Brooks Group

FEBRUARY 23, 2024

And if you’re not qualifying the right people, the chances of you closing the deal shrink. This post dives into the importance of qualifying prospects and how to improve your team’s ability to identify the right buyers. That’s because filling your sales pipeline is a numbers game. Failure to qualify properly has a big downside.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Brooks Group

MAY 2, 2024

How sales professionals understand their emotions—and the emotions of others—can have a significant impact on sales performance. Learn what EQ is, why it matters, and how to tell if a new hire has it. To understand why that is, let’s take a look at how the five types of emotional intelligence affect sales performance.

Emotional Intelligence 52

Emotional Intelligence Sales Decision-making Sales Training 52

PandaDoc

AUGUST 18, 2022

Learn what they are, and how to use and create them. We’ll walk you through what sales battle cards are and how you can start using them immediately as an effective tool in your sales arsenal. Top sales leaders use sales battle cards to build their businesses. What are sales battle cards? Why should sales teams use battle cards?

Value Proposition 96

Value Proposition Sales Stakeholders Marketing 96

OnStrategyHQ

DECEMBER 2, 2022

In this article, we’ll dig into what is a PESTLE analysis, what each factor covers, and how to use it in tandem with your SWOT. Organizations have faced a great deal related to external market factors directly impacting their organizations. What is a PESTLE Analysis. Watch the video. So why do I need to conduct a PESTLE Analysis?

Supply Chain 98

Supply Chain Government Facilitation Organization 98

Hubspot Sales

MAY 5, 2020

Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. As a sales leader, you need to know exactly which deals are sure things, which might push, which you could lose altogether, and how much of an impact each deal has on your bottom line.

Sales 117

Sales Publishing Marketing Management 117

Hubspot Sales

MAY 31, 2020

Without tracking their sales and pipeline activity, in addition to results at both an individual and company-wide level, it’s impossible for sales leaders to pinpoint weak areas. Opportunity to Deal Ratio. Call to Deal Ratio. Sales Activity Metrics. Call to Connect Ratio. Connect to Opportunity Ratio.

Sales 93

Sales Advertising Prioritization Meetings 93

Arpedio

APRIL 29, 2024

Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals. What is the BANT Methodology? The first component of the BANT methodology is Budget. The second component is Authority. The fourth component is Timeline.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Flevy

NOVEMBER 12, 2023

On the contrary, organizations with a weak or toxic organizational culture tend to have unproductive, disengaged, and disgruntled employees. The model helps individuals and organizations identify the underlying beliefs, values, and assumptions that shape how people behave and interact within a company.

Digital Transformation 104

Digital Transformation Leadership Construction Organization 104

Account Manager Tips

MAY 29, 2021

How to create a capture plan Capture planning is an essential strategy to retain your clients. So how do you avoid this situation? Follow this 12-step capture plan process to fight churn and avoid competitive bids. If that doesn't convince you, a Rain Group survey found an average of 28% of sales bids were lost to competitors.

Negotiation 130

Negotiation Decision-making Suppliers CRM 130

Hubspot Sales

DECEMBER 31, 2020

In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. Great sales teams are always striving to grow.

Decision-making 130

Decision-making Remote Working Profitability Sales 130

Hubspot Sales

DECEMBER 28, 2020

Prevents deals from falling through the cracks by creating ownership across the team. When you start to think about how to create a sales territory map, there are a few different things that are important to conceptualize first: Think about your team and your company's long-term goals. How to Create a Sales Territory Map.

Sales 135

Sales Software Software Remote Working 135

Strategic Communications

DECEMBER 20, 2022

A SWOT can help you gain clarity around the strengths and opportunities you can leverage and the weaknesses and threats you need to overcome. Let’s take a look at how this might work. Weaknesses: 1. There’s a great deal on rooms at a wonderful hotel in your destination city. Opportunities: 1. Threats: 1.

Brainstorming 52

Brainstorming Communication Decision-making Small Business 52

Hubspot Sales

MAY 17, 2023

The questions let teams understand how executives think, where they take action, and what they see as their role within the company. What are your strengths and weaknesses? What a good answer looks like: A good answer includes specific strengths and specific weaknesses. How would you describe your communication style?

Decision-making 86

Decision-making Finance Leadership Profitability 86

Brooks Group

JANUARY 8, 2024

Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. But how can you tell it’s time to scale back on your metrics? But how can you tell it’s time to scale back on your metrics? This is great, right?

Sales 97

Sales Sales Training B2B Organization 97

PandaDoc

SEPTEMBER 28, 2022

Expect to be much more efficient at the following: How do I negotiate the price politely? How do I deal with difficult customers? How do I overcome any attempts to lower prices? How do I respectfully encourage my customers to pay even more? How do I respectfully encourage my customers to pay even more?

Negotiation 98

Negotiation Profitability Decision-making e-Learning 98

KAM With Passion

MARCH 17, 2022

This post is the first one of a series aimed at exploring how best-in-class organisations structure their approach to acquire, retain and grow customers. Key customers were quite disappointed by serious weaknesses in the quality of the technical support and the solidity of the technical roadmap.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Hubspot Sales

JUNE 7, 2023

Winding up on the wrong side of a slanted deal or losing out on a potential agreement entirely are possibilities in every negotiation — and you need to know how to steer clear of those outcomes. Landing on agreeable terms that sufficiently suit your interests is a finicky, often frustrating process that can go south on a dime.

