Brooks Group

MARCH 28, 2024

A C-level decision maker is an executive who holds a senior leadership position, typically with a title starting with the letter “C” such as chief executive officer (CEO), chief operating officer (COO), or chief financial officer (CFO). Why is selling to the C-suite so critical? You get stuck in the weeds. Your solution gets commoditized.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Hubspot Sales

JUNE 9, 2023

The core responsibility of salespeople is to generate revenue. Working as a salesperson makes you accountable for identifying , qualifying , closing , maintaining , and growing new and existing business opportunities. If you have previous, people-centric job experience, you can leverage your prior roles to make your way into sales.

Sales 104

Sales Insurance Decision-making Transportation 104

Hubspot Sales

NOVEMBER 8, 2023

Motivate your team in personalized and culture-wise ways. Understand each sales rep's motivation, build a culture of feedback, and keep them accountable for their success. None of these are the right way to think about managing people. Establish a highly supportive network to avoid burnout and provide necessary support.

Sales Management 97

Sales Management Management Energy and Utilities Emotional Intelligence 97

Brooks Group

JANUARY 10, 2023

Most salespeople believe the old adage: if you tell your story to enough people, some of them will buy. Your salespeople should be acutely aware of your company’s criteria for a qualified prospect. The majority of closing issues arise when salespeople pitch solutions to individuals who have not yet been fully qualified.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Hubspot Sales

JUNE 16, 2020

Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. First, let’s discuss ways sales reps can improve their individual performance. What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota.

Sales 114

Sales Sales Management Negotiation Meetings 114

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template.

Sales Training 142

Sales Training e-Learning Onboarding Sales 142

Hubspot Sales

AUGUST 10, 2020

Essentially, you must be able to communicate with others in an engaging, empathetic, people-focused way. While the ability to share pertinent information in both verbal and written form is important, active listening is also a critical part of communication for salespeople. What does it really take to be successful in sales?

Sales 142

Sales Negotiation Communication Leadership 142

Hubspot Sales

MARCH 1, 2021

Some salespeople are just built differently. These model reps' approach to their work is shaped by something known as the entrepreneur mindset — a special frame of mind that separates certain salespeople from their peers. Here, we'll explore the concept a bit further and review some of the key traits that define it.

Decision-making 140

Decision-making Prioritization Leadership 140

Arpedio

MAY 23, 2023

In short, Sales coaching aims to help salespeople reach their sales targets, advance their sales skills, build confidence, and ultimately drive revenue growth for the organization as a whole. This way, every salesperson is supported and equipped in the best possible way to reach their personal quota, not to mention the team’s quota and goals.

Sales 52

Sales Account Management Stakeholders CRM 52

Brooks Group

OCTOBER 18, 2023

Just 42% say sales managers at their organization are actually held accountable for providing good coaching. You can also alleviate any negative perception by letting your salespeople know you don’t want to completely change their style. The biggest benefit of sales coaching is its contribution to revenue. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Hubspot Sales

DECEMBER 23, 2022

In 2022, 29% of salespeople reported that improving sales process efficiency was their top goal, according to HubSpot research. HubSpot’s 2022 Sales Strategy Survey found that 18% of salespeople cite a lack of high-quality leads as their top challenge. Meeting sales quotas is a top challenge for 20% of salespeople.

Artificial Intelligence 106

Artificial Intelligence Sales CRM Decision-making 106

Mike Kunkle

JUNE 12, 2022

This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. In some cases, it wasn’t the first time that they had to act.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

DECEMBER 14, 2017

A professional social media presence is crucial for today's workforce -- especially salespeople. The buyer has more control than ever and it’s important for salespeople to respond to that shifting dynamic. The buyer has more control than ever and it’s important for salespeople to respond to that shifting dynamic. Think again.

Media 102

Media Publishing Communication Marketing 102

Hubspot Sales

FEBRUARY 3, 2021

That doesn't mean they can't be effective salespeople — it just means they need to change things up. The kind of ambition she demonstrated would hold weight in any field but is particularly valuable in inside sales. Ugly ducklings can turn into swans. Misfit toys had an entire island to themselves. And not all holes are round.

