Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. This is a post I never wanted to write. I usually chastise leaders for doing a series of downsizings.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

SalesGlobe

NOVEMBER 10, 2023

It seems that the phrase “since the pandemic” has become ubiquitous when talking about habits, behaviors and how we engage with one another as a society. And it’s the same for sales. In fact, they are critical to enable the team to do their work more effectively and to understand where and how to focus their sales efforts.

Sales 52

Sales Account Planning B2C Organization 52

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Upland

NOVEMBER 27, 2023

Why do you need to know your customer? You need to know your customer because customers buy outcomes. The product or service you’re selling is the method or tool they will use to get there. Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? Table of Contents Is SaaS sales a good career? occupations. Professional growth. A valuable network.

Sales 107

Sales Account Management Communication Sales Management 107

Zendesk

FEBRUARY 21, 2024

Evolving technology means customers are no longer limited to shopping locally. Buyers are just a few clicks away from purchasing a product from a small business on the other side of the globe. These convenient online shopping options breed fierce competition between brands and create pressure for sales teams.

Sales 52

Sales Computers and Electronics Decision-making Software 52

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? There are plenty of sellers out there waiting for the slightest chance to jump in and take your hard-earned relationships away from you. You need a strategy to defend and grow revenue in not only key accounts, but in every account. How do we know this?

Account Management 195

Account Management Management Account Planning Decision-making 195

The Center for Sales Strategy

APRIL 20, 2020

In a HubSpot’s Research study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. It’s decades and decades of the “pushy” kind of sales tactic that has made the average salesperson somewhat unpopular.

Sales 74

Sales 74

Hubspot Sales

DECEMBER 22, 2020

Working in sales isn’t easy, and I’m sure that isn’t news to you. That’s why as a sales professional you need a suite of practices you can rely on to keep you feeling calm, motivated, and ready to take on your next challenge. If your sales self-care toolkit is empty, affirmations are a great place to start.

Sales 142

Sales Communication 142

SuperOffice

APRIL 7, 2022

Finding the perfect fit for your brand helps you get better leads and make more sales. Because the right leads result in faster sales cycles, greater customer retention rates, and a higher number of loyal brand evangelists. Better yet, an ICP helps to inform the entire sales and marketing process from beginning to end.

B2B 93

B2B CRM Sales Decision-making 93

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Sales Training 137

Sales Training Sales Decision-making Communication 137

SuperOffice

JULY 5, 2022

The B2B buyer has changed. They’ve evolved. B2B buyers are: Thorough (67% of the buyer’s journey is now done digitally). Tough negotiators (B2B buyers refuse four offers before accepting the best one). Impatient (80% of B2B buyers have switched suppliers at least once within a 24-month period).

B2B 129

B2B Marketing Acquisition Media 129

Hubspot Sales

NOVEMBER 2, 2020

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Focus on the right sales metrics.

Sales Analytics 135

Sales Analytics Sales Decision-making Emotional Intelligence 135

Hubspot Sales

MARCH 6, 2018

What is a sales process? Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. What are the steps of a sales process?

Sales 145

Sales Negotiation Advertising Publishing 145

SalesGlobe

FEBRUARY 21, 2024

The Future of Sales: Where Are We Heading? Michelle Seger Welcome to the Rethink Sales Podcast. And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with Open Symmetry. We’ll also talk about sales performance management systems and how they can really enable the S.R.O.

Sales 52

Sales Retail B2C Management 52

Brooks Group

JUNE 7, 2022

Yet you just received word that “out of the blue” they decided to go with someone else. Value propositions need to be challenged on a regular basis these days. I conducted some surveys and interviews for a building supply company to figure out how they could best differentiate themself from the competition.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Zendesk

SEPTEMBER 20, 2021

Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions. Prioritize process over speed.

Virtual Selling 96

Virtual Selling Sales Decision-making Meetings 96

Zendesk

APRIL 18, 2023

Every business wants to understand what makes buyers come and what makes them go. Much like the plot of a romance movie, a customer journey map starts with a consumer who has an unmet need, leading to a fateful encounter with a company that either turns into a long-lasting relationship or churn. What is a customer journey map?

Customer Experience 98

Customer Experience Advertising Media Brainstorming 98

Arpedio

NOVEMBER 7, 2022

MEDDIC Sales Methodology. – MEDDIC is a widely known and used sales process that focuses on better customer qualification. Assessing your prospects based on each step of the MEDDIC framework presents you with the information you need to accurately qualify your leads, letting you efficiently allocate your resources on winning deals.

e-Learning 52

e-Learning Decision-making B2B Sales 52

Arpedio

NOVEMBER 7, 2022

MEDDIC Sales Methodology. – MEDDIC is a widely known and used sales process that focuses on better customer qualification. Assessing your prospects based on each step of the MEDDIC framework presents you with the information you need to accurately qualify your leads, letting you efficiently allocate your resources on winning deals.

e-Learning 52

e-Learning Decision-making B2B Sales 52

Zendesk

JULY 26, 2021

You’re a B2B sales agent trying to convince a prospect to make a purchase. The prospect asks you how similar companies have used your product. You mention several brands but can’t remember specific stats about how the product helped them improve their performance. What is sales enablement? Who owns sales enablement?

