Zendesk

OCTOBER 13, 2023

The most successful sports teams have reliable playbooks—which use tested strategies to improve a team’s chances for success—that coaches and athletes can reference for nearly every situation. So too can businesses create their own playbook and implement it into their customer success strategy.

Customer Success 52

Customer Success Onboarding Customer Life Cycle Customer Experience 52

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? Need more help to improve your key account management skills?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Co-Creation 79

Co-Creation Artificial Intelligence Sales Onboarding 79

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

Xant

MARCH 3, 2021

NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. We’ve spent months curating content, keynotes, and breakouts that are catered to the new landscape of sales. How have the events of 2020 changed the world of sales?

Digital Transformation 94

Digital Transformation Digitalization Marketing Sales 94

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. But first — what is a goal driven sales environment? What is a goal driven sales environment?

Sales Environment 118

Sales Environment Sales Prioritization Organization 118

SalesGlobe

SEPTEMBER 12, 2023

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. This provides the team with a head-start on proactive pursuits rather than “figuring it out” during the year.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

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.

Prioritization 130

Prioritization Sales Sales Analytics Sales Training 130

Brooks Group

MAY 17, 2022

Any one of these events would be difficult to manage on its own, but since they’re all happening simultaneously, sales leaders are feeling like they were two years ago: isolated, unsure of what to do and how to direct their teams. The best part is you already know how to do it! Just return to your 2020 playbook.

Supply Chain 87

Supply Chain Co-Creation Facilitation Sales 87

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support.

Software 85

Software Software Sales Remote Working 85

Hubspot Sales

JULY 6, 2021

As a growth-focused company, you want to ensure that all elements of your business are ready and able to support your scaling, especially those that impact revenue generation. This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth.

Decision-making 118

Decision-making Value Proposition Stakeholders Advertising 118

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.

Marketing 99

Marketing Sales Decision-making Prioritization 99

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Artificial Intelligence 102

Artificial Intelligence CRM Sales Meetings 102

Xant

JUNE 16, 2021

Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process.

CRM 105

CRM Sales Prioritization Decision-making 105

Hubspot Sales

FEBRUARY 12, 2024

The pandemic greatly shifted how people view hygiene — with many more focused on cleanliness than ever before. Source: Subreddit Stats At Trends, we love “unsexy” businesses, particularly ones that “don’t have flashy tech, aren’t in the news, haven’t raised much funding, and mint cash,” as Sam Parr used to say. Train cleaning teams.

Small Business 76

Small Business Profitability Retail Meetings 76

PartnerTap

JANUARY 17, 2024

As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

Procurement 59

Procurement Suppliers Sales B2B 59

Xant

MAY 20, 2021

Sales is going through a transformation. The way we use data, though, is reshaping our experiences in a big way. Brands consumed huge amounts of data to understand us and to give us relevant suggestions. They use more channels. And they’re harder to catch if you don’t know where or how to look. INTEGRATION.

CRM 77

CRM Prioritization Digitalization Facilitation 77

Hubspot Sales

NOVEMBER 17, 2020

And while some businesses have seen accelerated growth this year (who hasn’t used Zoom in the past seven months?), Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Team enablement and inspiration.

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125

Hubspot Sales

JUNE 21, 2022

However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high. How Mood Impacts Sales [Stats]. Sales is a tough grind.

Emotional Intelligence 85

Emotional Intelligence Sales Sales Training Onboarding 85

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As teams moved out of the office, they learned quickly how to stay aligned and hit their targets without face-to-face interactions. SD Teams Under Sales More Likely to Hit Quotas.

Sales 110

Sales Decision-making Organization Innovation 110

Hubspot Sales

JANUARY 13, 2021

I will always be a believer in sales mentorship programs. Eventually, I took those learnings and taught them to sales reps I was mentoring. As I've seen firsthand, mentorship programs accelerate the learning and promotion processes on a sales team. Sales Mentoring: What's in It for You (the Mentor)?

