Sales Gravy

JANUARY 4, 2023

This is why most sales pipelines are little more than pipe dreams and sales teams consistently miss forecasts. When salespeople are consistently prospecting and keeping their pipe full, they are much more in tune with reality. Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent.

Sales 101

Sales Stakeholders Decision-making Meetings 101

Sales Outcomes

OCTOBER 2, 2023

Consequently, there’s a lack of focus and consistency in prospecting activities. Strong virtual selling skills and the ability to orchestrate multi-threaded forms of outreach are essential, yet many salespeople remain comfortable with traditional in-person prospecting. Yet, prospecting appears more challenging than ever.

Prioritization 52

Prioritization Virtual Selling Stakeholders B2B 52

Hubspot Sales

JANUARY 12, 2023

So you have a brand-new business idea and you’re considering venturing out on your own. Before you take the leap, it’s time to take a careful look at entrepreneurship versus employment. Then, you can decide which path works best for you. This guide is designed to share the pros and cons of both lifestyles. Entrepreneurship: The Pros and Cons.

Insurance 119

Insurance Investors Decision-making Profitability 119

Red Star Kim

JULY 25, 2023

Whether that is with low mood, motivation, self-doubt, stress, grief, loneliness or navigating change. Many of us are able to get through those tough times but sometimes we need a little extra help. Therapy isn’t needed by or available to everyone. It is a toolbox of essential mental health life skills. During Covid her audience grew to 3 million.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Hubspot Sales

OCTOBER 26, 2020

One of the most consistent gripes prospects raise about salespeople is that they're too pushy. That understanding and comfortable anticipation can go a long way. Receiving permission makes literally anything less intrusive — no matter the context. Think about it. If someone enters your home with permission, they're a guest.

Advertising 139

Advertising Sales Communication Marketing 139

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. You’ve got to qualify many more prospects than you need.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Hubspot Sales

JANUARY 23, 2024

Does upselling have to feel sleazy or uncomfortable? I don't think so, but it depends on how you approach it. Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. 10 Upselling Strategies for 2024 1. Take the time to understand what success means to them.

Media 93

Media Decision-making Customer Experience Marketing 93

Upland

FEBRUARY 29, 2024

A key piece to accomplishing that simplified approach is an effective change management plan, and consistent ongoing execution. Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. When it comes to account planning, change is inevitable.

Account Planning 195

Account Planning Management Leadership Organization 195

Account Management Skills

JULY 26, 2023

In fact, “I used to think great work leads to a great relationship, but I realised clients can still despise you to the point of firing you. No-one knows how AI will impact the workplace but you can’t escape seeing headlines about jobs being replaced/changed by generative AI in the near future. Game changing!

Account Management 52

Account Management Management Client Relationships Communication 52

Hubspot Sales

AUGUST 8, 2023

As a sales professional, you need to act as a reliable resource who can consistently and effectively educate a prospect throughout a sale. Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is, in large part, the art of establishing trust in a tight window.

Sales 93

Sales Decision-making Stakeholders Organization 93

Hubspot Sales

FEBRUARY 12, 2018

How comfortable are you with data analysis? How comfortable are you with technology? How comfortable are you with data analysis? Questions for Interviewing a Sales Manager. Tell me about yourself. What do you think are the necessary skills and qualifications for success here? Why do you want to be a sales manager?

Sales Management 144

Sales Management Management Sales Decision-making 144

Red Star Kim

SEPTEMBER 26, 2023

Senior law and accountancy leaders attended a masterclass workshop in London last week. The session looked at how to ease personal transitions (individual change) whilst driving organisational change (primarily through cultural transformation). Nurture a change management movement – From “Let it go” to “Let it grow”.

Management 113

Management Co-Creation Communication Leadership 113

Revenue Storm

FEBRUARY 8, 2022

I am often asked when coaching sales teams and sales leaders, “What do you believe to be the most important factors in being consistently successful in sales?”. I am often asked when coaching sales teams and sales leaders, “What do you believe to be the most important factors in being consistently successful in sales?”.

Decision-making 78

Decision-making Suppliers Finance Leadership 78

Hubspot Sales

FEBRUARY 21, 2023

Sales coaching can help you stay accountable, hit your quota more consistently, and contribute more to your team's success. This means going outside your comfort zone, taking ownership when necessary, and leaving your ego at the door. Coaches can't win games alone. They need players who are willing and hungry to win. The problem?

Sales 103

Sales Prioritization Management 103

Hubspot Sales

OCTOBER 24, 2023

To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. These six essential guidelines will prepare you for any interview scenario and set you up for continued success. Take the time to truly understand the role. Research the organizational structure.

Internet 97

Internet Meetings Communication Prioritization 97

Sales Outcomes

MARCH 7, 2022

If customer contacts aren’t comfortable introducing an account manager to others within the company, that’s a red flag. If the account manager is not comfortable asking for an introduction, there alternative ways to expand relationship within the account. Six Alternate Ways To Engage Additional Account Contacts 1.

Account Management 52

Account Management Suppliers Prioritization CRM 52

Hubspot Sales

MAY 26, 2023

To obtain consistent sales results, you need a solid plan to reach out to the appropriate audience. In real estate, you have to understand that prospects aren't going to appear out of thin air. You have to meet them where they are, or put yourself out there to whoever will see and value your services. Leverage your network.

Marketing 87

Marketing Advertising Media Software 87

Brooks Group

OCTOBER 24, 2023

The coach is there to answer any questions, and to make the seller feel comfortable putting their new tools into action. A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program?

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

AchieveIt

FEBRUARY 20, 2024

Leveraging intrinsic motivation often results in consistent high-quality work and personal growth. Open and effective communication : Creating an atmosphere where team members feel comfortable expressing their needs and preferences fosters a positive work environment. There are two primary types of motivation — intrinsic and extrinsic.

