Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. This means having a defined sales process. They ask themselves, “is there truly an opportunity here?

Software 221

Software Software Account Planning Account marketing 221

Red Star Kim

FEBRUARY 15, 2024

Persuasion is presenting a case in such a way as to sway the opinion of others, make people believe certain information, or motivate a decision. Persuasion can be used to spur someone to action or to make a decision without actually earning their sincere buy-in. As a bridge between fee-earners and specialist marketing teams.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. This means having a defined sales process. They ask themselves, “is there truly an opportunity here?

Account Planning 195

Account Planning Account marketing Innovation Marketing 195

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

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

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Hubspot Sales

MAY 21, 2021

Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. But motivation is far harder. Not only are there are many external factors that affect motivation, every person requires different incentives and motivational tactics.

Sales 136

Sales Leadership Communication Meetings 136

MTD Sales Training

MARCH 15, 2013

To sell to new prospects and clients you must understand their reasons for buying. What is motivating them to make this purchase? What are they going to get from it? How will it benefit them? Why do. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

48

48

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. He was so good I wanted his help buying a new dishwasher, no matter what store he sold for.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Brooks Group

APRIL 9, 2024

The B2B buying journey is getting longer and more complex. The average B2B buying committee size is now seven , but groups as large as 20 are not unheard of. 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.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Hubspot Sales

JANUARY 12, 2021

Legendary college basketball coach Bobby Knight once said, “To be as good as it can be, a team has to buy into what you — as the coach — are doing. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. When a Rep Lacks Motivation. How to Handle Coaching Challenges.

Sales Management 118

Sales Management Management Sales Sales Training 118

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

B2B 98

B2B Sales Decision-making Publishing 98

Brooks Group

SEPTEMBER 7, 2023

The success of any substantive change to your sales approach relies on company-wide buy-in. This is the type of change that can potentially lengthen the sales cycle and confuse your consultative sales professionals. Will you reorganize or rebalance your consultative sales professionals’ time?

Account Management 52

Account Management Management Account Planning Sales 52

MTD Sales Training

MAY 21, 2013

Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Decision-making 106

Decision-making 106

Hubspot Sales

SEPTEMBER 1, 2020

And creepy as it might be, it would probably be incredibly practical — particularly in sales. If you could know exactly why a prospect was looking to buy, you'd have no problem tailoring an effective sales strategy to suit their interests and inclinations. Need might be the most immediate buyer motive. Acceptance.

Decision-making 116

Decision-making Facilitation Prioritization B2B 116

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 100

Negotiation Sales Leadership CRM 100

Red Star Kim

AUGUST 1, 2023

In professional services we need the engagement, buy-in and time of fee-earners because they are fundamental to preparing content, interacting with prospects and converting leads into clients. It’s rare to have a sales team in professional services as they do in other sectors. Map out the client’s buying journey.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. He says, "As a sales leader, I think one of the most difficult types of prospects is the people pleaser. They were just gathering information or comparing options with no real intention to buy.” You're welcome.

Decision-making 98

Decision-making Sales Finance Prioritization 98

The Center for Sales Strategy

OCTOBER 1, 2021

- MOTIVATION -. They lay fewer people off, they recover faster, and they often end up able to buy other companies who have not done as well. They lay fewer people off, they recover faster, and they often end up able to buy other companies who have not done as well. Earn your leadership every day.". Michael Jordan.

Sales Analytics 99

Sales Analytics Leadership Sales 99

Brooks Group

OCTOBER 19, 2022

Sales training typically accomplishes one of two things. . This becomes increasingly important for companies who rely on the joint efforts of Marketing, Sales, Account Managers, and Customer Service, not to mention all the people managing all those departments, to reach their goals. The Different Roles Within a Sales Team.

Sales Training 84

Sales Training Sales Account Management B2C 84

Hubspot Sales

OCTOBER 4, 2023

When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results. AI can measure buyer intent and motivation. Image Source ) 3.

