Sales Gravy

FEBRUARY 25, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. This mantra has guided her through the highs and lows, enabling her to lead KaTom with resilience and foresight.

Suppliers 96

Suppliers Innovation Leadership Decision-making 96

Mike Kunkle

AUGUST 8, 2023

These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. However, achieving the highest levels of growth remains a challenge for many. This is a definite growth killer. The result? When the entire revenue engine works in harmony, growth can be exponential.

Sales 188

Sales Prioritization Innovation Leadership 188

Hubspot Sales

DECEMBER 5, 2023

Both parties using AI leads to stronger relationships, more productive conversations, and a shorter sales cycle. 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 106

Decision-making Sales Prioritization 106

Nutshell

MARCH 19, 2024

Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team. Why is sales productivity important?

CRM 71

CRM Sales Software Software 71

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Kainexus

NOVEMBER 17, 2023

By streamlining operations and eliminating inefficiencies, organizations can reduce costs, increase productivity, enhance product or service quality, and meet customer needs more effectively. It originated in manufacturing but has since been applied to various industries and sectors.

Management 87

Management Manufacturing Profitability Customer Value 87

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. Why the change? They prefer to gather information themselves before speaking to a human when researching a brand or product.

Virtual Selling 93

Virtual Selling Media Sales Decision-making 93

Kainexus

JANUARY 16, 2024

In the competitive landscape of today's business world, organizations face constant pressure to deliver superior products and services while optimizing operational efficiency. This leads to cost savings and improved productivity, allowing businesses to meet or exceed customer expectations.

Prioritization 71

Prioritization Innovation Organization Meetings 71

Sales Gravy

MAY 2, 2024

Customer Insight Over Selling: The focus should shift from merely selling products to providing valuable insights that help customers understand their own needs better. Gone are the days when simply pitching a product or service was enough to seal the deal.

Sales 58

Sales Stakeholders Meetings Marketing 58

Flevy

FEBRUARY 28, 2023

This leads to innovative solutions that may not have been thought of before. This leads to solutions that are continually improving. It is a user-centric approach that involves understanding the needs, wants, and behaviors of users to create innovative solutions that are both practical and feasible. What Is Design Thinking?

Innovation 111

Innovation Brainstorming Healthcare Banking 111

Planview

JANUARY 17, 2024

However, despite the significant advancements brought about by Agile, there’s no denying that certain challenges continue to be at the forefront of ensuring optimal efficiency within tech teams, particularly in the financial services industry. They are the keystone to maintaining a seamless and productive workflow.

Financial Services 59

Financial Services Management Prioritization Facilitation 59

Flevy

APRIL 14, 2024

This metric is based on the principle that customer loyalty increases when products and services are easily accessible. CES is valued for its simplicity, quick evaluation, and adaptability across various service channels, making it highly relevant for measuring business outcomes and providing actionable insights.

Digital Transformation 52

Digital Transformation Decision-making Customer Experience Facilitation 52

Nutshell

MAY 1, 2023

It doesn’t matter how good a salesperson you are, you can’t convert every single lead that comes your way—mostly because a handful of your leads won’t be a good fit for the products or services you sell. The question is, how do you qualify leads? Did your lead click on a Facebook ad?

Decision-making 115

Decision-making Sales Negotiation Prioritization 115

The Center for Sales Strategy

AUGUST 15, 2022

Unfortunately, simply designing a great product or service won't lead to outstanding sales. Read on to learn more about sales psychology and find out how you can use it to change the mindset of any buyer. As a business leader, you're well aware of the fact that sales can make or break a company.

Sales 116

Sales Sales Leadership Leadership 116

Nutshell

AUGUST 28, 2023

Here’s why having a structured sales process is so important: Consistency leads to confidence A well-defined sales process keeps your entire sales team on the same page. Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. Read this first.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Arpedio

APRIL 30, 2024

Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. Instead of pushing products or services, value selling focuses on understanding your customer’s needs and demonstrating how your offering provides the solutions they are seeking.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Zendesk

FEBRUARY 27, 2024

AI is radically transforming the world of customer service, and at Zendesk Relate , you’ll gain insights and best practices to lead your organization through this next wave of transformation successfully and make your business ready for AI-first service.

Digitalization 59

Digitalization Customer Experience Organization 59

Customer Think

AUGUST 12, 2021

Historically Software-as-a-Service (SasS) companies were led by the sales function. As the business model evolved, product teams took the lead. The COVID-19 pandemic has accelerated this change in cultural philosophy, and ultimately both the customer and the organization reap the benefits.

Customer Success 140

Customer Success Software Software Organization 140

Hubspot Sales

APRIL 15, 2024

Our team enhances personalization and efficiency in managing leads and client interactions, tailoring our approach to meet individual needs. With the industry's constant evolution, our team prioritizes staying informed about new product developments and market changes, ensuring we can provide the most relevant solutions.”

Sales 113

Sales Prioritization CRM Communication 113

Luminas Strategy

APRIL 21, 2024

Adamczyk’s narrative underscores the imperative of aligning digital initiatives with customer-centricity, value-added services and innovative product development. Read it through the lens of your customer centricity initiatives, value-added services and product development. Was the investment worth it?

