RAIN Group

APRIL 8, 2020

It’s never been more important for your sales organization to be firing on all thrusters. As buyers are tightening their purse strings and uncertainty in both health and economic spheres are plaguing companies, you need an optimized sales organization.

Organization 89

Organization Sales 89

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. A survey of 330 U.S.

Sales 106

Sales Sales Training Sales Management Management 106

RAIN Group

JULY 24, 2019

Whether you're researching new prospective buyers before reaching out, a buyer before a sales conversation, or a target industry, social media should be one of the first places you look. Here are a few ways you can use major social media sites for sales research. And yet, they don't.

Media 79

Media Sales 79

QYMATIX

NOVEMBER 25, 2021

Research shows that the pioneers of using AI in sales rave about the positive effects (e.g., Research shows that the pioneers of using AI in sales rave about the positive effects (e.g., Nevertheless, the use of AI in sales is not yet as widespread as one would assume. Do you work in sales, and would you help?

Artificial Intelligence 40

Artificial Intelligence B2B Sales Sales Analytics 40

Hubspot Sales

FEBRUARY 22, 2021

Having a bank of solid sales enablement content is more of a need-to-have than a nice-to-have for remote sales efforts. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further. In HubSpot's recently published Sales Enablement Report , we explored the subject a bit further.

Logistics 94

Logistics Sales Banking Publishing 94

RAIN Group

FEBRUARY 12, 2020

What are the best strategies for success in sales negotiations? The RAIN Group Center for Sales Research recently studied 713 buyers and sellers in a major global study to answer these questions and more. What do buyers really want? Which tactics work best for buyers? For sellers? How is negotiating with procurement different?

Negotiation 52

Negotiation Procurement Sales 52

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation.

Procurement 88

Procurement Sales Sales Management Negotiation 88

Customer Think

JUNE 1, 2023

Most recently (particularly in challenging economic times) contact centers are increasingly being used to drive sales and revenue. With contact centers taking on a more strategic role, sales leaders […]

Sales 64

Sales Management 64

Nutshell

JUNE 6, 2019

Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Tools for researching companies: Google. Your next step is to do prospect research “inside” and see who’s making those gears spin.

Investors 95

Investors Internet CRM Software 95

Miller Heiman Group

AUGUST 14, 2019

In the latest episode of Move the Deal, host Greg Moore talks with CSO Insights Research Director Tamara Schenk. Tamara’s expertise as a research director for CSO Insights, the research division of Miller Heiman Group, is based on more than 20 years of experience in sales, service and delivery in different roles and industries.

Sales 67

Sales Organization 67

SBI Growth

AUGUST 4, 2020

August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.” ” CEOs with sales experience grow revenue.

B2B 69

B2B Sales Management 69

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? million sales professionals in the U.S.—47% 47% are inside sales reps, while about 53% are outside. That means 75% of all sales meetings are now remote. Get the research article: The Next Best Thing to Being There.

Meetings 40

Meetings Sales Marketing 40

Red Star Kim

OCTOBER 25, 2023

It has the potential to transform client communications, fast-track the generation of research and thought leadership and fuel content management campaigns. So here’s a brief system review: CogniClick for instant, personalised research reports using AI. Another valuable AI-powered tool for the MarTech armoury.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

RAIN Group

APRIL 24, 2019

The RAIN Group Center for Sales Research is conducting a short survey to identify top sales challenges and priorities of sales enablement, leadership, and professionals. As a thank you for participating in this research, we'll send you the results when analysis is complete. We need your help.

Leadership 45

Leadership Sales 45

Corporate Visions

JULY 26, 2018

At a time when 61% of respondents conduct at least half of their meetings over the phone on on the web (and 38% conduct more than 75% of their conversations in these non-face-to-face environments), it’s clear that “virtual” sales calls are a big deal. How, in other words, do you gain an edge? Read the article here.

Publishing 40

Publishing Sales Meetings Marketing 40

Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. Research them. Read more here: How Buyer Centric is your Sales Organization?

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Upland

JULY 3, 2023

By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships. In fact, Altify Max is available today as an Augmented Intelligence Platform for sales. What is ChatGPT?

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. The result was that often leads generated by marketing were not tracked through the pipeline and sales process managed by fee-earners. Top-down or Bottom-Up Strategy?

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Red Star Kim

OCTOBER 3, 2022

Some of the delegates were lucky enough to have research teams in their firms – so the qualification load was spread. However, commercial and business research skills (as opposed to technical research) were sometimes lacking. See Selling – research in the pitch process (kimtasso.com). cincopa.com).

Decision-making 130

Decision-making Communication Meetings Marketing 130

Red Star Kim

SEPTEMBER 26, 2023

Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required. Work on the sales funnel as often supported by those in dedicated pursuits teams who will work alongside fee-earners to support early conversion.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

FEBRUARY 21, 2024

Questions in consulting – Diagnosing Data analysis, research and questions are a fundamental part of the fact-finding and diagnosis stages of consulting projects. Most sales frameworks are based on evidence that shows the right order in which we ask questions. – Kim Tasso March 2010 How do you close a sale?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

JUNE 1, 2023

Value propositions Knowing how you will differentiate from competitors will be the foundation on which you base your value proposition and a key part of your pitch sales strategy. It also sees the “salesperson” (our fee-earners) and an insightful sales process as part of the value proposition.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

SEPTEMBER 5, 2023

Soft skills It’s jam-packed with research evidence, so you know the information is reliable. The author has included some research on the value of skills (e.g. And mentions that the CIPD bought out three research reports between 2012 and 2014 describing the impact that neuroscience will have on learning.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. They rely much less on sales pros to gather information.

Decision-making 101

Decision-making Sales Prioritization 101

Red Star Kim

APRIL 11, 2023

Assess changing buyer trends We reviewed various research results about the shift in buyer expectations. Use ChatGPT for research As well as other tried and tested research methods, some firms are starting to experiment with ChatGPT to research companies to whom they are pitching.

Government 130

Government Innovation Meetings Finance 130

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

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. They prefer to gather information themselves before speaking to a human when researching a brand or product.

Virtual Selling 88

Virtual Selling Media Sales Decision-making 88

FinListics Solutions

FEBRUARY 27, 2024

Today's buyers are well-informed, conducting thorough research before engaging with sales reps. Gone are the days of cold calls and generic pitches. This means your team needs to operate more as strategic advisors, understanding customer goals and demonstrating the tangible value your solutions bring.

B2B 109

B2B Sales 109