Sales 97

Sales Leadership Meetings Organization 97

Xant

JUNE 30, 2021

Silicon Slopes, Utah, June 15, 2021—XANT, the leading enterprise Sales Engagement Platform has announced an ongoing strategic partnership agreement with EXL, a leading operations management and analytics company. Data, analytics, and AI capabilities have become integral for success in the sales and marketing space.

Transportation 81

Transportation Logistics Digital Transformation Insurance 81

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. You want to put out cohesive messages, in keeping with your organization's values and goals. It's worth noting that sales messaging and marketing messaging aren't the same.

Sales Management 129

Sales Management Management e-Learning Sales 129

Xant

MAY 10, 2021

THE PROBLEM: Sales reps spend on average 35.2% (or ?) So, how do you ensure reps aren’t wasting time and focusing on the right contacts? HOW IT WORKS: When a rep logs onto Playbooks, there is a yellow, clickable “NEW” on the menu—when clicked it provides all-new, recommended contacts that haven’t been used yet.

CRM 105

CRM Sales 105

Xant

APRIL 7, 2021

Compliance is a necessity of any sales organization—it’s one part risk mitigation and one part consistency. But most don’t even know if they are following the rules, let alone following their team’s processes. Customers should feel safe interacting with your reps and know that their information is secure.

CRM 58

CRM Digitalization Management Sales 58

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy?

Sales 52

Sales e-Learning Onboarding Software 52

Brooks Group

MARCH 8, 2023

View this week's video How Do I Help My Team Get the Pricing They Want? It’s not just something a sales rep deals with at the end of the sale. They should be thinking about how to get their price from the moment they first speak with the prospect. What changes in that example is the value.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Insightly

JANUARY 4, 2024

In B2B sales, the role of a sales leader is both exhilarating and challenging. Juggling targets, managing teams, and making critical decisions can be demanding and overwhelming. Ask yourself the question “Does your sales leader love your CRM?” Because if your CRM is keeping you sane, you’ll start to love it.

CRM 52

CRM Sales Decision-making Customer Experience 52

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Nutshell

MAY 22, 2019

A sales funnel is an indispensable tool for your sales team, and can help you figure out where and how to refine your sales processes. But with so many competing sales funnel definitions out there on the Internet, we thought we’d clear up some of the confusion. Jump to: What is a sales funnel?

Sales 120

Sales Marketing Decision-making Internet 120

Showpad

DECEMBER 21, 2023

As 2023 draws to a close, we find ourselves at the precipice of an exciting year in the world of sales, enablement, and marketing. Let’s explore the key trends that will shape the trajectory of revenue teams in 2024. Let’s explore the key trends that will shape the trajectory of revenue teams in 2024.

CRM 52

CRM Meetings Marketing Account Management 52

ProlifIQ

FEBRUARY 23, 2023

Why is this worth your time? You’ll have concrete examples of what to do, the questions to ask, the people to engage, and more depending on your situation. You’ll have concrete examples of what to do, the questions to ask, the people to engage, and more depending on your situation. What’s covered in this playbook?

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 52

Hubspot Sales

JUNE 21, 2022

According to research firm Gartner , 75% of B2B sales organizations will augment their traditional sales methods with guided selling solutions by 2025 to better connect with customers and drive conversion. But what exactly is guided selling, and how does it benefit your business? How Does Guided Selling Work?

Software 89

Software Software B2C Decision-making 89

PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. We put together this list to help you discover some of the brightest, innovative minds shaping the future of sales. LinkedIn isn’t just for social selling.

Sales 52

Sales B2C Sales Leadership Leadership 52

Showpad

MAY 30, 2022

Call it flattery if you want but we’re not kidding: enablement is one of the toughest jobs in sales. Only the strong savvy can hack a gig where metrics matter so much—and you have so little way of showing your contribution to them. If you can’t prove which tactics work, it can become open season on your priorities.

Sales 52

Sales Onboarding Meetings Organization 52

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Xant

MAY 20, 2021

Sales is going through a transformation. The way we use data, though, is reshaping our experiences in a big way. Brands consumed huge amounts of data to understand us and to give us relevant suggestions. They use more channels. And they’re harder to catch if you don’t know where or how to look. INTEGRATION.

CRM 52

CRM Prioritization Digitalization Facilitation 52