 72

Sales Training Decision-making Meetings Sales 72

QYMATIX

MARCH 7, 2023

Do you want to realize your potential in B2B sales and be more successful than the competition? Accurate AI-based sales forecasting is an insider’s tip – right? The quote does not mean to be an introduction to an anti-forecast article, but it reflects the reality in many companies. So, what is going wrong?

B2B 52

B2B Sales e-Learning Software 52

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. Table of Contents What does lead nurturing mean? The prospect may have shown interest, which means they’ve entered your sales funnel as a lead.

CRM 71

CRM Software Software Communication 71

Hubspot Sales

AUGUST 24, 2023

Imagine a sales representative who never sleeps, never gets tired, and possesses an uncanny ability to analyze vast amounts of data in seconds. This is the promise of AI sales reps, and their potential to revolutionize the sales industry is undeniable. The application of generative AI in sales is diverse.

Artificial Intelligence 81

Artificial Intelligence Emotional Intelligence Negotiation Sales 81

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

QYMATIX

JUNE 8, 2021

The basis for this is customer and sales data. They show how customers currently feel about the company and what future sales opportunities there might be. Hard selling and manipulation in sales have no place here. What does manipulation mean? Salespeople should therefore think and act in a demand-oriented way.

Insurance 40

Insurance Sales Artificial Intelligence Decision-making 40

Arpedio

DECEMBER 20, 2023

As a savvy sales professional, you’re constantly on the lookout for ways to optimize your pipeline and drive revenue growth. One highly effective tool for achieving this goal is SQL ( Sales Qualified Lead ), which allows you to focus your efforts on the leads that are most likely to convert into paying customers.

Sales 52

Sales Prioritization Decision-making Communication 52

Hubspot Sales

APRIL 8, 2020

Field sales has been dying for years. They're not excited about working inside, so they are happy to be distracted from telephone sales by customer service and administrative activities — meaning not a lot of selling actually gets done. Let this article be a stake in the ground! Why Inside Sales is Outpacing Field Sales.

Sales 116

Sales eCommerce Account Management Organization 116

Insightly

MAY 17, 2021

Sales qualification is the process that a company goes through to determine a prospect’s likelihood of becoming a paying customer. While sales is still the driving force behind most qualification efforts, organizations today need to work closely with marketing in order to properly qualify leads. Sales qualification terminology.

Sales 52

Sales Advertising Decision-making Marketing 52

Zendesk

MARCH 8, 2023

After all, most companies possess significant data about the people who buy their products and services. The ability to access, analyze, and surface data to the right people at the right time is at the heart of what consumers increasingly demand: personalized, immersive experiences in which they feel truly seen and heard.

eCommerce 98

eCommerce Meetings Stakeholders Profitability 98

SuperOffice

FEBRUARY 1, 2021

In turn, this will not only help you pitch your product in a way they’re more likely to buy, but also help you understand the motivations behind their enquiry. In this article, we’ll share: When to ask open-ended questions. 31 open-ended sales questions (and examples). What is an open-ended sales question?

Sales 62

Sales Decision-making Emotional Intelligence Stakeholders 62

Strategic Communications

MAY 16, 2023

As Payal Dhar explains in an article for The Freelance Creative , the AI engine GPT-3, which is used by both Jasper and Rytr , is built around 175 billion parameters. Content tools equip teams with rich options that expand their digital footprint, ultimately scaling their media and sales reach.” Is the hype too good to be true?

Co-Creation 52

Co-Creation e-Learning Publishing Media 52

Brooks Group

JUNE 16, 2022

In fact, in a recent McKinsey article , this time last year, 83% of global executives had a positive outlook on the economy. It’s going to be very intentional effort with a lot of focus on driving top line revenue. . There’s a lot of preparation and intentionality around what that meeting is all about.

Supply Chain 52

Supply Chain Sales Leadership Leadership Meetings 52

Hubspot Sales

MARCH 12, 2018

before reading the rest of this article. Where Sales Prospecting Went Bad. I'm not sure where sales prospecting went bad. I don't know what happened exactly. My theory is that someone applied some math to this whole prospecting sales funnel-y thing and realized that spam is actually a decent prospecting method.

Publishing 145

Publishing Sales Software Software 145

Hubspot Sales

MARCH 27, 2018

Strengths and Weaknesses of a Sales Executive. Non-Supportive Buy Cycle vs. Ability to Differentiate. A few year ago, I published an article about GPCTBA/C&I, the sales qualification framework we use at HubSpot. 9 Sales Weaknesses That Prevent Salespeople From Fully Qualifying. Money weakness.

Sales 106

Sales Decision-making Negotiation Publishing 106