Sales 126

Sales Digitalization Construction Marketing 126

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Great salespeople instinctively avoid conflict. Unfortunately, this tendency harms salespeople when they’re promoted. Even worse, it might spread to his fellow salespeople. Without this mental shift, they can’t push their salespeople to their full potential.

Sales Management 115

Sales Management Management Sales Meetings 115

Hubspot Sales

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). To combat this, make sure your new rep’s email account is accessible before the first day. It takes time.

Negotiation 122

Negotiation Onboarding CRM Sales Training 122

Hubspot Sales

OCTOBER 5, 2020

A lot can change for salespeople when the economy takes a turn for the worse — both personally and professionally. Maybe, they lose out on accounts. For instance, let's say you're reviewing an account executive's performance during an economic downturn. Maybe, they don't hit quota.

Performance Review 133

Performance Review Sales Remote Working Prioritization 133

Hubspot Sales

DECEMBER 22, 2017

Today’s salespeople need to know more about their prospects before conducting outreach. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Salespeople can’t ignore the influencer or “call above” them. How to Identify Sales Prospects.

Decision-making 143

Decision-making Sales Finance Stakeholders 143

Hubspot Sales

JULY 13, 2023

Table of Contents The Top 8 Concerns About Using AI 6 Tips for Addressing AI Fears The Top 8 Concerns About Using AI Of sales professionals, 57% think that most salespeople will use AI in their roles by 2024, according to HubSpot’s State of AI report. Here’s what salespeople have mentioned.

Leadership 78

Leadership Sales Cybersecurity Government 78

SuperOffice

APRIL 7, 2022

Creating an ideal customer profile (ICP) is a powerful way to understand your market and target audiences. In short, an ICP is a narrative of the types of accounts that are the reason for your brand. That way, you can continue to develop products that your customers actually need. Let’s get started!

B2B 93

B2B CRM Sales Decision-making 93

Hubspot Sales

NOVEMBER 30, 2017

The 22 Best Gifts for Salespeople. If you're on the phone all day, you really don't want to be holding a phone all day. A wireless headset allows salespeople to take calls and simultaneously scribble notes, check email, make dinner, or squeeze a stress ball for dear life. Savvy salespeople live on LinkedIn. A golf tie?).

Internet 139

Internet Transportation Software Software 139

Brooks Group

JULY 14, 2023

Sales leaders must take active listening even further by listening to the C-suite and other company executives, prospects, salespeople, and existing customers. Sales leaders must take active listening even further by listening to the C-suite and other company executives, prospects, salespeople, and existing customers.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

Hubspot Sales

OCTOBER 27, 2020

Managing reps and having a significant stake in the success of an entire sales organization is an opportunity that can be equal parts exciting and imposing — and a lot of salespeople are interested in taking on that kind of responsibility at some point in their careers. The key here is personal accountability.

Sales Leadership 89

Sales Leadership Leadership Sales Management 89

Hubspot Sales

APRIL 26, 2018

In fact, salespeople shouldn’t get in the habit of regularly using promotions when mastering essential negotiations skills. I’ve seen salespeople in suits jostle children out of the way for a Moleskine. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business.

Negotiation 119

Negotiation Sales Onboarding Construction 119

Hubspot Sales

MAY 18, 2018

Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number. It might seem like a lot of work, but the result is motivated salespeople who have the support they need to succeed. Be sure to take seasonal or staffing fluctuations into account.

Sales 145

Sales Meetings Onboarding Prioritization 145

Miller Heiman Group

AUGUST 28, 2019

His pro tip: Treat the meeting on your calendar as if it’s with a customer to hold yourself accountable to not move it. The Best Way to Move the Deal. Forsgard ends the episode with his advice for sales professionals looking to move deals forward. 10:09] Challenges that get in the way of coaching. [14:50]

Sales Management 52

Sales Management Management CRM Sales 52

Hubspot Sales

FEBRUARY 16, 2018

Then, create a concrete plan for changing the behavior, and ask someone to hold you accountable. After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields -- it’s easy for salespeople to slip into bad work habits. 15 Bad Work Habits Salespeople Should Avoid.

