Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. In this blog post we share 6 of the key differences between successful and underperforming teams. Sales Strategy 1: “If you have a sales process, you’ve gotta use it.”

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Upland

JUNE 14, 2023

While not impervious, focusing on relationships with customers is going to be a big trend for CROs moving forward into the next decade. Attracting and retaining talent in an ever evolving, new world Attracting talent has always been difficult, especially attracting the kind of top talent that organizations need to survive and thrive.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Upland

JUNE 7, 2023

It’s a systematic framework that outlines the steps, actions, and stages involved in converting leads into customers. A goal of reducing cycle time and increasing win rate. Many companies that use MEDDIC still have to incorporate it into their actual sales process for it to be successful. What is a sales process?

Sales 195

Sales Negotiation Decision-making CRM 195

Brooks Group

APRIL 9, 2024

But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Department heads: Leaders of specific departments or teams who are accountable for the success of the purchased solution in their areas. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Mike Kunkle

MARCH 31, 2023

Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. It should be aligned to the customer lifecycle and buying process, where possible. It’s been proven in multiple studies and is worth the effort.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. Ready to increase customer lifetime value? Try ARPEDIO's Account-Based Selling Platform!

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Table of Contents 1.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

FEBRUARY 23, 2024

Waste Time and Resources Qualifying prospects allows sales professionals to focus their time and energy on leads that have the highest likelihood of converting into customers. Lower Win Rates Qualified leads are more likely to have a genuine need for the product or service and the ability to make a purchase, resulting in higher win rates.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Arpedio

FEBRUARY 15, 2024

Highlights from the session Deep customer understanding is key Deep customer understanding is crucial for successful B2B sales and ABS strategies. Ground your ABS strategy in profound customer insights, including identities, preferences, priorities, and decision-making processes. Enhance forecast accuracy.

B2B 52

B2B Account Planning Facilitation Sales 52

Apptivo

MAY 3, 2021

Due to this, companies have dedicated departments that manage customer relationships using specialized CRM applications and are focused on improving customer satisfaction. So, this blog brings you the six best tactics to building great relationships and closing more deals. Adopting a win-win approach.

CRM 98

CRM Decision-making Software Software 98

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. Research shows that sticking with a sales process correlates with success. Research shows that sticking with a sales process correlates with success. It improves customer experience.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Hubspot Sales

MAY 11, 2023

In business, you may have thought that marketing is solely responsible for attracting customers. But what if we told you that sales can work together with your marketing team to boost your customer base? Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy.

Sales 101

Sales Media Marketing Customer Success 101

Nutshell

MARCH 31, 2023

There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. Best blogs for sales managers Sales blogs are an excellent way to learn new sales leadership skills, brush up on your sales knowledge, and get the latest news. Keep exploring our blog for our latest posts!

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Arpedio

DECEMBER 14, 2023

Maximize Your Team with Sales Enablement Tools Explore the ARPEDIO platform ← Back to blog Table of Contents In the ever-evolving world of sales, staying ahead of the curve is key to success. Customization: Platforms that allow customization align with your company’s goals and branding.

Sales 52

Sales Software Software Account Planning 52

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The COVID-19 crisis has challenged all areas of our lives; not only in business.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. Analyze your deal desk’s performance by using metrics such as response and resolution time, win rate, deal size, profit, and renewal time. What is the deal desk process? How to set up a deal desk 1.

Negotiation 52

Negotiation Stakeholders Profitability Government 52

SmartKarrot

FEBRUARY 9, 2022

At such times, CCO is the only leader who has to bear the brunt; after all, customer success is at an adolescence phase! Due to this very reason, it becomes extremely difficult for the CCOs to pitch budget ideas for customer success successfully. . The CCO’s guide to winning budget for customer success.