Sales 52

Sales Sales Training Software Software 52

Chally

JANUARY 27, 2022

In reality, sales has developed from a “trade” to a “technology” and then finally a Profession. If you’re looking to start your career in sales, or build a strong team, consider these ten key sales skills to be a better salesperson­. Find more for team leaders in our key habits of a successful sales manager.

Interpersonal Skills 52

Interpersonal Skills Emotional Intelligence Negotiation Sales 52

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? Prospecting is the process of finding and reaching out to potential customers for your business. Finding Qualified Leads.

Sales 126

Sales Decision-making B2B Marketing 126

SalesGlobe

FEBRUARY 21, 2024

Reinventing Sales: Outbound Selling, Incentive Compensation, Tech Innovations & Why You Should Care Michelle Seger Welcome to the Rethink Sales Podcast. And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with OpenSymmetry. I’m your host, Michelle Seger.

Innovation 52

Innovation Sales Retail B2C 52

Zendesk

JUNE 29, 2022

Finding prospects can feel so difficult that many companies throw excess resources toward lead generation, but then stall when it comes to converting those leads into sales. With so much effort going into gaining initial interest, it’s doubly frustrating when sales leads aren’t immediately ready to buy. How to convert leads.

Media 98

Media Software Software Digitalization 98

Sales Latitude

AUGUST 2, 2018

As a sales professional, you may think your job is all about selling products and services, making quota, and driving revenue for your company. Your job is really about helping buyers solve their problems and achieve their goals. Here are five key things every sales professional must do to be successful. Sure, ok – that’s true.

Account Planning 76

Account Planning Sales Facilitation Leadership 76

Nutshell

JULY 2, 2020

Sales calls are tough, but making calls while your coworkers argue next to your cubicle? Sales calls have been giving salespeople ulcers since the day they were invented. Creating a positive sales call experience. Understand that 65% of buyers say a positive experience is more influential than advertising. .

Sales 95

Sales Decision-making Advertising Communication 95

Hubspot Sales

JULY 30, 2019

In HubSpot Research's newest study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. In fact, 80% of sales require five or more follow-ups. Skip declarative words and phrases ("should," "have to," "need to," etc.).

Procurement 109

Procurement Value Proposition Decision-making Meetings 109

Outbound Engine

DECEMBER 4, 2019

How can you help them do it better? Buyer personas are a great way to define your audience in terms of demographics, responsibilities, and interests. A buyer persona done well will give you a target and direction. Plus, these personas can be used to segment your list and better personalize your sales and marketing messages.

Small Business 145

Small Business Marketing B2C Media 145

Zendesk

JUNE 30, 2021

Making sales calls is undoubtedly challenging, especially as consumer behaviors and expectations continue to evolve. The Zendesk Sales Trends Report 2021 revealed that customers are now better informed about products and services during the buying process. What is a sales call? What are the types of sales calls?

Sales 59

Sales Decision-making CRM Prioritization 59

Nutshell

AUGUST 16, 2018

For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities. Well, we’re hard at work building that out for you. You can also browse through some of our past articles on the subject: 5 Things You Should Do Before Every Sales Call. Cold Calling 2.0:

Decision-making 132

Decision-making Prioritization B2B Marketing 132

Arpedio

OCTOBER 10, 2023

Personalization allows you to tailor your messaging and outreach to the specific needs, pain points, and preferences of each target account. A personalized approach can also expedite the sales cycle by addressing objections and concerns proactively. Account-Based Selling (ABS) has emerged as a powerful strategy.

Decision-making 52

Decision-making Account Planning Marketing Stakeholders 52

Hubspot Sales

AUGUST 8, 2018

What are the qualities of a good sales rep? To achieve similar results, you’ll need to know what sets them apart. Check out the traits of salespeople who consistently outperform their peers. What Makes a Successful Sales Rep? You’ll rarely see a top-performing rep speak too quickly or lose their cool.

Sales 90

Sales Internet Decision-making Negotiation 90

Strategic Communications

NOVEMBER 11, 2021

There is often tension between marketing and sales in many organizations. In a 2013 Harvard Business Review article , “Why Sales and Marketing Don’t Get Along,” authors Andris A. Lorimer write, “Sales-marketing tension can stem from differences in marketers’ and sellers’ perspectives. Zoltners, P.K. Sinha, and Sally E.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

Zendesk

APRIL 15, 2022

Sales teams love numbers. Given the many ways to measure success—KPIs, ROI, quotas, sales pipeline velocity, and churn—it’s easy to get overwhelmed by raw information. With the avalanche of internal and external sales statistics out there, it can be difficult to know which ones are most relevant to your sales strategy.

Sales 52

Sales Sales Technology CRM Remote Working 52

Hubspot Sales

MARCH 4, 2019

But today, buyers put less trust in us than they ever have, market competition is fiercer than ever, and these traits no longer separate the best salespeople from merely good ones. These are the skills your sales team needs to survive. I didn't always want to go into sales. It's time for a mental reset.

Sales Training 102

Sales Training Sales Onboarding Sales Management 102

SuperOffice

MAY 3, 2021

Outbound sales often have a bad rep thanks to cold calling and aggressive sales scripts. This type of outbound sales is irritating, unsustainable, and results in a lot of dead ends and wasted efforts. Outbound sales efforts are meant to be a relationship-focused business activity. Quick introduction to outbound sales.

Sales 69

Sales CRM Media Advertising 69