Innovation 52

Innovation Organization Digital Transformation Digitalization 52

Brooks Group

FEBRUARY 12, 2024

Once a prospect buys your product or service, they represent an opportunity for future growth. Upselling = Upgrade/Enhance Upselling is persuading a customer to buy a more expensive version of a product or service with an upgrade, enhancement, or premium option. Examples include service add-ons and complementary products.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Flevy

NOVEMBER 8, 2022

In the past, leading multinationals with diverse portfolio of product or service offerings used to have assets, positions, and economies of scale serve them as sources of advantage. However, nowadays, leading industry players employ an entirely different course to attain Competitive Advantage. Assessing the Future State.

Value Proposition 106

Value Proposition Digital Transformation Acquisition Innovation 106

Strategic Communications

APRIL 17, 2024

A few common themes emerge: Failure to Adapt to Changing Consumer Preferences: Many of these brands were unable to keep up with the evolving needs and desires of their target audiences. For example, Fotomat’s drive-through film development services became obsolete as one-hour photo labs and digital photography gained popularity.

Innovation 52

Innovation Retail Value Proposition Logistics 52

Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. But locking in on a role you can secure and grow in can be tough. The demand for certain sales roles rises and falls as time passes. Most Hireable Sales Jobs Right Now 1. requires an extensive understanding of finance to back it up.

Financial Services 99

Financial Services Manufacturing Finance Transportation 99

Zendesk

JANUARY 12, 2024

Hypercare is the period of heightened customer support and attention immediately after a major change in operations. There’s a reason why so many people are averse to change. But change is a part of life—even in business—and properly addressing it can greatly increase success rates.

Prioritization 52

Prioritization Decision-making Customer Experience Customer Success 52

ACT

FEBRUARY 28, 2024

To create new products and services that solve real problems and optimise customer retention , you must listen to customer feedback and base your decision-making on what users want. Truly innovative companies use customer feedback loops to inform their critical product decisions and create a roadmap for business growth.

Decision-making 52

Decision-making CRM Customer Experience Innovation 52

Zendesk

FEBRUARY 21, 2024

Buyers are just a few clicks away from purchasing a product from a small business on the other side of the globe. No longer are they just selling products or services—they’re building relationships and selling a great customer experience. What do inside sales reps do? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

Flevy

SEPTEMBER 19, 2023

A multitude of industry sectors find themselves ensnared in relentless competition as organizations strive vigorously, frequently contending over identical attributes, all the while presenting comparable goods or services. This fiercely competitive environment has clear and accepted boundaries with well-defined competitive rules.

Value Proposition 96

Value Proposition Digital Transformation Profitability Innovation 96

Hubspot Sales

JANUARY 22, 2024

So to help ensure your voicemails are airtight and adept, I've put together a list of eight tips that will transform your strategy and consistently generate productive responses from prospects. 8 Voicemail Techniques That Lead to Closed Deals 1. Try changing that goal to educating the prospect on why they should talk with you.

Construction 113

Construction Decision-making B2B Meetings 113

Apptivo

DECEMBER 25, 2022

Lead nurturing generates revenue in turn! Nurture leads. What are warm leads? Warm leads Vs Cold leads. Warm leads Vs Hot leads. How to turn warm lead hot? What exactly is Lead nurturing? How to nurture sales lead to conversion? Lead nurturing generates revenue in turn!

Sales 98

Sales Media Construction Marketing 98

Planview

JANUARY 22, 2024

As we welcome the new year, we asked our team of product innovation experts and thought leaders to identify trends they’re seeing across the industry and within our customer implementations. Trend #1: Greater Financial Scrutiny on New Product Development Balanced Against Innovation Opportunity While the U.S.

Innovation 69

Innovation Management Supply Chain Digital Transformation 69

Apptivo

MAY 12, 2023

What are lead stages? Lead Stages 3. Lead Stage Journey: Uncovering the Road to Conversion Path 4. Difference between Lead stages and status 5. Define Apptivo lead lifecycle stages – the sales process 6. How do you implement lead stages and status? What are lead stages?

Negotiation 52

Negotiation Decision-making Publishing Marketing 52

Nutshell

AUGUST 18, 2021

A marketer could spend their time writing blog articles, designing marketing emails , recording podcasts, sharing content on social media, managing PPC channels, producing virtual events , gathering product feedback from customers…we could list a dozen more things and it would barely scratch the surface. What is marketing?

Marketing 127

Marketing Digitalization Acquisition Decision-making 127

Arpedio

APRIL 15, 2024

Automation : AI-powered automation streamlines repetitive tasks, such as data entry, lead scoring , and follow-ups. By leveraging customer data, AI can recommend tailored products or services, send targeted messages, and engage customers at the right time with the right content.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

PandaDoc

DECEMBER 19, 2022

In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. Prospecting isn’t the same as lead generation, though it is quite close. Sales leads vs. prospects vs. customers. B2B sales prospecting in a nutshell.

B2B 98

B2B Sales Decision-making Publishing 98

Brooks Group

MARCH 28, 2024

If you only engage with lower-level employees, you may get bogged down discussing product features, technical requirements, etc. As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. You get stuck in the weeds.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Planview

JANUARY 23, 2024

How would that change the way you deliver technology? With the AI tools for developers that are now entering the market, enterprises are starting to realize big dreams like efficient digital product delivery and fast time to market. Scott leads the team behind GitHub Copilot , the AI developer tool for pair programming.

Banking 64

Banking Onboarding Innovation Organization 64