Mike Kunkle

MAY 30, 2023

Sometimes, that reality being what it is, we need to work in environments that are not ideal for what we do. Career Musings I’ve been thinking about this a lot lately, due to the many downsizings and layoffs that have occurred, and how many good enablers are in the job market right now. So, what’s an enabler to do?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Upland

NOVEMBER 27, 2023

Why do you need to know your customer? The product or service you’re selling is the method or tool they will use to get there. Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. Why do they need to act? Who will benefit if they do?

Suppliers 195

Suppliers Account Planning Decision-making Leadership 195

Red Star Kim

FEBRUARY 12, 2024

During the session we created our own persuasive writing checklist – here are the highlights. What do you hope to achieve? What do you hope to achieve? How does this material fit within your overall marketing or sales strategy? What do you want the reader to do as a result? Develop empathy. Meet their needs.

Media 130

Media Financial Services Advertising Decision-making 130

Red Star Kim

JANUARY 26, 2024

We considered the difference between how self-confident we feel (internal) and how confident we appear to others (external). We touched on the link between self-esteem and self-confidence and how this develops through our childhood experiences. We talked about Imposter Syndrome.

Meetings 130

Meetings Digitalization Communication Management 130

Account Manager Tips

NOVEMBER 19, 2022

What do you think the answer was? How do you feel? You're the expert and you know better than they do how to get the most from your solution. You're the expert and you know better than they do how to get the most from your solution. And to do that, you need to prepare. Let's discover how. ”

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Jermaine Edwards

DECEMBER 6, 2023

In fact, I take the position of behavioral economist Dan Ariely that we can find moments of trust in everyday interactions if we’re willing to look for it. Despite this we can’t ignore that today more than any time in history our products and services are exposed to scrutiny, comparison, commodity and competition. What is trust?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Forge relationships Before we try to generate engagement and buy-in we need to forge relationships with fee-earners.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

The Center for Sales Strategy

APRIL 24, 2024

Over time, we've improved the tools we use to track that activity, from call sheets to spreadsheets to CRM. But if all we do is capture the data and not study the data, what's the point? For as long as sellers have been selling, managers have tracked their activity.

Sales 104

Sales CRM Management 104

Red Star Kim

FEBRUARY 21, 2024

In this post I explore different types of questions and how they can be used in various business scenarios. Rudyard Kipling famously talked about “ his six serving men ” or the five Ws and H : Who, What, Where, When, Why and How. For example: “Do you prefer option A or option B?”. For example, “How are you today?”

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

OnStrategyHQ

APRIL 25, 2024

However, as we harness Artificial Intelligence’s potential, we must do so responsibly. Today, we’re talking about AI strategy, specifically about responsible AI. But today, we’re talking about one part of your AI, your responsible AI policy, which is guiding principles. My name is Erica Olsen.

Artificial Intelligence 52

Artificial Intelligence Government Energy and Utilities Healthcare 52

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. Keep reading to learn more about these updates or jump to instructions for how to prepare here. So, what do you need to do?

Marketing 126

Marketing 126

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. Keep reading to learn more about these updates or jump to instructions for how to prepare here. So, what do you need to do?

Marketing 126

Marketing 126

Envisio

JANUARY 24, 2024

At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! Trust us when we say that we’re diving into these reads right alongside you, eager to absorb the insights that will shape our strategic landscape in 2024! “I

Government 105

Government Leadership Innovation Decision-making 105

Hubspot Sales

JANUARY 4, 2024

However, it's not the slump itself that really matters, but what we do to address it. However, it's not the slump itself that really matters, but what we do to address it. Consider this year, we all saw a dip in sales and massive layouts due to the global recession. We have no pill for this.

Sales 108

Sales Management Sales Management Marketing 108

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Sales 112

Sales Prioritization CRM Communication 112

Customer Think

MARCH 7, 2024

We’re still learning and correcting inaccurate assumptions: How do CX and EX fit […] Employee experience (EX) goes hand-in-hand with customer experience (CX). It’s like the chicken and the egg: which comes first? Both rely upon one another for existence. EX and CX are immature fields of practice.

Customer Experience 112

Customer Experience 112

Planview

MARCH 8, 2024

Led by the Women@Planview Employee Resource Group (ERG), we’re hosting seven events in our offices around the world this month, from Bangalore to Vancouver. Plus, we’re joining the conversation on LinkedIn and other social media platforms. How can we foster a sense of belonging for women from diverse backgrounds?

Banking 105

Banking Government Innovation Leadership 105

Hubspot Sales

JANUARY 5, 2024

So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet. I’ve been in contact with sales experts about how AI has helped them. What’s new and exciting for everyone is that we can just ask AI to do that for us. I know I would.

Internet 90

Internet Sales Communication Media 90

MDI Training

MARCH 14, 2024

In this blog article, we will delve into how to create connectedness and a hybrid culture. In this blog article, we will delve into how to create connectedness and a hybrid culture. The more trust we give our employees when it comes to flexibility, the more connected they feel to the company. Enjoy reading!