Communication 93

Communication B2B Artificial Intelligence Sales 93

Hubspot Sales

APRIL 7, 2021

First-Layer Sales Questions. Examples of First-Layer Sales Questions. Second-Layer Sales Questions. Examples of Second-Level Sales Questions. Third-Level Sales Questions. When you leverage third-level questions, you’ll uncover information that will transform the entire sale. Let's get started.

Sales 129

Sales Decision-making Profitability Publishing 129

The Center for Sales Strategy

DECEMBER 11, 2020

- MOTIVATION -. > The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going – HubSpot. Most of your business’s prospective customers will not buy from you instantly. If you’re guilty of this, you might need to perfect your sales follow-ups. People are influenced to change by people they trust.".

Sales 96

Sales Meetings Marketing 96

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. Is this deserved?

Procurement 68

Procurement Management Decision-making Sales Training 68

Insightly

NOVEMBER 20, 2023

Coming up with gift ideas for salespeople and gift ideas for sales teams can be difficult. Well, a good sales person can probably buy whatever they want for themselves! Employee Motivation: Providing gifts can serve as a motivator for employees. 10 gift ideas for your sales team Membership to Topgolf.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

Coming up with gift ideas for salespeople and gift ideas for sales teams can be difficult. Well, a good sales person can probably buy whatever they want for themselves! Employee Motivation: Providing gifts can serve as a motivator for employees. 10 gift ideas for your sales team Membership to Topgolf.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Sales Management Plus -- SMP

DECEMBER 20, 2022

Distribution sales teams are under a lot of pressure to produce results. Sales managers can use data to help them make informed decisions about how to lead their sales teams. In this blog post, we will discuss some ways that sales managers can use data to improve their sales performance.

Meetings 52

Meetings Sales Management Sales Decision-making 52

SalesGlobe

NOVEMBER 19, 2021

As we adapt a new way of conducting business and sales with continued limited in-person contact, hybrid work locations, and curtailed business travel, companies are forced to make short-term changes to allow for disrupted supply chain and shifts in customer demand. Top Sales Effectiveness and Sales Compensation Issues.

Sales 96

Sales Supply Chain Acquisition Organization 96

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. So, sales organizations need focus on improving their sellers’ sales skills and strategic thinking abilities. Identify Buyer Pain Points Pain is a prime motivator to action.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Hubspot Sales

DECEMBER 29, 2020

Sales is a critical function – without it, your company wouldn’t bring in revenue. While every member of your staff carries out an essential function, none of them would have jobs if your sales team isn’t closing deals. The leads for potential customers start out great, yet they aren’t making it through the sales process.

Sales 133

Sales Facilitation Communication Organization 133

Hubspot Sales

DECEMBER 28, 2021

Inbound salespeople see the need to personalize the sales experience to the buyer's context. Meanwhile, inbound sales teams recognize they must transform their entire sales strategy so they're serving the buyer. Inbound Sales Methodology. Are unaware of which buyers are active in a buying journey.

Value Proposition 115

Value Proposition Sales Decision-making Prioritization 115

Revenue Storm

MAY 24, 2022

Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. I have always said that Sales Leadership is the toughest job in leadership. You have sales targets that must be hit regardless of the situation and typically stretch targets at that. Guilt can be a powerful motivator.

Management 78

Management Supply Chain Sales Brainstorming 78

Hubspot Sales

MAY 24, 2021

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?". He says, "I always ask how they buy big-ticket items, like a car or a house.

Sales 131

Sales Decision-making Marketing B2B 131

Brooks Group

NOVEMBER 15, 2022

Using Motivation To Create Inspiration. People often conflate the words motivation and inspiration. Motivation is external. Sales can be tough, and a good sales manager knows when an individual (or their entire team) needs some encouragement. The 6 Motivators. Dale Carnegie. Theoretical.

Sales Training 96

Sales Training Sales Management Leadership Sales 96