Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Red Star Kim

JUNE 7, 2023

This enables early action to position your firm appropriately. Funnels for target client segments Another approach considered was to focus on the customer journey (marketing) and buyer funnels (sales) for a few selected segments (or personas). The challenge of competitor analysis All agreed that competitor analysis was tough.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Hubspot Sales

NOVEMBER 17, 2020

To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. Sales leaders in charge of new revenue growth have felt this change in their core. Sales leaders, let’s dive in. But what does "growth" mean in 2020?

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125

Showpad

NOVEMBER 21, 2021

Meet Jaclyn D’Arcy, Director of Revenue Enablement at GHX. In this interview, Jaclyn provides a unique perspective on why her role is important and you can build a revenue enablement team. . Tell us about your role as Director of Revenue Enablement at GHX and how it’s changed in the last year. .

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Engage your employees. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Here they are. Qualification.

Sales 137

Sales Decision-making Software Software 137

Hubspot Sales

JUNE 21, 2022

However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high. How Mood Impacts Sales [Stats]. How Mood Impacts Sales [Stats].

Emotional Intelligence 85

Emotional Intelligence Sales Sales Training Onboarding 85

Nutshell

JULY 24, 2019

When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year.

Retail 120

Retail Sales Insurance B2B 120

Zendesk

NOVEMBER 9, 2021

Every company needs a sales plan. Without a plan, it’s easy to lose track of sales goals, lose momentum, and ultimately, lose money. Sales budgets can help—they make it easier to form concrete sales plans and greatly simplify sales management. What is a sales budget? What is a sales budget used for?

Sales 93

Sales Profitability CRM Communication 93

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

ProlifIQ

FEBRUARY 23, 2023

Why is this worth your time? It’s one thing to figure out who you need to engage, and build relationships with, it’s another to actually get access to them & build relationships to the point where they’re willing to advocate and be a champion for you. Tactics for when your deal has real legs. What’s covered in this playbook?

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 52

Hubspot Sales

AUGUST 19, 2019

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Managers must develop a more systematic process to test sales pipeline heath across the organization as a whole. What shape is the sales pipeline?

Sales 99

Sales Sales Management Management Organization 99

Nutshell

APRIL 21, 2023

Wouldn’t it be awesome to read minds and know what your customers are thinking? While Nutshell isn’t capable of the art of mind-reading, we are well-versed in understanding customer behavior and preferences, and that’s kind of the same thing, right? Are they engaging with your company’s page on social media?

CRM 62

CRM Decision-making Marketing Media 62

Zendesk

MARCH 21, 2022

That’s the dream of all businesses: create great products, and earn a lot of revenue. Using a CRM to manage your value chain. Decrease the cost of your product and the cost of production for that product so profit margins are wider and customers will purchase more. Understand exactly where your business is succeeding.

Supply Chain 98

Supply Chain Logistics Suppliers Procurement 98

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. Let’s jump to the nitty-gritty.

Decision-making 84

Decision-making Sales Profitability Artificial Intelligence 84

Mercuri International

NOVEMBER 27, 2020

From being an on site event for many years, Prosales and Mercuri International turned The Sales Conference into a global, digital live event that could be accessed from all over the world, keeping distance – but coming together. Grab a cup of coffee and enjoy the recap of The Sales Conference 2020. Experiment your way to success!

Artificial Intelligence 98

Artificial Intelligence Internet Decision-making Sales 98

Insightly

JUNE 3, 2022

That’s especially true in the world of B2B sales, where deals have traditionally closed over meetings, handshakes, and other face-to-face interactions. . Today’s sales organizations are facing challenges unlike any they’ve seen before—but the most successful teams have always been flexible, agile, and adaptable.

B2B 98

B2B Value Proposition Decision-making Sales 98

Hubspot Sales

NOVEMBER 14, 2022

Business acumen training can help your team build this tool kit. Business acumen training is designed to help you understand how the whole organization functions — breaking beyond the silo of your specific role or department. After training is complete, you should be able to hold your own during meetings across the organization.

Decision-making 67

Decision-making Organization Business Planning Management 67

SBI

SEPTEMBER 16, 2020

JIM: Every company will have unique needs, which means they will prioritize initiatives differently, but one thing remains true across industries: sales teams are the lifeblood of a company, and the leading indicator of a company’s health. But, a quota-crushing sales team isn’t built overnight.

Artificial Intelligence 68

Artificial Intelligence Remote Working Onboarding Prioritization 68

Zendesk

OCTOBER 19, 2021

Understanding the key differences between sales and marketing allows you to streamline business operations and ensure clear communication across the board. Below, we’ll answer all your questions about sales and marketing. And we’ll reveal exactly how you can align your sales and marketing teams to boost efficiency and profit.

Marketing 52

Marketing Sales Software Software 52

Insightly

SEPTEMBER 5, 2023

How does that impact revenue, productivity, customer satisfaction, and company growth? Productivity metrics Sales metrics Marketing metrics Marketing SEO metrics Customer metrics Golden productivity metrics Internal teams’ productivity levels are key to business growth—that’s common sense. We’ll call them “golden metrics.”

