Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue.

Account Planning 195

Account Planning Management Leadership Organization 195

Mike Kunkle

OCTOBER 8, 2023

At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness. It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Revenue Storm

MARCH 28, 2023

Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of digital technology, and the redefining of market boundaries. This is no longer the case!

Organization 78

Organization CRM Sales Leadership 78

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team?

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

CMOE

MARCH 5, 2024

These elements, in the right proportions, create leaders that motivate teams , drive performance, and foster an environment of trust and respect. For instance, in a sales forecasting team, recognition might come in the form of public praise during a meeting for accurate predictions and strategies that lead to successful sales outcomes.

Leadership 52

Leadership Construction Innovation eCommerce 52

Account Manager Tips

JUNE 29, 2021

Create sustained value. Assemble the win team. Invite subject matter experts from your company to help you develop a renewal strategy. Improve communication. Create contact plans to keep in touch with key stakeholders in your company and your client's. Create capture plans. Analyze the competition.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Upland

MARCH 2, 2023

Ultimately, this translates to more revenue for businesses. There’s Never Been a Better Time To Build an Account-Based Sales Culture Face-to-face sales are back on the rise after several years of losing traction, says a recent study performed by Forrester. The CRM is vital to the sales process.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Brooks Group

JULY 7, 2023

Sales training can be one of the most critical investments you make for your team. In fact, according to Training Industry , more than a quarter of salespeople feel that their sales training is ineffective. To make matters worse, most training is disconnected from the sales team’s daily life and unique needs.

Sales Training 69

Sales Training Shareholders Sales Sales Management 69

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%.

Sales Management 78

Sales Management Management Sales Meetings 78

Insightly

JULY 10, 2023

Today, there are plenty of data services, think tanks, and even SaaS tools that can aggregate data to make it much easier for companies to interpret and act on. Then, marketing changed. A new day arrived with the advent of digital marketing, marketing automation tools and email marketing. Cold, hard numbers are simply more dependable.

Decision-making 98

Decision-making CRM Software Software 98

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. Here are 4 ways a common language helps get new sales reps up to speed quickly.

Onboarding 76

Onboarding Sales Sales Training Communication 76

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

PandaDoc

FEBRUARY 13, 2023

It’s vital to recognize the importance of collaboration across your company. Interdepartmental collaboration, in particular, is essential to create a healthy, high-functioning, and productive working environment. Your company will achieve its goals more efficiently and to a higher standard by working cohesively.

e-Learning 91

e-Learning Brainstorming Decision-making Communication 91

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Nutshell

JUNE 12, 2020

Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. They’re already familiar with company values and processes, making them better-suited for leadership positions and mentoring others.

Interpersonal Skills 98

Interpersonal Skills Management Decision-making Sales 98

Hubspot Sales

DECEMBER 15, 2020

If you started paying more attention to the sales enablement needs of your organization, you’re not alone. For sales organizations that have been waiting to implement dedicated sales enablement measures — the time is now. In 2020, Crayon placed even greater emphasis on sales enablement to support their sales force.

Sales 124

Sales Leadership Sales Management Decision-making 124

Nutshell

MARCH 7, 2023

but rather a capable and dependable sales time. In this article, we’re breaking down some key tips on how to build a sales team that’s successful, reliable, and just maybe rivals Earth’s Mightiest Heroes. With Nutshell’s all-in-one CRM software, your sales team can track and follow up on leads with ease.

Sales 62

Sales CRM Small Business Software 62

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in! People love to play games.

Sales 52

Sales Software Software CRM 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? Need more help to improve your key account management skills? You want to achieve better results for your clients, your company and your career, right? Table Of Contents. Relationship Building 10.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Zendesk

APRIL 12, 2021

It’s culture fit. Fifty-six percent of people think finding the right organizational culture is more important than money in choosing a job, according to Glassdoor. And having a culture that inspires your workers is key for long-term retention, too. What is a customer-centric culture? But really, it’s your company’s vibe.

Logistics 98

Logistics Decision-making Customer Experience Organization 98

Brooks Group

MARCH 6, 2023

What Is Sales Coaching? Sales coaching is the practice of evaluating and instructing salespeople one-on-one to improve productivity and ensure strong success through coaching sessions. Why Is Sales Coaching Important For The Growth Of Business? Strategic Coaching Deals made by your sales reps contain hazards.

Sales 52

Sales Sales Training Sales Management Facilitation 52

Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency.

Sales 111

Sales Sales Management Negotiation Meetings 111

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

Red Star Kim

AUGUST 1, 2023

Delegates were from law and accounting firms with a variety of reasons for attending: a new role or career change, approaching the annual planning cycle, creating a M&BD function scratch, convincing the board to plan, expanding into new territories and the desire for fresh ideas. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Zendesk

JULY 26, 2022

Business development (BD) didn’t really become mainstream in the sales industry until the 2000s, and even now, unless you work in BD, most people don’t know what it is. According to Forbes , BDRs create “long-term value for an organization from customers, markets, and relationships.” Everyone nods politely.

Media 96

Media CRM Software Software 96

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

Brooks Group

MAY 19, 2021

We are of course talking about sales and marketing, two very critical business units to any organization that would rather fling their toys at each other than play nicely. Indeed, sales and marketing have a history of what I’ll call non-cooperation. One thing to consider: Create a common scorecard.

Marketing 98

Marketing Sales Value Proposition Sales Training 98

AchieveIt

FEBRUARY 19, 2024

Weaknesses : Acknowledge internal limitations that hinder your growth and areas requiring improvement. To create effective SMART goals, start by clearly defining the objective. Is it through increased sales? Navigating the dynamic B2B landscape requires a clear vision and a well-defined roadmap. What do you want to achieve?

Brainstorming 52

Brainstorming B2B Value Proposition Advertising 52

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. Efficient sales leadership becomes essential to navigate these challenges and remain competitive. Sales leaders not only set strategies and inspire teams to achieve results but also play a vital role beyond mere management.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

CMOE

FEBRUARY 24, 2023

A strong coaching culture is integral to the long-term success of the modern workplace. By developing this culture, organizations reap long-lasting benefits, such as greater employee retention, and increased revenue. Developing a successful coaching culture involves purposeful actions and a focused effort.

Small Business 52

Small Business Leadership Profitability Publishing 52

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Hubspot Sales

MAY 3, 2021

First-hand experience is helpful when it comes to improving your sales performance. Thankfully, there are experienced BIPOC entrepreneurs and sales professionals who are eager and willing to share their experiences with those hoping to get their foot in the door. 5 Post-Pandemic Sales Strategies.

Sales 126

Sales B2B Prioritization Profitability 126

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. Strategic Planning is when organizations define a bold vision and create a plan with objectives and goals to reach that future.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Brooks Group

MARCH 27, 2023

Understanding Sales Operations A company’s operations team is responsible for everything from managing leads, selling strategy, and territory planning. Further, alignment to optimizing the customer experience, compensating employees, automating processes, and analyzing and reporting performance metrics leads to true cohesion.

Sales 52

Sales Advertising Sales Training Profitability 52