Hubspot Sales

JUNE 14, 2022

That "edge" is most commonly known as a competitive advantage — and if you want your business to survive and thrive, you need to identify and lean into yours. Having a competitive advantage means being able to present your customer base with a unique, compelling reason to pick your product or service over your competitors.

Leadership 103

Leadership Construction Small Business Marketing 103

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. In this article, we’ll dig into the nitty-gritty surrounding homegrown CRMs, including what a custom CRM is and the potential benefits and drawbacks of building your own. What is a custom CRM?

CRM 127

CRM Software Software B2C 127

Account Manager Tips

OCTOBER 11, 2021

But you can quickly improve with a little work and reflection. They react when things go wrong and they don’t have the authority or command over what happens next. You need to take charge, make decisions and set goals for your customers so they can achieve success. Do this instead: Plan your week around your priorities.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Nutshell

JUNE 29, 2023

Using a customer relationship management (CRM) platform can bring your business major value and a wealth of benefits, from streamlining and automating parts of your sales process to helping you craft marketing campaigns tailored to the right audience. A CRM implementation plan is a strategy for putting your CRM into action.

CRM 62

CRM Software Software Decision-making 62

Brooks Group

MAY 19, 2021

But a cadre of megatrends – a digital revolution, global pandemic, and hyper-charged marketplace – have these groups reassessing their relationship. In fact, it’s remarkable what can happen when sales and marketing join proverbial hands for the greater good. Develop a Common Scorecard. One thing to consider: Create a common scorecard.

Marketing 98

Marketing Sales Value Proposition Sales Training 98

Hubspot Sales

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. That's how you'll construct your BATNA.".

Negotiation 92

Negotiation Software Software Construction 92

AchieveIt

NOVEMBER 22, 2023

Developing an understanding of the story, the audience, and how to connect the two led him into the transformation and strategy space, where he has worked with and solved alignment dilemmas for many high-profile clients. But when I look back at it, it was the transformation,” Gary says. I think she was pointing at the picture then.

Healthcare 52

Healthcare Decision-making Communication Media 52

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. Your seasoned, super-star reps lead the way. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? In short, yes.

Sales 118

Sales Brainstorming Leadership Insurance 118

Help Scout

JUNE 30, 2021

Meanwhile, I cling to the bottom of the planet in Australia, probably in your tomorrow. Often, though, “working remotely” really means “you can work anywhere within an hour or two of the timezone our office is in.”. Making remote work … work … looks very different when your team does not share core working hours.

Remote Working 134

Remote Working Meetings Communication Decision-making 134

Help Scout

JUNE 17, 2021

To wow your customers and drive loyalty, you need to represent both stability and those moments of amazement. To wow your customers and drive loyalty, you need to represent both stability and those moments of amazement. Ritz-Carlton The Ritz is the crème de la crème when it comes to customer experience.

Customer Experience 120

Customer Experience Banking e-Learning Management 120

Hubspot Sales

JULY 15, 2020

There might have to be some give and take when making a sale — some degree of negotiation to land on a mutually beneficial agreement that suits both you and your customer well. How can you arrive at an outcome your prospect is happy with without making considerable concessions and losing out on too much revenue?

Negotiation 101

Negotiation Decision-making Small Business Software 101

Zendesk

APRIL 14, 2022

A relative across the globe is now only a WhatsApp message away, and an actual phone call from family may now signal an emergency—otherwise, they would text. AI will be in charge of customer service interactions. Admittedly, it’s been a minute since I’ve dusted off my crystal ball—closer to the length of a global pandemic.

Customer Experience 98

Customer Experience Supply Chain Banking Communication 98

PandaDoc

JUNE 23, 2023

Without this, your finances are less predictable, and you can’t effectively plan for the future. This is relevant to any business, but particularly smaller operations working with individual clients. One proforma invoice definition is that it’s an informal document that doesn’t get filed away with the company’s accounting records.