Sales 109

Sales Brainstorming Meetings Publishing 109

Insightly

JULY 22, 2022

The project lead is typically someone who holds a senior position within the organization. Implementing a new customer relationship management (CRM) platform comes with high expectations. Despite these undeniable benefits, analysts estimate that up to 69% of CRM projects fail. Top 7 roles your CRM team needs.

CRM 52

CRM Innovation Organization Marketing 52

Miller Heiman Group

AUGUST 28, 2019

His pro tip: Treat the meeting on your calendar as if it’s with a customer to hold yourself accountable to not move it. The Best Way to Move the Deal. Forsgard ends the episode with his advice for sales professionals looking to move deals forward. 10:09] Challenges that get in the way of coaching. [14:50]

Sales Management 48

Sales Management Management CRM Sales 48

Hubspot Sales

FEBRUARY 28, 2018

This means salespeople have almost complete control of their own destinies. Instead of blaming poor numbers on a crummy product line, a bad month, or less-than-stellar leads, failing reps might consider analyzing their processes and brainstorming ways to make them more buyer-centric and buyer-friendly. How to Sell. Make it about them.

Decision-making 145

Decision-making Retail Brainstorming B2B 145

Hubspot Sales

APRIL 13, 2022

Creating a sales plan gives you a way to organize these benchmarks into goals, objectives, and tactics. When you're noticing a slump in performance, a lack of motivation, or an opportunity to grow in your career, try putting some business resolutions in place to get back on track. Commit to your why , what , and how.

Emotional Intelligence 83

Emotional Intelligence CRM Meetings Publishing 83

Hubspot Sales

JANUARY 22, 2018

With sales email subject lines, a little creativity goes a long way. After all, sparking your prospect's curiosity is often the simplest and most effective way to get them to open your email -- and once they've done that, you can win a response by writing a relevant, timely email. 3) "Your yearly [X] target".

Advertising 111

Advertising Sales Finance Organization 111

Nutshell

MARCH 11, 2019

Whether you’ve been promoted to sales manager in your current company or you’re joining a new company in a leadership position, you’ll have to find a way to gain the team’s trust, get up to speed with what the role requires, and achieve the goals that have been set out for you by your company’s executive team. Want to learn from the masters?

Sales Management 103

Sales Management Management Leadership Sales 103

Hubspot Sales

MARCH 12, 2018

But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. But, I don’t blame our SDRs or our salespeople. Somewhere along the way, we became way too enamored with “ Predictable Revenue.” No, this isn't an infomercial.

Publishing 145

Publishing Sales Software Software 145

Hubspot Sales

FEBRUARY 8, 2019

In addition, a Realtor must: Hold an active real estate license in their state and be part of a real estate firm there. In practice, Realtors are required to abide by the Code of Ethics as a way of doing business. The buyer wanted to know: is now the right time to snatch up the property? " And I said, 'No, I think you should wait.

Government 139

Government Advertising Decision-making Organization 139

Brooks Group

APRIL 28, 2021

But achieving detente – in a way where everyone feels satisfied with the outcome – can be elusive. And especially today, in a post-COVID world where sales teams are fighting to earn or hold a premium price on their product or service, finesse has never been more important. So how can you triumph at the negotiation game?

Negotiation 52

Negotiation Sales Training Banking Profitability 52

Nutshell

JANUARY 19, 2018

Even though they have to juggle a lot of responsibilities in the way of meetings and reporting, the best sales leaders spend most of their time working with their salespeople, training, teaching, and coaching. They know that their success as a manager requires that they develop their salespeople to be their very best.

Sales Management 73

Sales Management Management Sales Profitability 73