Mike Kunkle

DECEMBER 21, 2023

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. Read more here: How Buyer Centric is your Sales Organization?

Sales 289

Sales Decision-making Value Proposition Sales Training 289

QYMATIX

NOVEMBER 13, 2023

Across B2B wholesale future trends 2024, you’ll see a few key themes: technology, personalisation and change. We’ll break down what you can expect in 2024 and where these movements are coming from in this quick, 5-minute read. Some are accelerations of global movements, while others are specific to the B2B space.

B2B 52

B2B Artificial Intelligence Suppliers e-Learning 52

Insightly

JANUARY 10, 2024

To help you answer this question, Ascend2 and Insightly fielded The Future of Martech 2024 survey in September, 2023. This report, titled The Future of Martech 2024 , represents the opinions of the 310 marketing professionals responding to the survey who represent companies with fewer than 500 employees.

Finance 52

Finance CRM Acquisition Decision-making 52

DemandFarm

MAY 22, 2024

Not just that, over 150,000 companies globally depend on Salesforce for CRM services, with the US making up 62% of Salesforce customers. Let’s look at the best Salesforce add-ons that can enable your business in 2024 and effectively increase your revenue. Salesforce’s revenue reached approximately $31.25 billion in 2023.

Facilitation 52

Facilitation Key Account Management CRM Decision-making 52

Brooks Group

SEPTEMBER 27, 2023

Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. There are two main reasons a sales kickoff is more important in 2024 than ever: changing buyer behavior and a tightening economy.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

ProlifIQ

FEBRUARY 23, 2024

The State of Account Planning in 2024 2023 was a challenging year for go-to-market teams. To better understand how teams are adapting to this new environment, we surveyed over 250 professionals across sales, customer success, account management, and more about their account planning processes, challenges, and priorities for 2024.

Account Planning 52

Account Planning CRM Energy and Utilities Account Management 52

Hubspot Sales

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. 6 Sales Trends That Could Fizzle This Year 1. Why the change? Prioritizing virtual selling.

Virtual Selling 96

Virtual Selling Media Sales Decision-making 96

Nutshell

JANUARY 17, 2024

From improving your sales processes to using positive reviews for peer-driven marketing, customer reviews are your golden ticket. The key to making the most of your customer feedback? Customer reviews offer unfiltered, honest feedback about a product or company that can make or break a prospective purchase.

Artificial Intelligence 71

Artificial Intelligence CRM Software Software 71

Hubspot Sales

MAY 6, 2024

Unicorn founders are exceptionally great at learning quickly, making decisions, being persistent, and sharing a compelling vision for the future,” shares Erik Lim, founder and GP of Potluck Ventures. Still curious about making an investment in one of these businesses? Yep, someone managed to finally make water cool.

Investors 74

Investors Innovation Software Software 74

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force. Inventory levels are still high.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. It’s no secret that tech has revolutionized the sales process.

CRM 52

CRM Decision-making Sales Software 52

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

CRM 98

CRM Decision-making Sales B2C 98

PandaDoc

MARCH 6, 2024

If you are interested in exploring how AI is already reshaping sales. We’ll discuss how AI streamlines sales and contracting processes and helps with identifying new strategies. But there are plenty of AI writing tools in the market, so what makes Jasper so special? Check out this video.

e-Learning 97

e-Learning Artificial Intelligence Media Government 97

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 92

Sales Sales Training Decision-making Value Proposition 92

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Insightly

JULY 12, 2023

These efforts are, however, designed to translate to promising leads and eventually sales. The tactics to add on should be driven by your average deal size and complexity of the sale. For example, ABM may make sense for a larger deal size, but smaller deals may be driven faster via influencer marketing. Let’s take a closer look.

CRM 52

CRM Leadership Marketing Decision-making 52

PandaDoc

MAY 13, 2024

Want to increase sales and boost your bottom line? This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. Key takeaways Sales enablement equips sales and marketing teams with everything they need to succeed. What is sales enablement?

Sales 52

Sales Software Software Sales Training 52

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts? The consequence?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

PartnerTap

JANUARY 17, 2024

As I mentioned in Sales Is Broken Part 1 , traditional B2B sales is broken. Most sales reps didn’t hit their quota in 2023 and sales leaders were uniformly thrashed for failing to hit their targets. But there’s a more fundamental change causing the quota shortfall: buyers no longer want to talk with sales reps.

