Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment.

Organization 84

Organization Account Management Sales Sales Training 84

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. It's a CRM (or Customer Relationship Management Platform). If you're in sales, this result shouldn't be a big surprise.

CRM 94

CRM Decision-making Sales B2C 94

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 97

Sales Management Management Energy and Utilities Emotional Intelligence 97

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on achieving sales excellence and driving business growth. In today’s competitive business landscape, sales performance and effectiveness are crucial to the success of any organization. Sales performance is the measurement of the results achieved by the sales team and individuals.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. What makes a bad sales month? Sales experts set off the common seven: 1. We’ve all been there.

Sales 108

Sales Management Sales Management Marketing 108

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. In this article, I’ll explore how these components intersect and show how their integration can transform your business. So, why care, or why read it?

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

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

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? So, how do sales managers and their teams overcome this challenge?

CRM 71

CRM Software Software Decision-making 71

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

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. Manage expectations Clarity about what we hope to achieve will help to manage expectations.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Nutshell

JUNE 7, 2023

When your company invests in new software or equipment, you want to be sure that it functions as it should and brings value over time. The same is true for your customer relationship management platform (CRM). CRMs are systems for managing customer data and strengthening relationships with leads to close more deals.

CRM 62

CRM Software Software Acquisition 62

Arpedio

APRIL 29, 2024

A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. It provides a clear roadmap for sales teams to follow, outlining the steps and actions necessary to reach their goals.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Miller Heiman Group

DECEMBER 16, 2020

How has COVID-19 impacted virtual selling practices? Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Scrutinize pipeline and forecasting. Accurate forecasting is even more significant when each sale counts.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

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

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 82

Co-Creation Artificial Intelligence Sales Onboarding 82

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. Our number one is your measure.

Profitability 105

Profitability Publishing CRM Insurance 105

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

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

Insightly

MARCH 11, 2024

One of the most enlightening questions you can ask a person in business is ‘what’s in your tech stack?’ You’ll also hear almost any professional is willing to share what CRM or customer relationship management software they are using, since the CRM is a must-have, and is typically the lifeblood of a business.

CRM 52

CRM Organization Decision-making Facilitation 52

Sales Outcomes

APRIL 24, 2023

—Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of sales, introducing a new technology tool or process, or deploying additional training. One core B2B sales motion is Opportunity Qualification. Sound familiar?

B2B 52

B2B Sales Organization Management 52

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? Just focusing on the desired outcome—a new sale—won’t get you there. That’s where the next-action-based selling methodology comes in—an approach to sales that focuses on the activities that truly drive results.

CRM 62

CRM Sales Prioritization Decision-making 62

Insightly

JUNE 26, 2023

In general, CRM training refers to the process of educating the end-user individuals on how to effectively use customer relationship management (CRM) software and tools. Why you should train your CRM team Training your CRM team is essential for several reasons: ROI: Your CRM is an investment.

CRM 52

CRM Decision-making Software Software 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 114

Sales Sales Management Negotiation Meetings 114

Insightly

MAY 30, 2023

Customer relationship management (CRM) has become a critical tool for driving business success across industries. As businesses increasingly rely on CRM software and systems to manage customer interactions, evaluating the overall effectiveness of these tools is essential. Setting benchmarks is necessary to evaluate the impact.

CRM 52

CRM Decision-making Facilitation Customer Experience 52

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. This article will unpack everything sales leaders and sales reps need to know about sales pipeline management.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. This article will unpack everything sales leaders and sales reps need to know about sales pipeline management.

Software 52

Software Software Management Sales 52

ACT

DECEMBER 18, 2023

What digital marketing channel has an ROI of 3500% , is entirely under your control, and can be leveraged whenever you want to drive sales? Unlike SEO or social media , your email marketing success doesn’t rely on automated algorithms or ever-changing content policies. Sales Have a new product launch or annual Black Friday Sale?

Marketing 52

Marketing CRM Digitalization Profitability 52

Flevy

FEBRUARY 25, 2024

By integrating Key Performance Indicators (KPIs) into the Strategic Planning process , organizations can ensure their strategies are data-driven, focused, and aligned with overarching business goals. Strategic Planning KPIs address these challenges by offering a structured approach to goal setting and performance measurement.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

Mike Kunkle

JUNE 12, 2022

While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. Engage your employees. Reengineering Sales Performance.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

JANUARY 31, 2024

When it comes to digital marketing, where trends and tactics evolve rapidly, the pursuit of strategies that consistently yield impactful results is both a challenge and a necessity. In the following, we’ll uncover the intricacies of ABM by answering all your most essential questions.

Marketing 52

Marketing Facilitation Digitalization Acquisition 52

Brooks Group

JULY 20, 2023

Warmer weather, long weekends, and kids out of school likely means vacation mode for your sales team and, unfortunately, your prospects. It’s no surprise that many sales professionals find it challenging to stay motivated in the summer. But lower productivity has a big downside—slowed sales growth for your company.

Sales Training 86

Sales Training Brainstorming Sales Negotiation 86

ProlifIQ

APRIL 12, 2024

Upsell & Cross-Sell From Your CRM Implementing effective cross-selling and upselling strategies can provide tremendous benefits for growing your business revenue and building customer loyalty. This status indicates the deal has been completed, which segments it from active, open deals still in the pipeline.

CRM 52

CRM Prioritization Profitability Business Growth 52