Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customer Experience 96

Customer Experience Marketing Prioritization Sales 96

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Zendesk

OCTOBER 25, 2023

Prioritize go-to-market-fit From the beginning, Schuck and his team knew the importance of go-to-market-fit, a common thread among our founder guests. The company initially sold data to IT decision-makers in mid-market companies, focusing on a narrow target group. .” Since 2015, ZoomInfo has completed 12 M&A transactions.

Prioritization 52

Prioritization Marketing Account Management Innovation 52

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. You'll also see how they empower sales and marketing efforts in a "new," noisy, and fast-changing remote-first environment.

Prioritization 108

Prioritization Decision-making Digitalization Marketing 108

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? HubSpot recently surveyed over 500 sales leaders and found 40% of them have missed revenue targets this year — a significant trend that can’t continue if their businesses are going to survive. It’s time to rewrite the sales leadership rulebook.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

Arpedio

APRIL 15, 2024

In today’s rapidly evolving business landscape, artificial intelligence (AI) has emerged as a pivotal tool in revolutionizing the sales domain. Importance of AI in the Sales Domain The importance of AI in the sales domain cannot be overstated, particularly in today’s fast-paced and data-driven business landscape.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

CoSell

AUGUST 7, 2020

Looking for a killer sales territory plan? When it comes to Territory Planning, some sales managers roll their eyes and groan, “Not that again!” He loves seeing a fast path to help his sales reps save time, save effort, and prioritize Co-Selling Partners. His blueprint for success makes sense and is easy to follow.

Prioritization 52

Prioritization Decision-making Profitability Brainstorming 52

SBI Growth

NOVEMBER 30, 2022

Especially when making allocation decisions against your current market opportunities. A deep understanding of your customer's ability to spend and over what period is a quick growth lever to pull. But how do you identify which accounts will yield the best opportunities in the short term?

Prioritization 62

Prioritization Decision-making Marketing Sales 62

Nutshell

MARCH 28, 2024

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. What is a sales pipeline?

Management 71

Management Prioritization CRM Sales 71

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. The second component is Authority.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. 6 Sales Trends That Could Fizzle This Year 1. Prioritizing virtual selling. Why the change?

Virtual Selling 97

Virtual Selling Media Sales Decision-making 97

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. They rely much less on sales pros to gather information.

Decision-making 110

Decision-making Sales Prioritization 110

Arpedio

FEBRUARY 19, 2024

One such technology that has revolutionized sales practices is Artificial Intelligence (AI). AI in sales refers to the application of advanced algorithms and machine learning techniques to streamline sales processes, gain actionable insights, and deliver personalized experiences to customers and prospects.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 99

CRM Decision-making Sales B2C 99

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

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. The result?

Marketing 106

Marketing Sales Decision-making Prioritization 106

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context. Inbound Sales Methodology. Legacy Salespeople. Inbound Salespeople.

Value Proposition 118

Value Proposition Sales Decision-making Prioritization 118

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Arpedio

JANUARY 3, 2024

Understanding the difference between a sales pipeline and a sales funnel is crucial for effectively managing and optimizing your sales process. While both are essential components of a successful sales strategy, they serve distinct purposes and have significant differences in how they operate. What is a Sales Pipeline?

Acquisition 52

Acquisition Sales Prioritization Decision-making 52

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Sales Management 101

Sales Management Management Energy and Utilities Emotional Intelligence 101

Sales Gravy

MAY 3, 2023

Leading In A Changing Sales Landscape On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times.

Emotional Intelligence 88

Emotional Intelligence Artificial Intelligence Decision-making Sales 88

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Put a deadline on your offering so that they will make it a priority to close the deal with you on or before the said date. Want more content like this? Subscribe to our newsletter! You're welcome.

Decision-making 105

Decision-making Sales Finance Prioritization 105

Hubspot Sales

MAY 5, 2023

Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. This means retiring the old playbook and getting creative with your sales strategies. More than a third (35%) of US consumers are planning to make fewer purchases due to a possible recession.

Decision-making 107

Decision-making Sales Stakeholders Prioritization 107

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

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

Sales Outcomes

NOVEMBER 29, 2021

2022 Q1 SALES PLAN EXECUTION TIPS. Prioritize. Make Action Plans. Meaningful Q1 deal decisions and booking have likely been in the sales pipeline since Q3 or earlier, and your marketing initiatives have started even earlier. Prioritize. Make action plans. Weigh Yourself Often (Metaphor).

Sales 94

Sales Prioritization Decision-making Marketing 94

Arpedio

FEBRUARY 20, 2024

What is a Sales Pipeline? A sales pipeline is a visual representation or framework that outlines the stages a potential customer goes through during the sales process, from initial contact to closing the deal. They gather information to tailor their sales approach and develop targeted solutions.

Negotiation 40

Negotiation Sales Decision-making Prioritization 40

Arpedio

MARCH 13, 2024

In the ever-evolving landscape of sales and marketing, one term that has been gaining significant traction is “product-led sales.” ” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process.

Acquisition 52

Acquisition Prioritization Onboarding Sales 52

Hubspot Sales

MAY 23, 2023

Based on this stat alone, it's no surprise why so many sales teams are folding AI into their workflow — and saving time in the process. How Sales Professionals Are Using Artificial Intelligence 1. In fact, 31% of sales professionals already use AI for this purpose. Let's dive in. Writing prospecting messages.

Artificial Intelligence 111

Artificial Intelligence Sales CRM Decision-making 111

Brooks Group

APRIL 25, 2024

You’ve got to keep plugging when you work in sales. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Clarity Engagement Solutions

FEBRUARY 7, 2022

This solution will help optimise sales performance in your company and will aid you to mean more to your customers. Sales productivity tools have been around a long time. CX1™ HELPS YOU MANAGE: • Multiple types of stakeholders, decision-makers and influencers. Longer sales cycles. • Request a CX1™ Demo Here.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Hubspot Sales

MAY 7, 2024

That simple fact makes emotional resilience a cardinal competency to master as an entrepreneur. Your competency and competencies can also make or break broader organizational performance. Why do I bring this up in the context of entrepreneurship? Sometimes, life just happens. I tell you this from experience. The real kicker?

Interpersonal Skills 89

Interpersonal Skills Decision-making eCommerce Prioritization 89

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. To elucidate the intricacies of this process, we begin by defining the sales pipeline itself.

Management 52

Management Energy and Utilities Sales Prioritization 52

Arpedio

FEBRUARY 15, 2024

The session covers everything you need to know about empowering sales leaders, applying Account-Based Selling (ABS) technologies and AI in Salesforce ecosystems, and the crucial interplay between technology, trust, and the future of B2B interactions. AI enhances this understanding, enabling faster and more effective resource prioritization.

B2B 52

B2B Account Planning Facilitation Sales 52