Decision-making 52

Decision-making Acquisition Publishing CRM 52

Insightly

SEPTEMBER 5, 2023

How does that impact revenue, productivity, customer satisfaction, and company growth? Productivity metrics Sales metrics Marketing metrics Marketing SEO metrics Customer metrics Golden productivity metrics Internal teams’ productivity levels are key to business growth—that’s common sense. We’ll call them “golden metrics.”

Decision-making 52

Decision-making Acquisition Publishing CRM 52

Hubspot Sales

OCTOBER 23, 2017

Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. That’s where sales qualification comes in. Why Disqualifying Isn’t a Bad Thing. When to Disqualify. What Is BANT?

Sales 143

Sales Decision-making Stakeholders Value Proposition 143

Hubspot Sales

JUNE 24, 2019

Mark Roberge learned a few things in helping HubSpot scale from $0 to $100M in revenue and from zero to 425 salespeople across multiple countries. What does he see as some of the biggest problems in sales teams and scaling them? Where Can You Tie Sales Comp Plans to Customer Success? Predefined Sales Promotions.

Performance Review 97

Performance Review Sales Brainstorming Investors 97

Zendesk

FEBRUARY 14, 2022

In this article we’ll dive into what it takes to launch a customer experience transformation and how building a customer insights and action engine can drive customer engagement, satisfaction, and revenue. When that experience is working well, your customers will be pleased and your business will thrive.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Advertising 52

Help Scout

SEPTEMBER 14, 2021

Armed with those insights and learnings, you should be able to get started on — or refine — your own customer service program to start delivering consistently exceptional support. There are three main reasons: It helps attract and retain customers. It delivers insights that improve your product, marketing, and/or service.

Small Business 127

Small Business Energy and Utilities Decision-making Leadership 127

Hubspot Sales

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. However, the sellers with the highest pricing authority had the lowest sales and profit performance. Diminished results for sellers meeting their revenue and margin targets. If your first response is, “ Well, what’s your budget?

Negotiation 115

Negotiation Onboarding Profitability CRM 115

Nutshell

JANUARY 14, 2020

Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. By the end, you should have a clear roadmap for reaching your or your company’s sales goals. Skip ahead: What Is SaaS Sales? What Is the Average SaaS Sales Rep’s Salary?

Sales 127

Sales Software Software CRM 127

Zendesk

OCTOBER 17, 2022

The sales performance management market was valued at $3.1 The numbers don’t lie: having a thoughtful and solid sales performance management strategy is good for business. In this article, we’ll unpack what sales performance management is, why it matters, and how to successfully implement this game-changing strategy into your business.

Management 52

Management Sales Software Software 52

SBI Growth

DECEMBER 19, 2013

A few weeks ago, I was talking to an SVP of sales. The company’s revenue is in the $700M range. I completely lost the battle on the 2014 revenue number” he said. “My I know you tell me not to do too many things at once. The SBI Sales Initiative Assessment Tool has answers. The Three Dimensions.

Sales 121

Sales Negotiation Organization Meetings 121

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 77

Sales Sales Leadership Leadership CRM 77

Apptivo

FEBRUARY 7, 2023

Footnotes You’ve probably heard a lot of people refer to the sales funnel or the marketing funnel. This is so because it encapsulates the complete customer experience , from first learning about your company to finally making a purchase. Why do businesses need marketing funnel 6. It incorporates every touchpoint.

Marketing 81

Marketing Decision-making Advertising Prioritization 81

Zendesk

APRIL 28, 2022

High-impact sales companies rank at the top of the list for many reasons, but one of their most enviable traits is that over 75 percent of their reps achieve quota. If you’re one of the hundreds of businesses striving to boost your reps’ sales numbers, your first question has to be: How do these high-impact companies do it?

Sales 52

Sales CRM Sales Training Decision-making 52

ClearPoint Strategy

DECEMBER 2, 2021

We put together this guide to help organizations like yours get more out of their KPIs. By following the guidance presented here, you can rest assured you’re measuring and tracking the right things for your business—and doing it in the most efficient way possible. Are your strategic objectives clear and actionable?

Cybersecurity 105

Cybersecurity Decision-making Meetings Software 105

SalesGlobe

MARCH 8, 2023

Mark Donnolo Welcome to The Rethink Sales Podcast, I’m Mark Donnolo. Mark Donnolo And Michelle, today we’re going to be talking about a really cool topic, one of my favorites, which is ROSI Return On Sales Investment. So before we dove into return on sales investment, I would like to introduce our guest today.

Sales 52

Sales Marketing Decision-making Organization 52

Maximize Business Marketing

AUGUST 21, 2020

As you know, managing sales people can be difficult, even in the best of times. Ensuring every sales person is pulling their weight, and reaching their goals and quota, needs constant monitoring. During these pandemic times, managing your people remotely is even a bigger challenge for everyone. So, what to do? Communications.

Management 45

Management Sales B2B CRM 45

Insightly

MAY 16, 2023

7 tips to increase CRM adoption rates Why it’s important to have strong CRM adoption If you are struggling with CRM adoption in your organization, you’re not alone. This puts you in an endless cycle of throwing good money after bad and using up scarce resources which can impede your growth. Why is your current CRM failing?

CRM 52

CRM Onboarding Stakeholders Decision-making 52