Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

AUGUST 30, 2023

At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision. The marketing funnel is also known as the sales funnel. Understanding these levels and their significance is crucial for crafting effective marketing strategies.

Decision-making 195

Decision-making Software Software Retail 195

Insightly

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. In this blog post, we’ll delve into the fundamentals of CRM and lead management, explore their importance, and provide actionable tips for effective CRM lead management. What is a CRM?

CRM 52

CRM Management Prioritization Communication 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

SBI Growth

AUGUST 26, 2012

I hear from sales and marketing leaders on a regular basis that they need more leads. When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. Let’s take a closer look at blogs and why they are so effective in producing leads.

Advertising 122

Advertising Media B2B Decision-making 122

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. A strategy that has gained significant traction in recent years is Account-Based Selling (ABS).

Advertising 52

Advertising Sales CRM Media 52

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Call scripts ensure you and your fellow sales reps cover the key points.

Emotional Intelligence 95

Emotional Intelligence Software Software Communication 95

Arpedio

JANUARY 3, 2024

One of the biggest challenges businesses face today is understanding and optimizing the sales funnel process, which converts potential leads into paying customers. Two crucial components of the sales funnel are lead generation and lead nurturing , which work together to create an efficient and effective process for converting leads to sales.

Advertising 52

Advertising Media Prioritization Communication 52

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Hubspot Sales

NOVEMBER 22, 2023

When you go up to the counter, a barista greets you and asks if you want your usual order. In this blog post, we'll highlight CRM tips to help you elevate your customer relationships and drive business success, including advice from HubSpot experts who've used their CRM to help business thrive.

CRM 82

CRM Artificial Intelligence Customer Success Decision-making 82

Arpedio

APRIL 11, 2024

Introduction to AI in Sales In the dynamic landscape of modern sales, Artificial Intelligence (AI) is revolutionizing traditional approaches and unlocking unprecedented opportunities for growth and efficiency. Let’s delve into the world of AI and discover how it’s reshaping the sales landscape. What is AI for Sales?

Artificial Intelligence 52

Artificial Intelligence Prioritization Sales Innovation 52

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Only 23% of successful teams (vs.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

PandaDoc

NOVEMBER 2, 2022

Cold emailing is a difficult marketing strategy for two main reasons. Cold emails are emails sent without prior contact with the recipient, with the purpose of establishing a relationship and eventually making a sale. At PandaDoc , we’re all about helping you level up your communications game. Are cold emails still effective?

Computers and Electronics 97

Computers and Electronics Negotiation CRM Software 97

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Arpedio

MARCH 13, 2024

In today’s competitive business landscape, having a well-defined and meticulously executed Go-to-Market (GTM) strategy is essential for success. But what exactly is a Go-to-Market strategy, and why is it so crucial? Importance of a Well-Crafted GTM Strategy The importance of a well-crafted GTM strategy cannot be overstated.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 93

Sales Management Management Energy and Utilities Emotional Intelligence 93

Arpedio

NOVEMBER 6, 2023

Future trends in account-based selling Explore the ARPEDIO platform ← Back to blog Staying ahead of the curve is crucial for success in the world of sales and marketing. Account-Based Selling (ABS) has emerged as a powerful strategy for B2B organizations to target high-value accounts strategically.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Hubspot Sales

MARCH 27, 2023

In this post, we'll cover the following: Selling services online How to sell services online There are quite a number of steps involved in selling services online. There are different types of target audiences that can be categorized into the following groups: purchase intention, interests, and lifestyle. Perfect your landing page.

Media 117

Media e-Learning Onboarding Marketing 117

Planview

AUGUST 29, 2023

Organizations require an effective capacity planning strategy. In this blog, we highlight some best practices from our recent webinar, Getting Capacity Planning Right , with Planview’s David Blumhorst and AJ Shavell, as they demonstrate real-world examples from working with customers who are getting capacity planning right.

Meetings 52

Meetings Prioritization Facilitation Decision-making 52

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 93

Sales Sales Training Communication Meetings 93

Arpedio

NOVEMBER 6, 2023

Sales automation software: The ultimate guide Explore the ARPEDIO platform ← Back to blog In today’s fast-paced business landscape, sales teams face numerous challenges in managing accounts, seizing opportunities, and nurturing relationships with stakeholders. What is sales automation software?

Software 52

Software Software Sales Artificial Intelligence 52

Apptivo

FEBRUARY 14, 2024

“Unlock sales Insights: Track Historical Weekly Opportunities with Apptivo’s Snapshot feature” Introducing the Snapshot feature by Apptivo, a powerful tool designed to revolutionize how businesses capture and analyze their sales cycle. Thank you for your continued support in our journey to deliver exceptional service.

Decision-making 52

Decision-making Sales 52

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Apptivo

FEBRUARY 16, 2023

Summing it Up Go Automatic! When it comes to businesses, much of the progress in automation is happening in marketing – directed at raising brand awareness and converting leads into sales. Newsletters and blog updates are yet another way to keep the audience engaged and increase blog views. Go Automatic!

Marketing 94

Marketing Artificial Intelligence Manufacturing Digitalization 94

Red Star Kim

FEBRUARY 28, 2023

Both to maintain service levels and underpin growth strategies. Having confident leadership with a strong vision, backed up with a robust business plan and strategy and evidence of progress was attractive to potential recruits. People want to join a winning team and to visualise their progression.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Apptivo

FEBRUARY 14, 2024

“Unlock sales Insights: Track Historical Weekly Opportunities with Apptivo’s Snapshot feature” Introducing the Snapshot feature by Apptivo, a powerful tool designed to revolutionize how businesses capture and analyze their sales cycle. Thank you for your continued support in our journey to deliver exceptional service.

Decision-making 52

Decision-making Sales 52

Hubspot Sales

APRIL 6, 2023

B2B ecommerce strategies also differ greatly from B2C (business-to-consumer) ecommerce. Pro tip: Read more about social commerce in this blog post. A Moengage survey backed up that research — 27 percent of respondents said they were “most frustrated by receiving irrelevant content or product messages.”

eCommerce 99

eCommerce B2B B2C Retail 99

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence. The 18 Best Places to Research Buyers Before Sales Conversations. Various Blogs.

Sales 127

Sales Publishing Decision-making Media 127

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.

Sales 126

Sales Decision-making B2B Marketing 126

Apptivo

AUGUST 8, 2023

Step 1: Define Your Sales Process Step 2: Choose or Develop Custom Sales Automation Tool Step 3: Set Up and Customize Your Sales Automation Tool Step 4: Train Your Team Step 5: Monitor, Measure, and Adjust As an entrepreneur, you’ve probably heard the phrase ‘work smarter, not harder.’

Sales 52

Sales Artificial Intelligence Software Software 52

Apptivo

APRIL 8, 2022

Lead generation is important for businesses today, as it can result in sales and increase the revenue of your business. What is to be understood is if your prospects are not willing to buy what you sell, then eventually there will be a drop in sales. In turn the sales people will start cold calling these people.

Advertising 98

Advertising Media Marketing CRM 98

Brooks Group

MARCH 28, 2024

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. Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. Offer a consultative sales approach.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70