Upland

AUGUST 24, 2020

The reality of today’s highly competitive sales environment and COVID-19 restrictions means that our relationships and connections are our most critical success factor. It’s a big blind spot to have. We aren’t just sheltering in place; we’re selling in place, too.

Decision-making 195

Decision-making B2B Sales Environment Digitalization 195

Mike Kunkle

MARCH 31, 2023

Sales competencies are essential for any sales professional, regardless of the specific methodology they use or the process they follow. A seller with a growth mindset who is open to coaching with the ability to adapt and learn, will be more successful than someone with a fixed mindset or who rejects coaching.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

OCTOBER 18, 2023

We’ll highlight five best practices that can significantly enhance your sales teams’ ability and willingness to perform at higher levels. Sales coaching is the practice of evaluating and instructing sales professionals to improve productivity, reinforce sales skills, and ensure consistent performance and success.

Sales Management 79

Sales Management Management Sales Meetings 79

Upland

MARCH 19, 2021

Still, most companies undervalue this critical sales channel, often to the point where they haven’t even set up key performance indicators (KPIs) around it. According to Gartner, only 28% of sales leaders say they’re meeting their cross-selling and upselling growth targets. And many company leaders know it’s a missing element.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Revenue Storm

MARCH 14, 2023

This statement often occurs at the end of a meeting or discussion, even when interest was piqued, they do not want to share their disappointing answer. Never spend time creating a proposal without first gaining the commitment of their time to co-create the business case if it meets certain conditions. #3:

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Arpedio

JANUARY 3, 2024

Setting too high a bar may demotivate sales reps, whereas a low target may not be challenging enough to push employees to reach their full potential. Striking a balance between challenging and feasible targets can help drive success and growth in a healthy sales environment.

Sales 52

Sales Sales Environment Meetings Organization 52

Hubspot Sales

JANUARY 7, 2019

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. 3 = Meets expectations.

Performance Review 132

Performance Review Sales Management Management Sales 132

Showpad

NOVEMBER 28, 2021

Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We

Digitalization 98

Digitalization Sales Environment Sales Communication 98

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Corporate Visions

MARCH 19, 2020

Attention and engagement are hard enough to get in a face-to-face meeting. Here are three techniques, backed by science, for driving attention and engagement during virtual sales calls. It’s never been more important to start a meeting by delivering value. With limited attention, comes less engagement.

Virtual Selling 120

Virtual Selling e-Learning Decision-making Sales Environment 120

Revenue Storm

MAY 11, 2021

The current business to business sales environment is riddled with a mediocre approach and thinking. The average corporate sales presentation is close to 45 slides or pages, and worse, the first five are about your company. This was the reason they took the meeting to begin with. Make the most of your meeting.

Manufacturing 78

Manufacturing Decision-making Leadership Profitability 78

SalesGlobe

JANUARY 16, 2022

Pre-COVID-19, I began researching and writing about why inside sales really matters in a business-to-business (B2B) sales environment and the powerhouse this channel can be to support a sales strategy and a great customer experience. On-site meetings, conferences, and other events were canceled. Until COVID-19.

Sales Environment 52

Sales Environment Sales Manufacturing Leadership 52

Showpad

NOVEMBER 16, 2021

Meet Matt Ondrejko, Vice President of Global Marketing at Valmont Industries. In this interview, Matt shares his perspective on how to get a business to digital faster using methods and tools that reduce print and increase customer insights in a non-traditional sales environment. . You can’t get together and have a drink.

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Hubspot Sales

JUNE 28, 2022

It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually. To build a hybrid sales strategy, then, you need to focus on the customer.

Sales 113

Sales Brainstorming Leadership CRM 113

Hubspot Sales

APRIL 12, 2018

In an effort to understand the sales development function and its role in the sales process, InsideSales.com Labs conducted a study of over 1,000 companies showing how companies build, scale, and execute strong sales development teams. The Sales Development Role and Daily Activities. Good SDR’s Are Social.

Sales Environment 88

Sales Environment Sales Communication Media 88

Hubspot Sales

SEPTEMBER 21, 2020

Because of the intricacies involved in this process, enterprise deals are referred to as complex sales. Complex sales are most common in B2B sales environments. It's also possible that you may never meet all the people involved in the buying process.

Stakeholders 125

Stakeholders Insurance Decision-making Finance 125

Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. In fact, according to Forrester, in-person, face-to-face sales are back on the rise. Suddenly, everyone was on the same playing field.

CRM 195

CRM Management Stakeholders Decision-making 195

Zendesk

JUNE 3, 2021

The sales environment is often geared toward competition and winning. Make a habit of starting some virtual meetings by randomly calling on team members and having them give “kudos” to another team member for something great they did that week. During team meetings, ask your agents to share a recent customer win.

Remote Working 105

Remote Working Emotional Intelligence Meetings Software 105

MTD Sales Training

JUNE 22, 2018

By analysing the mindset of great coaches, you pick up useful and applicable tips that can be utilised in the sales environment. If you’ve been in sales before, you may be able to share your experience with team members in respects to what worked for you. 2) Study what great coaches do in sport.

Sales Environment 59

Sales Environment Sales Sales Training Sales Management 59

Chally

APRIL 1, 2021

[vi] Businesses are starting to invest to meet increasing demand [vii]. Both salespeople and sales leaders are pushing to keep the sales environment virtual as things return to normal. With economic growth comes an increased demand for talent, including recruiting salespeople.

