Brooks Group

OCTOBER 2, 2023

There’s a good chance you’re in planning mode for your annual sales kickoff. Organizations sink huge amounts of time and money into this annual event aimed at aligning teams to boost sales performance in the upcoming year. But are you getting the value and improving sales performance enough to justify your investment?

Meetings 52

Meetings Sales Training Sales Leadership 52

Brooks Group

SEPTEMBER 22, 2023

They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force. Inventory levels are still high.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Strategic Account Management Association

APRIL 5, 2021

factors in plain black and white (literally!). According to Forrester Research, 85 percent of CXOs do not find value in their interactions with sales reps.1 is that, in the same study, 80 percent of these same sales reps actually believe they’ve had a successful meeting!2 Short answer: The sales reps were not prepared.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Brooks Group

FEBRUARY 27, 2024

In the absence of value-added components, the sale of virtually any offering depends on the bottom line. This post shows how sales professionals can differentiate themselves and your company by building value in the eyes of your prospects and customers. But when you only sell on price, margins are slim.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

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

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Red Star Kim

JUNE 27, 2023

Scoping will help you identify at an early stage all the resources (time and cash) – fee-earners, M&BD team and external agencies – that you are likely to need. This is likely to require different content formats and significant additional resources. Good scoping will help everyone realise how much needs to be done.

Leadership 130

Leadership Management Stakeholders Communication 130

Corporate Visions

NOVEMBER 5, 2018

The post Seven Tips for More Effective Sales by Corporate Visions appeared first on Corporate Visions. You always want to ensure that your business is getting the most from your sales resources. Here are seven sales tips to help you drive more effectiveness out of your team. Align sales content with the sales process.

Sales 79

Sales Communication B2B Marketing 79

Revenue Storm

JANUARY 18, 2022

As a Sales Leader, you hopefully have your business goals mapped out, your business plan completed, and are charged up for the new year. It is in black and white, rather inanimate, and will now hang over you for the year. Sales Leaders, especially first-line Sales Leaders have things “coming at them” from all directions.

Leadership 78

Leadership Decision-making Business Planning Meetings 78

Zendesk

JANUARY 5, 2022

Every salesperson is eager to hit their monthly quota—the more sales, the better. But the road to that finish line is reliant on a set of key players: sales leads. Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect.

Publishing 105

Publishing Sales Media CRM 105

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. To elucidate the intricacies of this process, we begin by defining the sales pipeline itself.

Management 52

Management Energy and Utilities Sales Prioritization 52

ACT

JANUARY 11, 2023

Did you know that 61 percent of businesses rank sales lead generation as their number one challenge? For small businesses , generating qualified leads is even more challenging because of limited resources and channels. But with the right lead generation tools , systems, and strategy, generating sales leads is much simpler.

Small Business 52

Small Business Advertising Sales CRM 52

Freshworks

APRIL 2, 2021

To help you navigate the new normal, Freshworks has produced a white paper on the topic. As stated in the white paper produced by Tech Research Asia, Early research suggests the pandemic has set the travel industry back 30 years. Travel conferences, trade fairs, and other events were cancelled.

Customer Experience 53

Customer Experience Software Software Transportation 53

Miller Heiman Group

JULY 2, 2018

In his white paper, “ There’s Never Been a Better Time to be in Sales ,” he writes, “If your daughter or son has just completed an expensive degree in Renaissance Studies, and now they’re working part-time at Starbucks, you might want to call their attention to the fact that the world is changing. It’s a career with a future.

Interpersonal Skills 50

Interpersonal Skills Retail Sales B2B 50

Miller Heiman Group

JULY 22, 2018

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology.

Sales Analytics 51

Sales Analytics Innovation Facilitation Meetings 51

Miller Heiman Group

OCTOBER 23, 2019

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. Defining a Clear Sales Data Strategy. The Exploding Sales Technology Landscape .

Sales Technology 52

Sales Technology Sales Leadership Leadership Sales 52

Miller Heiman Group

JULY 22, 2018

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology.

Sales Analytics 48

Sales Analytics Innovation Facilitation Meetings 48

Agile CRM

MARCH 2, 2022

It allows businesses to track and manage customer interactions and data, from first contact to sale and post-sale support. The best CRM software can provide your business with a number of benefits, including increased sales, improved customer service, and more efficient operations. Sales Automation. What is CRM?

CRM 52

CRM Software Software Decision-making 52

Account Manager Tips

JUNE 29, 2021

Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. The bad news is, according to a Rain Group study , an average of 28% of sales bids loses to competitors. Read press releases, white papers, earnings reports and news. Create capture plans.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Miller Heiman Group

MARCH 15, 2019

Every sales organization wants to offer resources that can help their sales teams win more deals. From training programs to coaching services to sales playbooks, sales enablement services maximize revenue opportunities, improve customer acquisition rates and generally support your sales reps along the customer’s path.