Procurement 59

Procurement Suppliers Sales B2B 59

Force Management

JANUARY 4, 2024

We enjoyed hosting conversations with some truly transformative leaders, from sales executives at "Unicorn" tech companies to founders of inspiring charitable organizations. Listen, save and share these greatest hits to guide you as you aim even higher in 2024. Today, we're sharing our top 10 most-listened podcasts of the year.

Decision-making 85

Decision-making Organization Sales 85

PartnerTap

JANUARY 10, 2024

TLDR:Traditional B2B sales is broken. Deal dynamics today are exponentially more complex and sales reps have less influence and control over the sales process today than they did ten years ago. I bet most people reading this have played this painful game of telephone and unanswered emails. I know I have many times.

B2B 52

B2B CRM Suppliers Sales 52

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. They rely much less on sales pros to gather information.

Decision-making 109

Decision-making Sales Prioritization 109

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Management 52

Management CRM Sales Decision-making 52

Sales Outcomes

JUNE 19, 2023

Sales math is easy and provides a big-picture view needed to make business decisions regarding selling efforts. As we approach mid-year, the Sales Math for your organization’s average sales cycle length is worth paying attention to. For some organizations, the sales cycle takes days.

Sales 52

Sales Prioritization Decision-making B2B 52

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? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. Let’s jump to the nitty-gritty.

Decision-making 89

Decision-making Sales Profitability Artificial Intelligence 89

Zendesk

NOVEMBER 28, 2023

This support extends from pre-purchase to post-sale, focusing on completely resolving consumer issues while also driving home the value and functionality of the SaaS product. This results in more intelligent, data-driven decisions that can improve the support system. Start a free trial today.

e-Learning 52

e-Learning Software Software Brainstorming 52

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. 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.

Emotional Intelligence 84

Emotional Intelligence Sales Sales Training Decision-making 84

DemandFarm

MAY 9, 2024

Your day-to-day involves navigating complex client organizations, each with its own layered hierarchy and network of decision-makers. Keeping track of who influences which decisions and understanding the power dynamics within these organizations. The Best Org Chart Software of 2024 1. One of your biggest challenges?

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 72

Decision-making Logistics Supply Chain Suppliers 72

Apptivo

FEBRUARY 14, 2024

We value your collaboration and feedback as we work towards making Apptivo a more robust and reliable platform. With Snapshot, users can seamlessly monitor changes and trends in opportunities over time, offering invaluable insights into their sales performance.

Decision-making 52

Decision-making Sales 52

Nutshell

DECEMBER 20, 2023

Company Enrichment The new Company Enrichment lets you quickly enhance company profiles for better decision-making. VisitorIQ empowers your sales team to proactively target the people and companies that are already interested in your products and services. It’s one more way Nutshell gives you control over your CRM and data.

CRM 71

CRM Artificial Intelligence Meetings Decision-making 71

Insightly

MARCH 11, 2024

So, here are the top CRM trends for 2024. Artificial Intelligence (AI) Of course AI tops the list of 2024 CRM trends. There has been an upward tick of CRM integrations with IoT tech to make life a little easier. Workflow automation Automation-enabled self-service is another emerging trend in 2024. billion by 2025.

CRM 52

CRM Artificial Intelligence Cybersecurity Internet 52

Insightly

MARCH 11, 2024

So, here are the top CRM trends for 2024. Artificial Intelligence (AI) Of course AI tops the list of 2024 CRM trends. There has been an upward tick of CRM integrations with IoT tech to make life a little easier. Workflow automation Automation-enabled self-service is another emerging trend in 2024. billion by 2025.

CRM 52

CRM Artificial Intelligence Cybersecurity Internet 52

Nutshell

DECEMBER 20, 2023

Company Enrichment The new Company Enrichment feature lets you quickly enhance company profiles for better decision-making. VisitorIQ empowers your sales team to proactively target the people and companies that are already interested in your products and services.

CRM 62

CRM Artificial Intelligence Meetings Decision-making 62

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. Check out these ten strategies for identifying upselling opportunities that are mutually beneficial below to help get you started — before you pass a customer over to a sales rep.

Media 91

Media Decision-making Customer Experience Marketing 91

Hubspot Sales

APRIL 6, 2023

billion by 2024 , meaning 42.9% Below is a look of the platforms they used to make those purchases: Given the growing significance of social media in shopping, you should continue to optimize ecommerce for these platforms. A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience.

eCommerce 105

eCommerce B2B B2C Retail 105