Digital Transformation 97

Digital Transformation Leadership Digitalization Artificial Intelligence 97

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. A good strategic plan dictates “how” you travel the selected road. If no, where do you go from here?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

MARCH 25, 2024

So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. How to Handle Them: Create urgency. You're welcome.

Decision-making 102

Decision-making Sales Finance Prioritization 102

Strategic Planning and Management Insights

MARCH 19, 2024

More importantly, what can you do about it if you find yourself in that position? We talk about all these things and more with our high-caliber guests who promise to deliver nothing but goodness. Tune in and learn how to move your career with their time-tested guiding principles!

Prioritization 103

Prioritization 103

Zendesk

MARCH 13, 2024

AI is the future of CX and the next generation of AI agents are not just a tool, but a necessary and fundamental shift in how businesses will engage with their customers,” said Tom Eggemeier, CEO of Zendesk. As part of Zendesk, we now have the scale to drive this transformation for every business.”

Acquisition 138

Acquisition Customer Experience Innovation Business Growth 138

Hubspot Sales

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." How did Teamwork.com get its start? How has the company grown since then? What’s the backstory?

Sales 107

Sales Onboarding Prioritization Profitability 107

Hubspot Sales

MARCH 18, 2024

It doesn’t matter if you're operating in the luxury market or if your product is as cheap as chips — it’s how you frame those prices that will influence prospects and accelerate your close rate. 4 Powerful Pricing Tactics That Have Nothing to Do With Discounts 1. What is this sales strategy, you ask? Strategically framing your prices.

Advertising 106

Advertising Sales Marketing 106

Planview

SEPTEMBER 26, 2023

I apply that now to everything I do, including work. What type of meetings do you prepare for? Who do you typically collaborate with? I’m the kind of person who likes to take notes and come into every meeting prepared, no matter how informal it is. I just do it to different degrees. I think the ticket is teamwork.

Management 105

Management Meetings Innovation Communication 105

The Center for Sales Strategy

DECEMBER 11, 2023

Seeing how things CAN happen or improve motivates others to feel the same, especially in the event of a failure. We all make mistakes and have disappointments; it's what we do with that lesson that makes a difference.

99

99

Strategic Communications

APRIL 25, 2024

So I decided to do some further research and experimenting on my own. I asked it to generate another list and specifically said: “do not make these up; use real examples.” And I discovered that it didn’t always adhere to the length requirements, even when I asked it over and over again to do so. I couldn’t find any of them.

e-Learning 52

e-Learning Communication Decision-making Marketing 52

Planview

JANUARY 2, 2024

To learn more about what it’s like to be part of the Evolve Advisory Services team, we turn to Debra Aizikovitz , who serves as digital transformation practice lead. I literally love what I do. What type of meetings do you prepare for? Who do you typically collaborate with? What makes your team so effective?

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

SBI Growth

JANUARY 23, 2024

This raises the question for many Go-to-Market (GTM) leaders: how do we use AI to help sales? How do we ensure smooth adoption of AI? AI development continues at a breakneck pace, with the number of use cases increasing by the day. And what value does it bring to the business?

Sales 71

Sales Marketing 71

Envisio

DECEMBER 19, 2023

And in a professional setting, big ideas often end up as grand, overarching organizational strategies or initiatives…we love those! Let’s break down the SMART system and really determine how you can make it work for you. As a local government leader or inspired public sector official, you’ve got ideas–big ones.

Stakeholders 98

Stakeholders Construction Government Organization 98

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Leadership 107

Leadership Construction Prioritization Sales 107

Hubspot Sales

JANUARY 9, 2024

20 Tips for D2D Sales From getting hands-on experience to building trust, we share 20 D2D sales tips based on data and expert advice. What we love: If you want to see “Mighty oaks from little acorns grow,” look no further than Jim’s sales journey. When you do door-to-door sales, you will get rejected. Well, it’s golden.

Sales 101

Sales Decision-making Meetings Insurance 101

MDI Training

DECEMBER 4, 2023

Advancing AI Integration at UNIQA: A Future Focus Do you prefer to listen to this article? Melanie learned from Iris Brachmeier how UNIQA shapes the interface between person and machine and ensures that employees are at the center of this HR innovation. We want to become the most attractive employer in our industry by 2025.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

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. Buyers already do their own research and prefer self-service tools: Before we get too deep into the future, let’s look at the present. We've entered, what I call, "The Age of the AI-powered buyer."

Decision-making 105

Decision-making Sales Prioritization 105

OnStrategyHQ

APRIL 16, 2024

It’s supported by clear objectives, goals, and actions that articulate who, where, when, and how you’ll achieve your bigger vision of success. Here are the 6 most common pitfalls seen in strategic plans and how you can avoid them as you implement your strategy: Lack of ownership and accountability.

Communication 98

Communication Organization Meetings Stakeholders 98