Hubspot Sales

JANUARY 26, 2023

We'll cover everything you need to know about starting an online business and digital entrepreneurship examples to help you along your journey. If you’re still on the fence about whether to try your hand at starting a digital brand, keep these benefits in mind. What is digital entrepreneurship? That’s especially true in retail.

Digitalization 97

Digitalization eCommerce Finance Internet 97

Red Star Kim

SEPTEMBER 29, 2023

A key consideration is the value a brand delivers to its customers or clients. A key consideration is the value a brand delivers to its customers or clients. There were breakout sessions where assistants from different sectors and firms worked together to compare and share their thoughts. How do you measure up?

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level manager. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

DECEMBER 2, 2022

It was a full house at November’s PM Forum workshop for Proactive Marketing and Business Development Executives. Release time to become a more proactive Marketing and Business Development Executive. Release time to become a more proactive Marketing and Business Development Executive. What does proactive look and feel like?

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Why commerciality for M&BD?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

DECEMBER 5, 2023

In November it was a full house for the PM Forum’s Proactive marketing and business development executive online workshop. Proactive marketing and business development executives – CRM, internal engagement and career insights. It was on budget day so those from accountancy and tax practices had a lot going on.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

SEPTEMBER 26, 2022

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. A need to connect. Variety is the spice of life.

Digitalization 147

Digitalization Media Marketing Communication 147

Arpedio

MAY 10, 2023

ARPEDIO Recognized in 2023 Account-Based Selling Technologies Landscape Report by Forrester ← Back to blog Copenhagen, Denmark. ” The report provides sales and sales operations leaders with valuable insights into the diverse set of vendors in the rapidly evolving account-based selling technologies market. . May 15, 2023.

Account Planning 52

Account Planning Innovation Stakeholders Government 52

Brooks Group

MARCH 6, 2024

Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth. Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. AM should be treated as a key component of a company’s operating system. Up- and cross-selling practice and the associated tactics. Account Management: A necessity for all organisations.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. Some delegates were highly experienced in pitching (and their roles focused on pitching and tenders), whereas others were at the start of their journey and/or had only occasional exposure to pitches.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Red Star Kim

NOVEMBER 18, 2022

He advised delegates to focus on three key takeaways bearing in mind 4Rs: Recognition, Reputation, Relationships and Revenue. He advised delegates to focus on three key takeaways bearing in mind 4Rs: Recognition, Reputation, Relationships and Revenue. Her key messages were: Build a strong force for change.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Red Star Kim

FEBRUARY 9, 2023

Overcoming silos and internal communication for cross-selling A key barrier to cross-selling and internal referrals was that firms were structured into silos. This led to a lack of internal knowledge of what different departments do and little sharing and co-ordination of clients across teams.

Management 130

Management Emotional Intelligence Cybersecurity CRM 130

Arpedio

DECEMBER 19, 2023

Account-Based Selling Strategy: Key Takeaways Explore the ARPEDIO platform ← Back to blog What exactly is an Account-Based Selling Strategy? In this comprehensive guide, we delve into the nuts and bolts of Account-Based Selling, a strategy that has revolutionized the sales process for countless businesses.

Decision-making 52

Decision-making Account Planning CRM Marketing 52

Red Star Kim

APRIL 12, 2023

Just before Easter I spent a day facilitating the popular PM Forum training workshop “The Proactive M&BD Executive”. As an additional learning resource for delegates, I review the key themes of The Proactive M&BD Executive – Culture shock, marketing models, fee-earner engagement, qualifications and social media.

Media 130

Media Marketing B2C Stakeholders 130

Hubspot Sales

OCTOBER 26, 2022

Research, research, and research some more. It's a key component of any sale — one where salespeople identify, connect with, and ideally appeal to a potential buyer to set a deal in motion. It often involves extensive outreach, thorough research, plenty of rejection, and potential frustration and burnout.

B2B 91

B2B Decision-making CRM Communication 91

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. People should always come first, but for this post, from your company’s perspective, let’s start with the business stuff. This is a post I never wanted to write. Strategy First. You won’t hit a target you can’t see.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Red Star Kim

FEBRUARY 16, 2023

Occasionally, I summarise the key ideas – so here are some items that caught my eye recently – Strategy case studies and more matrices. They analysed responses and conducted external research including competitor analysis. I am constantly looking out for new material and best practice to incorporate into my strategy workshops.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

ProlifIQ

JUNE 21, 2023

In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester. A well-structured account plan encompasses several key components.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Red Star Kim

MARCH 6, 2023

At the start of March, there was an online PM Forum workshop on “Being more strategic ”. Delegates were from legal and accountancy firms with roles as varied as marketing, digital marketing, business development, PR and key accounts (executives, managers and a director). The starting point for strategy is analysis.