Onboarding 52

Onboarding Sales Environment Banking Retail 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. They do not meet cross-selling and account growth targets. This leaves only 28 percent who say they meet their targets. Clearly, sales organizations need to improve account planning.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Corporate Visions

MARCH 19, 2020

Attention and engagement are hard enough to get in a face-to-face meeting. Here are three techniques, backed by science, for driving attention and engagement during virtual sales calls. It’s never been more important to start a meeting by delivering value. With limited attention, comes less engagement.

Virtual Selling 52

Virtual Selling e-Learning Decision-making Sales Environment 52

Corporate Visions

MARCH 19, 2020

Attention and engagement are hard enough to get in a face-to-face meeting. Here are three techniques, backed by science, for driving attention and engagement during virtual sales calls. It’s never been more important to start a meeting by delivering value. With limited attention, comes less engagement.

Virtual Selling 52

Virtual Selling e-Learning Decision-making Sales Environment 52

Brooks Group

APRIL 5, 2023

Over the next several weeks, we’ll be writing about the Keys to IMPACT Selling® , where we’ll share insights from our award-winning sales training that has proven itself successful during decades of varying sales environments. Your mind needs something to fixate on when it’s overly stressed out.

Sales Training 87

Sales Training Decision-making Sales Environment Onboarding 87

SalesGlobe

JULY 11, 2022

Whether you are a pro or new to the sales environment, to have a thriving business you need to build, strengthen, and maintain strong relationships. Back when I started dating, a wise person told me that If I wanted to meet someone I needed to stop waiting for them to come knock on my door. Build – Networking.

Supply Chain 52

Supply Chain B2C Media Meetings 52

Hubspot Sales

JUNE 24, 2019

Here is a general sales call evaluation outline that works for most sales environments: Pros: Allows for immediate reinforcement, both during and immediately following the call. It’s generally time-consuming and often energy-intensive, especially for longer meetings. 1:1 Peer Coaching.

Artificial Intelligence 103

Artificial Intelligence Sales Sales Environment Management 103

CoSell

APRIL 28, 2021

In our sales environment, we are looking for ways to gain a competitive advantage and provide exceptional value. More and more sales professionals are looking to build long-term relationships with their B2B partners. We aren’t meeting up in the chamber of commerce gatherings. After all, we are in a new normal.

Decision-making 52

Decision-making Software Software B2B 52

Hubspot Sales

MAY 21, 2021

Do you want to meet with me once a week, every other week, or multiple times a week? You can easily conduct a stand-up meeting in the morning to get your reps' blood pumping, using your energy and enthusiasm to bring up the temperature in the room and start the day off right. How do you want me to give you feedback?

Sales 137

Sales Leadership Communication Meetings 137

Showpad

NOVEMBER 17, 2020

Virtual meetings conducted over Zoom, Google Meet, UberConference or Cisco Webex, for instance, allow for digital facetime, stronger interpersonal ties and a little touch of humanity. Integrating virtual tools with your existing sales tech stack. Solutions like Slack, Teams or Basecamp are commonly adopted. Conferencing.

Remote Working 52

Remote Working Artificial Intelligence Procurement Onboarding 52

SalesPop

MARCH 25, 2021

I’ve been pointing out to our sales reps that these are hundreds of existing customers with whom we can immediately schedule meetings, in addition to scheduling meetings with new prospects. In today’s sales environment, the buyer is introduced to the sales line by the sales development representative, the SDR.

Account Management 98

Account Management Management B2B Advertising 98

PandaDoc

DECEMBER 13, 2018

Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest? Or do a dial “power hour” to encourage AEs to get more meetings? Not only is gamification popular, it’s a proven and effective sales performance booster. Start with sales contests.

Sales 83

Sales Onboarding Sales Environment Meetings 83

Insightly

NOVEMBER 20, 2023

Good salespeople know the features and benefits of what they’re offering and can effectively communicate how it meets the customer’s needs. They are motivated by targets and are committed to meeting and exceeding them. Negotiation Skills: Negotiation is a critical aspect of sales. Go shopping now!

Negotiation 52

Negotiation Sales CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

Good salespeople know the features and benefits of what they’re offering and can effectively communicate how it meets the customer’s needs. They are motivated by targets and are committed to meeting and exceeding them. Negotiation Skills: Negotiation is a critical aspect of sales. Go shopping now!

Negotiation 52

Negotiation Sales CRM Prioritization 52

Hubspot Sales

NOVEMBER 2, 2020

Currently, the metrics she tracks to get a "clear view" of how her company and sales department is doing include: Activity Metrics: This data tracks sales rep actions, such as the number of phone calls, emails sent, meetings scheduled, or presentations given. For example, are they asking enough questions in discovery?

Sales Analytics 136

Sales Analytics Sales Decision-making Emotional Intelligence 136

Revenue Storm

DECEMBER 14, 2021

I will admit, I am frustrated to see such an important activity – sales coaching – become an overused and generalized term. In fact, many sales leaders will say, “Of course I do sales coaching. I meet with my salespeople for an hour each week.” As though just talking to their salespeople is sales coaching.

Sales 78

Sales Leadership Sales Environment Communication 78

Hubspot Sales

MARCH 21, 2018

Transactional Versus Relational Sales Models. Now, before you look at these numbers and fire your entire outside sales team, I should warn you they are the result of sales activities performed in specific sales environments. Sure, there are industries that have a field sales model. Conclusion.

Sales 131

Sales Decision-making Digitalization Organization 131

CoSell

MAY 6, 2021

I remember marking the calendar and preparing for a fast-paced meeting. Do you want an email response, a phone call, a Zoom meeting? Sum Up Exploring ways to master the changes in sales is key to surviving and thriving in our new sales environment. I was delighted to have her name, number, and email.

Sales 52

Sales Decision-making Sales Environment Profitability 52