Banking 52

Banking B2B e-Learning Government 52

Zendesk

JANUARY 19, 2021

But anyone in customer service can tell you conflict is an inevitable part of working with people. Fortunately, conflict resolution doesn’t have to be a dreaded ordeal to work through. When done well, conflict resolution can rescue business relationships and build trust with customers. Those are high stakes!

Negotiation 96

Negotiation Emotional Intelligence Communication Management 96

Hubspot Sales

DECEMBER 30, 2020

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? Or, alternatively, perhaps you're second-guessing some of your hiring decisions — could you have found a rep who would've sold more? ringing in their ears, you might actually be inhibiting your team's growth potential.

Sales Management 109

Sales Management Management Shareholders Sales 109

Hubspot Sales

JUNE 18, 2019

The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.

Decision-making 122

Decision-making Stakeholders Sales Software 122

Hubspot Sales

FEBRUARY 17, 2020

Have the image in your mind's eye? Now, what was your imaginary diner wearing? Because lobster is considered "fancy" food, I'm willing to bet most of you pictured your diner decked out to the nines in an upscale eatery. Now let’s discuss how you can leverage customer perceived value to benefit your business.

Software 111

Software Software Prioritization Customer Value 111

Account Management Skills

JUNE 26, 2023

And if you’re in an agency account management role and you’re keen to be seen by your clients as more of an advisor than a reactive order taker, then check out the details of my account management training courses. I’ve got a Senior Account Manager and an Account Manager currently working in my portfolio.

Account Management 52

Account Management Client Relationships Management Communication 52

ACT

APRIL 15, 2021

Has your marketing email ever been delivered to the junk folder? While sender reputation is the most common and likely cause, spam keywords are another factor in the equation that can trigger a spam filter to block or junk your email. The context of spam keywords can increase their weight in the equation as well.

Insurance 71

Insurance Internet Profitability Decision-making 71

Hubspot Sales

APRIL 3, 2020

Once you know the obstacles in your path, you can navigate around them. Unfortunately, this tendency harms salespeople when they’re promoted. Solution: Build time into your schedule to have real, necessary confrontations about issues. Solution: Build time into your schedule to have real, necessary confrontations about issues.

Sales Management 116

Sales Management Management Sales Meetings 116

Nutshell

JANUARY 17, 2023

In this article, we’ll explain the value that CRM can bring to your business, how to know if your business is ready for CRM, and what to consider when evaluating different CRM products. When your business first started, tracking customers by email, address books and spreadsheets made sense. What can a CRM do?

CRM 62

CRM Software Software Communication 62

Zendesk

JULY 26, 2022

And you walk away wondering what that meant. Business development (BD) didn’t really become mainstream in the sales industry until the 2000s, and even now, unless you work in BD, most people don’t know what it is. Business development representatives work to generate new opportunities for your business. It’s no wonder.

Media 96

Media CRM Software Software 96

Brooks Group

APRIL 17, 2023

If you need guidance on making your team better at enterprise selling or are just looking for advice yourself, this complete guide will give you all the details you need to know. When conducting enterprise sales, you are taking on a big fish that can sometimes be hard to hook. Enterprise sales have long sales cycles.

Sales Training 52

Sales Training Negotiation Sales Decision-making 52

Hubspot Sales

DECEMBER 8, 2017

Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. But besides company software, salespeople can also download productivity, educational, travel, sales tools , and other just plain useful apps for work to optimize their time away from their desks.

CRM 145

CRM Profitability Sales Meetings 145

Zendesk

JULY 9, 2021

It helps us gain the customer’s confidence and interact with them as and when the customer wants.” — Rushad Rupawala and Rahil Rupawala, co-founders of LightSpeed Mobility. With over 2 billion users and a simple interface, WhatsApp Business is one of the best messaging apps to connect with your customers on familiar terrain.