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Apptivo

FEBRUARY 7, 2023

The Key Stages of the Buyer’s Journey 3. As consumers discover more about your products or services, leads go down the funnel starting at the top. Fortunately, it’s really simple to comprehend and effective once you start using it. Introduction 2. What is marketing funnel 4. How to create a marketing funnel 5.

Marketing 81

Marketing Decision-making Advertising Prioritization 81

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference. Below, we’ve gathered our highlights and key takeaways from our time at #SAMAcon 2023.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Hubspot Sales

MARCH 22, 2021

And while you can't execute one without thinking on your feet, you can't just jump on a call blindly, banking on your improv skills and natural charm to get the job done. Though a well-executed cold call takes improvisation and quick thinking, it's never strictly off-the-cuff. Do your research. Check out the company's website.

Sales 103

Sales Banking Decision-making Media 103

Hubspot Sales

MAY 7, 2020

The key to warm calling is to be efficient, effective, and add value in the first 15 seconds. They've submitted a form or emailed you and said, "I've been doing some research, and I know your solution is right for me.". They’ll have similar pain, which means they’ll be easier to sell to and have higher retention rates.

Cybersecurity 127

Cybersecurity Value Proposition Decision-making Stakeholders 127

Arpedio

MAY 30, 2022

Key takeaways from SAMA’s Annual Conference. ? Back to blog. We have taken all the interesting insights from the conference and boiled them down to three key takeaways. With the rise of virtual selling comes the rise of omnichannel. For example, there’s a difference between a key account and a strategic account.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

SalesGlobe

MAY 4, 2022

My experience with interacting with c-suite level executives started when I joined the United States Navy at nineteen years old. As an Administrative Assistant, I learned that the person in charge of the company is known as the Chief Executive Officer (CEO). Over time, I found myself presenting analytics and ideas to executives.

Decision-making 52

Decision-making Meetings Innovation Media 52

Hubspot Sales

OCTOBER 9, 2019

Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. In this blog by Michael Pici, a vice president of business operations at HubSpot, he recommends roleplay exercises include: Dealing with extreme situations. Plus, it can increase your sales.

Sales Training 135

Sales Training Sales Decision-making Communication 135

PandaDoc

AUGUST 9, 2023

Key takeaways: Your LinkedIn profile can help you reach your desired audience and encourage them to reach out to you. It’s a space where freelancers, content creators, salespeople, marketers, managers, and executives can reach out to one another and network. It’s another channel to sell your message to prospects.

Value Proposition 83

Value Proposition e-Learning Government Digitalization 83

Excelerate

MAY 11, 2020

I believe combining design thinking principles with strong cross-functional collaboration is the key to launching a successful consumer-centric product. Budget-permitting, a great way to engage consumers early in the process is through qualitative research (such as focus groups and online communities), to test your first round of ideation.

Stakeholders 52

Stakeholders Innovation Decision-making Facilitation 52

Scovel

MAY 14, 2021

Having said that, we will, in this blog, see what is prospecting and why is it so important? Sales prospecting process: The sales prospect process starts with building the ideal customer profile and ends with building a relationship with the prospect. Sales Prospecting: Everything you need to know . Why is Sales Prospecting important?

Prioritization 96

Prioritization Sales Media 96

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? SPIN Selling 6. By adopting the right sales methodology, you can unlock your sales team’s full potential. Challenger Sale 5.

Sales 52

Sales Account Management e-Learning Decision-making 52

Brooks Group

NOVEMBER 10, 2023

According to the 2023 GTM Survey by Theory Ventures , the average start-up saw a 24% increase in the sales cycle from early 2022 to 2023, with an average 60-day sales cycle now taking 75 days. The longer it takes to close a deal, the more resources are invested, and the more opportunities for competitors to swoop in.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Showpad

DECEMBER 4, 2020

Research is yet another key facet of sales enablement. It’s important to note, of course, that you don’t start simply by accruing data — you’ll be much better off if you start out with a goal or idea that you aim to reinforce with the data. The root of data-driven sales enablement.

Logistics 64

Logistics Decision-making Marketing Communication 64

Arpedio

FEBRUARY 15, 2024

One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences. In this blog post, we delve into the dynamic realm of sales strategy by exploring the concept of Mobilizers and the renowned Challenger Sales methodology.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

PandaDoc

DECEMBER 22, 2017

Any successful and well-structured business proposal or business plan should include an executive summary. What is an executive summary? An executive summary is, by its very nature, a summarization of information. In an average proposal, the executive summary only offers short information in a rote manner.

Business Planning 72

Business Planning Investors Internet Small Business 72

Brooks Group

OCTOBER 18, 2023

Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78