Whetstone

FEBRUARY 13, 2023

For example, your customer may be in an industry that is facing increasing energy costs outside of their control (their villain). In this case, your special resource could be an energy-efficient lighting system. Cost Savings A common way to show value is through cost savings.

Stakeholders 52

Stakeholders Decision-making Profitability Organization 52

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Showpad

MAY 12, 2022

Yet, working together, they’ve built a high-performance sales enablement function at TOUGHBOOK Europe—the European Mobile Solutions Business Division of electronics giant Panasonic. They designed new industry research methods that include both customers and sales reps. That’s where sales enablement comes in. .

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Flevy

MARCH 21, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Business Transformation frameworks used by management consultants.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Zendesk

MAY 24, 2023

They come pre-trained to understand top customer issues specific to your industry and can identify intent, language, and sentiment. Rhythm Energy , a renewable energy company, uses bots to respond to customers quickly and reduce escalations to the support team.

Customer Experience 88

Customer Experience Decision-making Onboarding Software 88

Hubspot Sales

NOVEMBER 29, 2021

Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Find gaps in your sales process where a disproportionate number of prospects fall off. Ways to Increase Profit Margin. Strategically raise prices.

Profitability 103

Profitability Food and Beverage Computers and Electronics Energy and Utilities 103

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 100

Negotiation Sales Leadership CRM 100

Upland

JANUARY 26, 2020

How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? However, account planning is one of the most underused strategies in the sales arsenal. It is seen to take time, energy, and focus away from other opportunities. Remember, sales is a team sport.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

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?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

SalesGlobe

MARCH 16, 2023

Ever considered the challenges they might be facing within their industry? If you are anything like me, you assumed that those who work in the “skilled trade industry” were hourly workers, with hourly rates determined by the certifications they held. The HVAC industry is also dealing with new regulations leading to price hikes.

Supply Chain 52

Supply Chain Value Proposition Manufacturing Innovation 52

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Customers today have more information, more choices, and freedom.

Sales 61

Sales Suppliers Decision-making Sales Training 61

QYMATIX

JANUARY 10, 2023

While private consumers are trembling over how high their next gas bill will be or by what factor their monthly gas bill will increase, many companies are already facing rising energy costs. In addition to the increased energy costs, there are higher raw material prices and supply bottlenecks for primary products.

Manufacturing 40

Manufacturing Suppliers Artificial Intelligence Transportation 40

Brooks Group

MAY 18, 2022

billion industry. So how do you as a hiring manager or sales leader know that you’ve got the right people in the right roles? It helps people identify their blend of four behavioral styles between high energy vs. low energy, and results-driven vs. relationship-driven. In 2021, self-improvement was a $10.4

Decision-making 89

Decision-making Sales Training Communication Organization 89

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. Their industry and yours. For instance, could it help advance their career, improve professional development or boost industry visibility? What do you think the answer was? Your company and your products.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

DemandFarm

NOVEMBER 3, 2023

Several companies are adopting strategies such as opportunity management to manage the sales pipeline at every stage which involves identifying, tracking, and managing potential sales opportunities. It’s crucial and your sales team must put their best foot forward to introduce your product and convince your prospect to close the deal.

Management 52

Management Artificial Intelligence Stakeholders Decision-making 52

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career. Are your current actions in line with your typical sales activity?

Sales 110

Sales Meetings CRM Publishing 110

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Support your recommendations with firsthand or industry data that demonstrates the feasibility and potential impact of the investment.” Want more content like this? Subscribe to our newsletter! You're welcome.

Decision-making 98

Decision-making Sales Finance Prioritization 98

ProlifIQ

FEBRUARY 23, 2024

To better understand how teams are adapting to this new environment, we surveyed over 250 professionals across sales, customer success, account management, and more about their account planning processes, challenges, and priorities for 2024. This held regardless of the company size or industry!

Account Planning 52

Account Planning CRM Energy and Utilities Account Management 52

Revenue Storm

MAY 10, 2022

At the same time, companies are facing this “people” crisis, they are also facing the changes brought about by the continued pandemic, the war in Ukraine, rising energy costs and inflation, supply chain disruptions, wage increases, and a virtual workforce. Here’s an example: We have a client who sells ERP software.

Supply Chain 78

Supply Chain Value Proposition Financial Services Finance 78

Hubspot Sales

APRIL 9, 2021

As a natural introvert, I had some trouble setting my sales career in motion. Along the way, I learned certain strategies to help me gain my composure and nail my sales calls — and now, as the Head of Sales Development at Skillz , I try to pass those techniques along to the org I manage. How to Get Fired Up for Your Sales Call.