Customer Success 10

Customer Success Shareholders Profitability Finance 10

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. When selling to existing customers, 56 percent achieve win rates greater than 50 percent. It’s working together to achieve win-win outcomes. Plus, with account planning, 74 percent see increased win rates.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Flevy

OCTOBER 5, 2023

Growth Hacking is neither “scoring some quick wins to kick-start growth” nor “breaking into something one should not.” It was Andrew Chen who gave the term widespread exposure through his blog titled, “Growth Hacker is the new VP Marketing.” Customer acquisition demands driving select traffic to a business’ website.

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

Brooks Group

NOVEMBER 8, 2023

To do that, the company needs to win a set percent of deals in the sales pipeline. And to win those deals, you need to coordinate the best mix of inbound and outbound sales tactics. WATCH ON DEMAND: Building a Successful Sales Strategy for 2024 Here are four steps for building the right sales strategy.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Brooks Group

FEBRUARY 6, 2024

That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. It instills discipline, keeps sales professionals on track, and helps them follow the best route to winning business. Win rates go up and a higher percentage meet quota.

Sales Training 52

Sales Training CRM Sales Meetings 52

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans. What is an Account Plan?

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Brooks Group

APRIL 10, 2024

But it’s more important to show what you know about your industry, product, customers, and market. When you have established yourself as a credible expert, you become a resource and trusted advisor for potential customers who are curious to learn more. You’ve heard of “building your brand,” and this is part of the goal.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

JUNE 27, 2022

Whether you’re negotiating with a potential customer or working out the details of a contract, being able to negotiate effectively can make the difference between success and failure. Win More Business. Sales negotiation is a critical skill for any company or salesperson looking to win more business.

Negotiation 84

Negotiation Emotional Intelligence Sales Profitability 84

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who sell in a way that reflects their understanding of this concept will see more success and ultimately close more sales. The “go between” role can create a no-win situation.

Procurement 68

Procurement Management Decision-making Sales Training 68

Scovel

MAY 4, 2021

Do you want to increase your customer base, but wondering how to get started? Do you want to build out a method with which you will be able to determine the number or customers or the possible revenue that is sitting at multiple stages of your sales cycle. This blog is for you!! Do you want to reach out to the right people?

Negotiation 98

Negotiation Sales Decision-making Profitability 98

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Nutshell

MARCH 1, 2024

Competitor monitoring tools give you the power to track your competition’s wins and losses, giving you a competitive advantage within the market. This blog post will detail several principal aspects related to competitor tracking software, like what it can do and how it can benefit your business. What does CompetitorIQ include?

CRM 71

CRM Software Software Media 71

PandaDoc

APRIL 3, 2023

Therefore, capitalizing on each opportunity in the most effective way possible means directly increasing the success of your conversion rate. Why it matters: With this in mind, it will help you estimate the difficulty of getting new customers. This indicator will assist you in determining how quickly you make money.

Prioritization 98

Prioritization Sales Decision-making Government 98

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

SuperOffice

AUGUST 1, 2022

When you start building your first marketing strategy, all you think of is how to get new customers. You hardly think of how to attract bigger customers specifically. Time passes and you notice that it takes you a lot of effort to convert and serve new customers, yet your profits grow rather slowly. So, what are you doing wrong?

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Brooks Group

FEBRUARY 16, 2024

Successful sales professionals differentiate themselves three ways: They are highly emotionally intelligent. This blog post dives into how you can develop these three sales differentiation skills to set yourself apart. For example, does Nordstrom market to the Walmart customer, and vice versa? Sometimes that’s not the right fit.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

MDI Training

FEBRUARY 25, 2021

We’ll provide insight into easy-to-implement processes* that combine creative thinking with analytical accuracy, as well as identify new opportunities – and that are aligned with both the needs of your customers and your business or organization. “Capabilities” : what is needed to win? Anita Berger.

Innovation 98

Innovation Digital Transformation Leadership Digitalization 98

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Communication Management Artificial Intelligence 52

Arpedio

FEBRUARY 22, 2024

Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively. The key objectives of Spin Selling include: Understanding the customer’s current situation and context.

Software 52

Software Software Decision-making Performance Review 52