Stakeholders 69

Stakeholders Sales Sales Training Acquisition 69

Apptivo

MAY 10, 2021

Further, nurturing their relationships with customers requires a dedicated pool of resources to make it easy for your customers to make decisions. Sales Collateral helps you with different situations in your sales process. Understanding Sales Collateral & Its Benefits For Your Business.

Shareholders 53

Shareholders Decision-making CRM Sales 53

SBI Growth

OCTOBER 23, 2013

Marketing leaders must prove their contribution to Sales Revenue. Making matters worse, the sales team steps up their complaints about marketing’s contribution & effectiveness. Leverage internal resources. LEVERAGE INTERNAL RESOURCES. The pressure is on. Advertising and tradeshows are not enough. OUTSOURCING.

Marketing 126

Marketing Advertising Media Decision-making 126

Insightly

JUNE 24, 2022

The problem is, personas are primarily a selling tool—so they aren’t designed to be useful after the initial sale. Self-serve onboarding resources like walk-throughs, blog posts, demos, and tutorials can help new customers understand your product better and increase stickiness. Set them up for success. Make help available. The result?

Decision-making 80

Decision-making Customer Experience Value Proposition CRM 80

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

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Leadership 74

Leadership Sales Cybersecurity Government 74

SBI Growth

JANUARY 20, 2014

Use the tool as a brainstorming resource to assess your offers. This strategy also extended to outside sales. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper). In this example, the downloadable tool includes valuable intellectual property.

Brainstorming 124

Brainstorming B2B Marketing Digitalization 124

Yesler

AUGUST 27, 2019

That’s because technology customers drive the buying journey by seeking information in advance, on their own time—content like case studies, white papers, product features, and by trying demos. Making product features, case studies, white papers, and demos easy to find and access facilitates your advocacy efforts.

Facilitation 52

Facilitation Customer Experience Decision-making Stakeholders 52

ACT

NOVEMBER 14, 2022

Otherwise, you risk wasting time, money, and resources. This should include those responsible for sales, marketing, product, customer service, and leadership. If you have a defined sales process with metrics relating to how customers move through your sales funnel , goal-setting will be that much easier. Create your team.

Acquisition 52

Acquisition e-Learning CRM Media 52

ACT

NOVEMBER 5, 2022

Otherwise, you risk wasting time, money, and resources. This should include those responsible for sales, marketing, product, customer service, and leadership. If you have a defined sales process with metrics relating to how customers move through your sales funnel , goal-setting will be that much easier. Create your team.

Acquisition 52

Acquisition e-Learning CRM Media 52

Engage Selling

AUGUST 31, 2012

Find out what’s not working for you and kick that sales trash to the curb! Bad leads will always be bad leads and are sucking time and resources out of your day. Today, only 3% of all sales are closing from cold calls. Today, only 3% of all sales are closing from cold calls. referrals, web inquiries, white papers).

Sales 48

Sales 48

Hubspot Sales

MARCH 11, 2019

For years, sales reps have been depicted as ultra-competitive and charismatic workers — leading many to believe that only a certain type of person is suited for the role. Simply put, your sales team needs to be more diverse if you want your team to grow better. The Sales Playing Field. But that's far from the truth.

Decision-making 87

Decision-making Prioritization Profitability Internet 87

SBI

DECEMBER 12, 2017

We call it Sales Tech Simplified. Vortini’s goals are to achieve greater efficiency, quickly discover upsell and cross-sell opportunities by identifying white space, find “selling nuggets” through relevant insights, and use forecasting to make it actionable. Let’s take the scenario of a sales rep that loses a deal to a competitor.

Sales 55

Sales Acquisition CRM Prioritization 55

SBI Growth

JULY 25, 2013

If you cannot run effective campaigns, you will be hard-pressed to generate leads for the sales force. Lead Management – Someone who form-fills isn’t a sales-ready lead. They pass along prospects that are not ready to interact with sales. To succeed, marketing needs resources dedicated to content creation and curating.

Prioritization 103

Prioritization Decision-making Facilitation Marketing 103

Showpad

OCTOBER 29, 2019

Sales reps need the knowledge and skill to understand your industry, products, customers, and competitors, as well as compelling and relevant content to engage buyers at every stage of the journey. Sales, Marketing, and other teams within your organization need access to this content, which is far easier said than done.

Management 40

Management e-Learning Sales Software 40

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Brent was clearly an “A” player.

Sales 125

Sales Media Stakeholders B2B 125