Negotiation 110

Negotiation Sales 110

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Develop the right relationships with the right people. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

FEBRUARY 1, 2018

In addition, this isn’t an optimal time to try a new technique -- if it doesn’t work and things go south, you could lose the deal. In addition, this isn’t an optimal time to try a new technique -- if it doesn’t work and things go south, you could lose the deal. Practice Dealing with Extreme Situations. Sales Role Plays.

Negotiation 134

Negotiation Sales Sales Training Sales Management 134

Nutshell

MAY 1, 2023

It doesn’t matter how good a salesperson you are, you can’t convert every single lead that comes your way—mostly because a handful of your leads won’t be a good fit for the products or services you sell. The question is, how do you qualify leads? How did you hear about us? Did your lead click on a Facebook ad?

Decision-making 115

Decision-making Sales Negotiation Prioritization 115

Hubspot Sales

MARCH 27, 2018

Strengths and Weaknesses of a Sales Executive. Money Weakness vs. Budget Directness. Just this past month, we released a full, free sales training course that features the framework prominently, as well as how to identify, connect, and advise contacts into customers. Money weakness. Self-Limiting Beliefs vs. Confidence.

Sales 106

Sales Decision-making Negotiation Publishing 106

Arpedio

DECEMBER 20, 2023

By examining the reasons behind won and lost deals, sales teams can derive valuable insights into their performance and areas for improvement. Through Win-Loss Analysis , sales teams can refine their tactics and benefit from the insights gained from both won and lost deals. Look for consistent feedback across multiple deals.

Decision-making 52

Decision-making Sales Value Proposition Stakeholders 52

Brooks Group

SEPTEMBER 14, 2023

Personalized Sales Coaching Each individual has specific strengths and weaknesses that may help or hinder their success. Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. Tactical Sales Coaching This is data-backed coaching that focuses on sales tactics.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Brooks Group

NOVEMBER 10, 2023

The longer it takes to close a deal, the more resources are invested, and the more opportunities for competitors to swoop in. At the same time, deals take longer to make their way through the sales process than they used to. For cash-starved companies in an uncertain economy, new deals can’t be closed fast enough.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Revenue Storm

JULY 27, 2021

A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say to me their formal qualification process is one of their major weaknesses? This means deals can be stalled for many quarters, or even years.

Account Management 78

Account Management Organization Sales Management 78

Arpedio

DECEMBER 14, 2023

That’s where sales enablement comes in – a strategic approach that equips your sales team with the right resources, tools, and skills to boost their productivity, close deals faster, and drive revenue growth.

Sales 52

Sales Software Software Account Planning 52

Brooks Group

JUNE 26, 2023

Deals are more complicated and often take longer to close. But how can you deliver sales training at scale that leverages the strengths and addresses the skill gaps of each sales professional on your team? Today’s competitive threats are evolving. Sales training pays off in many ways. return, generating an ROI of 353%.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Red Star Kim

MARCH 10, 2023

He also eloquently and bravely describes how he experienced clinical depression. Back in 2019 I reviewed a book about depression (see Lost connections – Why you’re depressed by Johann Hari (kimtasso.com) ) which was dismissive of medication for depression. Your empathy with those suffering from the condition will be significantly enhanced.

Decision-making 130

Decision-making Organization Management Meetings 130

Account Manager Tips

OCTOBER 11, 2021

Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. They have no strategic vision that defines what, why or even how they're doing it. How do we make changes?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

MARCH 16, 2023

How did you find out about this company? How would your previous supervisor describe your work ethic? As an account executive, what are your greatest weaknesses? How has your educational background prepared you for this position? How is your success measured in your current position? Why do you want this role?

Negotiation 96

Negotiation Prioritization Media CRM 96

Showpad

NOVEMBER 7, 2023

Reps should be confident, adept at recognizing a buyer’s challenges, and quick on their feet—along with a long checklist of other sales skills that help them build relationships and close deals. Yet, all too often the urgency of the present—including deal pursuits, forecasting, and quarterly goals—gets in the way.

Negotiation 52

Negotiation Organization Prioritization Sales Training 52

Account Manager Tips

AUGUST 14, 2022

Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? But don't ignore your weaknesses. 21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Table Of Contents. Creativity 2. Persuasion 3.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Brooks Group

FEBRUARY 16, 2024

This blog post dives into how you can develop these three sales differentiation skills to set yourself apart. It’s not your IQ, but rather it’s how you manage yourself and your relationships with others.” — Daniel Goleman , psychologist and author of Emotional Intelligence. We arranged to meet at the store. EI is a perishable skill.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

MARCH 7, 2023

Of course, you’ll want to prepare for standard interview questions, such as “What is your greatest weakness?” (Be Be sure to spin your weakness into a positive!) Account managers are the liaison between a company and its clients. Finding the right person to fill this role is essential. Let’s get started!

Account Management 83

Account Management Management Onboarding Prioritization 83

Nutshell

APRIL 18, 2023

To create an effective sales strategy, you need to know who your competitors are and how you stand out from them. In this post, we’ll discuss competitive and marketing analyses and how to conduct them to help with creating your sales strategy. Table of Contents What is a competitive market analysis?

Marketing 48

Marketing Supply Chain Sales Value Proposition 48

Brooks Group

SEPTEMBER 22, 2023

How to Handle the Most Common Types of Objections in Sales Objection Type #1: Price Price objections are probably one of the most common types of objections your sales reps will encounter in a sales conversation. It’s not about tricking a buyer or persuading them to purchase something they don’t need.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. Only 41% of underperforming teams are effective at sales discovery and questioning.

Sales 90

Sales Sales Training Decision-making Value Proposition 90