Communication 98

Communication Small Business Software Software 98

PandaDoc

APRIL 24, 2023

If you’ve been on the internet long enough researching invoices, the one common element you’ve likely found while clicking links is that your invoices should have payment terms (also referred to as “payment terms and conditions”). When we speak of payment terms and conditions, there are two types of formats one can refer to.

e-Learning 52

e-Learning Insurance Banking Construction 52

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. Or worse: What if all of your calls go badly? Purchasing your product should be seamless and enjoyable for your prospects.

Sales 95

Sales Decision-making Advertising Communication 95

MTD Sales Training

JULY 25, 2018

There are times when it is appropriate to be more or less assertive and we need to recognise when these times are. Some people are highly responsive and will give lots of information about themselves, their problems and needs. It is a fact that people buy differently. Some people prefer to buy quickly, others slowly.

Negotiation 102

Negotiation Decision-making Brainstorming Sales Training 102

Zendesk

SEPTEMBER 23, 2021

If a phase of your funnel has bottlenecks—such as too few leads coming in—your company is likely spending more than average to move more leads through to the next stage. Track acquisition costs by funnel stage to gauge what parts of your sales process have room for improvement. What is customer acquisition cost (CAC)?

Acquisition 97

Acquisition Supply Chain Advertising Digitalization 97

Brooks Group

APRIL 28, 2021

He sees negotiation as a collaborative process in which several parties are faced with difficult aspects of the same problem, and the job of negotiation is to work with the other party to solve that problem together – in layman’s terms, a “win-win.”. So how can you triumph at the negotiation game? Most Common Reasons for Failure.

Negotiation 52

Negotiation Sales Training Banking Profitability 52

Account Management Skills

MAY 22, 2023

Mike and I discuss: – the common mistakes agencies make when negotiating with procurement – what procurement looks for when selecting an agency – and why they are interested in your financials. He works predominantly with sales profitable deals, especially when procurement gets involved.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Nutshell

MARCH 11, 2019

While this is an exciting time for you, it’s also a time of change for your sales reps. Adjusting to a new sales manager can be difficult, especially if the last person in charge was well-liked by the team. What does your manager expect from you? It will also help you stay on track with your own goals for your sales team.

Sales Management 103

Sales Management Management Leadership Sales 103

Nutshell

MARCH 13, 2020

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. 6 Drawbacks of Building Your Own CRM Custom vs Off-the-Shelf: Which CRM is Better? Related: Working with multiple pipelines in Nutshell Pro. 6 Drawbacks of Building Your Own CRM.

CRM 126

CRM Software Software B2C 126

Zendesk

NOVEMBER 23, 2021

It might be towards the beginning to build a customer base, or somewhere down the line when sales are slow. In this piece, we’re going to discuss what a sales promotion is, the types of sales promotions, the pros and cons of using them, and the best strategies for your company. This is the time for a sales promotion.

Sales 52

Sales Retail Advertising Acquisition 52

Liston Witherill

MARCH 9, 2021

There comes a time in every deal when you’ve covered everything and it’s time to reach an agreement. Plus, you’ll do your planning absent the emotional gravity of winning or losing a deal. In this article, I’ll cover: What’s the goal of your negotiation strategy? The Give-Get Ledger.

Negotiation 52

Negotiation Decision-making Profitability Stakeholders 52

Hubspot Sales

SEPTEMBER 17, 2019

It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. Thanks to subtle body language cues you're probably not aware of, it’s much trickier to disguise any nervousness or anxiety when you’re face to face. Always arrive early.

Meetings 91

Meetings eCommerce Sales Marketing 91

The Congruity Group

APRIL 6, 2023

Mark’s unique approach to loyalty has received industry acclaim and his work is referenced in major media including CNN, BBC, South China Morning Post, The Star, The Economist, Financial Times, Executive Traveler, Skift and many more. It was such a great conversation both in our prep and also when we recorded the episode.

Government 52

Government Retail Banking Logistics 52