Leadership 52

Leadership Brainstorming Prioritization Communication 52

Red Star Kim

NOVEMBER 24, 2023

For over 20 years I have attended and reported on the annual Professional Marketing conference. Sometimes I have also presented sessions. The latest conference was reported in the winter edition of PM Magazine. Thanks to editor Matt Baldwin for his assistance. He reminded us of last year’s themes: post-Covid “normal”, Ukraine and inflation.

Digitalization 130

Digitalization Leadership Marketing Brainstorming 130

Zendesk

JUNE 9, 2022

Omnichannel (or omni-channel) is an approach that enables companies to communicate with customers in a consistent way across channels. Your business becomes omnichannel when your interactions are connected and consistent across all channels, devices, and platforms. You decide it’s best to try it on first, so you head to the store.

CRM 98

CRM Media Advertising Customer Experience 98

Nutshell

DECEMBER 7, 2022

Your company’s product might be on target right now, but don’t get too comfortable.” Doing this one simple thing can consistently change the entire dynamic of marketing in large and smaller companies.” At tech companies, sales and customer experience teams have an advantage—they’re talking to customers every day of the week.

Media 62

Media Customer Experience Software Software 62

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. But how do you do that ethically? There’s a lot to consider, including bias, data management, permissions, and more. In this article, find the ethical concerns and best practices for using AI.

Artificial Intelligence 104

Artificial Intelligence Decision-making Sales Software 104

CMOE

APRIL 21, 2023

If individuals hesitate to provide input in face-to-face settings, they may feel more comfortable doing so in a digital and anonymous context. This feature is a convenient way for those who may not feel comfortable speaking to still be involved with the discussion and activity. A 3,000% rise in virtual collaboration.

Digitalization 52

Digitalization Manufacturing Media Strategic Thinking 52

Hubspot Sales

SEPTEMBER 16, 2020

By having a specific set of criteria reps should look for when qualifying leads, along with a consistent set of questions they can ask in initial sales calls, reps will be more prepared walking into their initial conversations with prospects, and can feel more confident when pursuing the right leads for their offer. Call Management.

Account Management 130

Account Management Sales Account Planning CRM 130

CMOE

FEBRUARY 7, 2023

What impression would your workplace give to a newly hired team member? What would they notice the first time they walked through the front door or sat at their desk? The workplace culture is the organization’s character or personality. The culture is conveyed and shown through the collective attitudes, behaviors, systems, and values.

Emotional Intelligence 52

Emotional Intelligence Innovation Leadership Organization 52

Account Manager Tips

JUNE 29, 2021

Don't get too comfortable. Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Create sustained value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Upland

OCTOBER 17, 2023

ChatGPT and dozens of other artificial intelligence (AI) products have made a big splash for AI a bit of a novelty recently, dominating the conversation around productivity and efficiency in the B2B world. Its many evolutions and the powerful AI of today make it an irresistible tool to many. Many writers use AI to spark ideas.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Red Star Kim

SEPTEMBER 6, 2022

The options for fixes covers a variety of areas such as upskilling, leadership communication, consistency and commitment, culture, respect, prioritization and organizational structure. This contemporary book (published in 2021) is just 200 pages and is subtitled “Streamline your corporate communication to drive efficiency and engagement”.

Communication 130

Communication Facilitation Leadership Stakeholders 130

Showpad

DECEMBER 16, 2020

Making new hires feel comfortable from the get go is crucial during the onboarding process. A typical new hire’s first day would consist of an office tour, introductions to their teammates and a set of in-person orientation sessions. The transition to a fully remote work life has been a journey for employees around the globe.

Onboarding 105

Onboarding Remote Working Insurance Software 105

Brooks Group

JANUARY 19, 2022

However, you can reach the important goal of having happy customers, which turn into repeat customers , more effectively and efficiently if everyone who engages with your clients not only understands but is comfortable with the sales process. The goal of any organization is to generate revenue. A Clearly Defined Process.

Sales Training 52

Sales Training Organization Sales Communication 52

Hubspot Sales

DECEMBER 21, 2017

Sellers can overcome this obstacle by developing knowledge-based trust, which builds from actions that are consistent with words. Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. The answer is a consultative approach. Consultative selling tips.

Meetings 132

Meetings Sales Marketing 132

Hubspot Sales

MARCH 16, 2021

It's no secret that pandemic fatigue is weighing on all of us. Everyone is eagerly awaiting some degree of normalcy, and for a lot of professionals, that means returning to a legitimate office space. But that transition back will come with a host of challenges, and navigating them won't be easy. Let's jump in. How to Prepare a Safe Workplace.

Logistics 112

Logistics Communication Meetings Management 112

Farland Group

MAY 23, 2023

Below are some key themes we are hearing consistently: CXOs are aligned on what needs to change. Over the past year, Farland Group has interviewed hundreds of C-suite leaders of Fortune 500 companies, across industries and roles, including CIOs, COOs, and CSCOs. The world is changing because of ChatGPT and AI…” one executive told us.

Digital Transformation 40

Digital Transformation Digitalization Innovation Customer Experience 40

Hubspot Sales

DECEMBER 28, 2020

Now, sales territory mapping software makes the process even more comfortable and straightforward for sales teams. A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. What is sales territory mapping? But, who has the time for that? Your strategy should be a balance of both.

Sales 137

Sales Software Software Remote Working 137

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Hubspot Sales

OCTOBER 20, 2020

Using persuasive language is central to consistently carrying out successful sales efforts. Approaching prospects with some bumbling, inarticulate, lazy, passive jumble of words can stifle any sales pitch — regardless of the product or service behind it. Your Prospect's Name. No one wants to be addressed as "To Whom It May Concern."

Sales 131

Sales 131