Sales 121

Sales Meetings Communication Management 121

QYMATIX

OCTOBER 16, 2023

In the ten years leading up to 2020, the German wholesale industry saw a decline of around 34,000 businesses, as reported by the Statistisches Bundesamt. This depressing trend has been exacerbated by a recent uptick in insolvencies among industrial wholesale and retail companies, with several prominent names filing for bankruptcy.

B2B 40

B2B Retail Artificial Intelligence Manufacturing 40

Hubspot Sales

AUGUST 28, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Don’t waste time engaging someone who can’t at least advance the sales process in some way. Also, take the prospect’s familiarity with their industry and level of education into consideration.

Value Proposition 80

Value Proposition Decision-making Stakeholders Sales 80

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. The concept that underlies all those points is known as sales effectiveness. Here, we'll go over what that means, how to most aptly measure it, some steps you can take to improve yours, and some of the best resources available to get the most out of your sales process.

Sales 137

Sales CRM Banking Organization 137

Brooks Group

APRIL 14, 2022

The Brooks Group was recognized by Investopedia as having the best virtual sales training in the country. Most of the sales teams trained recently are tired of Zoom meetings. That in-person training injected a ton of energy into the salespeople, and strengthened connections between colleagues.

Sales Training 79

Sales Training Meetings Management Sales 79

Hubspot Sales

JULY 12, 2021

Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. If you're a manager, it's worth having these types of conversations separately because they differ from forecast reviews or sales coaching. As a sales rep, time is rarely your friend.

Sales 122

Sales Media Digitalization Remote Working 122

Apptivo

AUGUST 16, 2023

It entails examining the links and dependencies between variables in order to answer questions such as “Why did sales decline in a specific region?” Customer Churn Prevention It assists organizations in subscription-based industries (such as telecom and software) in predicting client turnover.

CRM 52

CRM Energy and Utilities Supply Chain Healthcare 52

Hubspot Sales

MAY 18, 2021

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. They can be significant assets when figuring out your broader sales strategies.

Sales Management 102

Sales Management Management Energy and Utilities Artificial Intelligence 102

Arpedio

FEBRUARY 26, 2024

In today’s hyper-competitive business landscape, the traditional sales approach of casting a wide net and hoping for the best no longer suffices. Target Account Selling (TAS) is a strategic sales methodology that prioritizes the identification, engagement, and cultivation of relationships with specific high-value target accounts.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Hubspot Sales

MARCH 27, 2019

These are the types of prospects you should remove from your pipeline ASAP so you can focus your time and energy on better opportunities. Are they in the industry or territory you're targeting? It takes time and energy to educate prospects (e.g., Quality over quantity. Do they fit the demographics of the target persona?

Value Proposition 123

Value Proposition B2C Decision-making Meetings 123

Brooks Group

MAY 17, 2022

We’re currently facing the highest inflation rate in four decades, a labor shortage fueled by the “Great Resignation”, a broken supply chain , serious disruption in the agriculture and energy industries (caused by the war in Ukraine)—and all the while—uncertainty around Covid still lingers in the background.

Supply Chain 87

Supply Chain Co-Creation Facilitation Sales 87

SalesPop

OCTOBER 19, 2021

Even if your sales team was not immediately or directly affected by the COVID-19 pandemic, even if no one on your team was touched by the illness and you were able to keep your team up and running through those long months of lockdown, your team has still been impacted. A career in sales can be as challenging as it is rewarding.

Sales 97

Sales Banking Organization Sales Management 97

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Sales 114

Sales Brainstorming Leadership Insurance 114

Brooks Group

JULY 14, 2023

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. What Is a Consultative Sales Approach?

Sales 71

Sales Sales Training Brainstorming Communication 71

Zendesk

AUGUST 10, 2021

In fact, the Zendesk Customer Experience Trends Report found that ecommerce sales increased by 30 percent in 2020. The pandemic changed the customer landscape, so your sales process has to change with it. Sales reps need to be savvier with their prospecting strategies to filter out this extra volume. What is prospecting?

Sales 104

Sales Digitalization Media Software 104

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

JUNE 7, 2021

Sales principles are the fundamental concepts that ring true in every sales process. By keeping the seven sales principles below in mind as you’re selling, you’ll make sure your strategy is customer-centric and effective. Read on for the best sales principles your team should be using with every deal. Be helpful.

Sales 116

Sales Stakeholders Profitability CRM 116