Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Brainstorm creative options with team members. This is a post I never wanted to write.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Revegy

SEPTEMBER 24, 2020

Then you get the dreaded email at 4:30 on Friday afternoon telling you, “we’ve decided to go with a competitor,” accompanied by some lame excuse. Then you get the dreaded email at 4:30 on Friday afternoon telling you, “we’ve decided to go with a competitor,” accompanied by some lame excuse. The stars were aligned. Comforting!

Decision-making 107

Decision-making Organization Sales Account Management 107

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results.

Management 119

Management CRM Sales Software 119

Nutshell

FEBRUARY 28, 2024

Think about how many potential customers you’re missing out on when you don’t attempt to approach those who already showed interest in your business. As a B2B business owner, it’s essential to follow up with valuable leads. It’s especially important to do so when they choose not to convert into customers. about people who browse your website.

B2B 71

B2B CRM Software Software 71

Showpad

SEPTEMBER 1, 2020

Measuring the ROI of sales enablement is truly the master discipline. This topic is the focus of the sixth and last part of my series for executives, and for good reason. For instance, sales enablement creates an ROI of up to 15.3% Doing this correctly requires a lot of groundwork, as well as your executive involvement!

Sales 132

Sales Stakeholders Onboarding Leadership 132

Revenue Storm

APRIL 12, 2022

If you are not in a new sales role, you can benefit from this article too! In my many years of engaging global sales teams, I am now seeing the most fluid market of sales talent I have ever seen. Others are moving to new roles in their own company for much of the same reason. The sense of anticipation was palpable!

Sales 78

Sales Value Proposition Decision-making CRM 78

MTD Sales Training

FEBRUARY 3, 2020

Many times, we meet salespeople who are struggling to meet their targets and are trying desperately to gain more sales, sometimes through cold-calling. That’s understandable, though false reasoning. You can see the reasoning here. 2) Expand your relationships within the customer account. Who would you rather talk to?

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

Insightly

FEBRUARY 18, 2022

SCVs allow cross-functional teams and organizations to use aggregated data to drive higher value business outcomes and provide high-quality customer experiences. In many organizations today, customer data is stored across several different platforms, accessible by individual teams and access is limited or non-existent for many others.

CRM 98

CRM Decision-making Client Onboarding Customer Experience 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? 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 88

Decision-making Sales Profitability Artificial Intelligence 88

Nutshell

MARCH 1, 2023

The only way to drive sales is to market to people—and not just any people, but the demographics most likely to take an interest in your products or services. Some of those tools are for automation, others are for analytics, and still, others are for design. CRMs help your business gather, store, and analyze valuable customer data.

CRM 62

CRM Software Software Small Business 62

Apptivo

MAY 26, 2023

What is a sales target? The benefits of setting a sales target 3. Things to consider before placing a sales goal 4. How to set realistic sales targets for your sales team? Tips to effectively communicate sales targets to your team 6. Summary What is a sales target?

CRM 52

CRM Sales Profitability Communication 52

ACT

DECEMBER 5, 2023

4 benefits of data-driven marketing for SMBs Whatever form it takes, data-driven marketing offers numerous benefits for SMBs. If you want your marketing campaigns to hit the mark every time, you must rely on accurate, reliable, and comprehensive data. But what exactly is data-driven marketing , and how does it work? Why is this important?

Marketing 52

Marketing Decision-making CRM Media 52

Brooks Group

JULY 6, 2022

Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard. This is a key example of why it’s important for your sales and marketing teams to be on the same page. Tip #1: Do the hard work to improve your positioning in the market.

Sales 87

Sales Sales Training Retail Advertising 87

Nutshell

FEBRUARY 28, 2023

It can help you organize your customer information, speed up your sales process, and close more deals, ultimately helping you earn more revenue and grow your business. Poor user adoption Your CRM won’t do you much good if your team doesn’t use it. Unfortunately, getting your team to fully utilize a CRM system can be a challenge.

CRM 71

CRM Decision-making Software Software 71

ProlifIQ

SEPTEMBER 30, 2020

In the age of remote work , modern sales teams are turning to white space within existing customers to find more opportunities to sell. But sales teams are finding that putting in more work at the beginning of the selling process greatly reduces the sales cycle and an exponentially more positive outcome.

Remote Working 52

Remote Working CRM Marketing Sales 52

ProlifIQ

SEPTEMBER 30, 2020

In the age of remote work , modern sales teams are turning to white space within existing customers to find more opportunities to sell. But sales teams are finding that putting in more work at the beginning of the selling process greatly reduces the sales cycle and an exponentially more positive outcome.

Remote Working 52

Remote Working CRM Marketing Sales 52

KAMCast

MAY 13, 2021

IN THIS EPISODE: Key account management is a beautifully simple business basic…one that isn’t that easy ! Like most working practices in business, there are a handful of common, or typical reasons why a KAM culture struggles to get off the ground in an organisation. But so many businesses miss this. Yep, a simple one right?

Key Account Management 52

Key Account Management Account Management Profitability Decision-making 52

Sales Outcomes

SEPTEMBER 27, 2021

The number of CRM leads and contacts is a metric that doesn’t mean much about the sales and marketing teams’ ability to grow and retain revenue. Many marketing and sales organizations are determined to increase CRM lead and contact records through tools such as LinkedIn Navigator, ZoomInfo, InsideView, Hoover’s, etc.

CRM 52

CRM Government Finance Retail 52

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Hubspot Sales

FEBRUARY 20, 2018

Building your sales team looks easy on paper, but how do you cut through the noise of LinkedIn, job boards, and sites like AngelList to find the best candidates? You’ll be able to attract solid candidates searching for sales roles in your area, industry, and/or niche. You’ll need to branch out quickly to scale the team.

Sales 88

Sales Finance Account Management Marketing 88

Planview

MAY 20, 2022

All too often, communication breaks down, bottlenecks appear, and deadlines get missed. Starting the execution process can be overwhelming, especially when juggling stakeholder and team needs. In this post, we’re going to show you how to execute a project. Now it’s time to execute. Simple enough, right? What Is Project Execution?

Stakeholders 59

Stakeholders Prioritization Remote Working Decision-making 59

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. What factors should you be taking into account? The concept that underlies all those points is known as sales effectiveness. Some other ways to measure sales effectiveness include: Individual quota attainment. Percent of the sales organization achieving quota.

Sales 139

Sales CRM Banking Organization 139

Help Scout

JULY 8, 2021

Google Collaborative Inbox is a free, shared mailbox tool commonly used by teams looking to add structure to their support efforts. Though it’s not a complete support solution by any means, it does offer some expanded functionality compared to a standard Gmail account. Then, one day, a customer sends you a question. Then another.

Decision-making 113

Decision-making Management Organization Software 113

Miller Heiman Group

JULY 18, 2018

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. CRM ROI: The 4 Benefits of a Formal Sales Process.

CRM 81

CRM Sales Sales Leadership Decision-making 81

Hubspot Sales

DECEMBER 26, 2017

And from where I stand -- as the manager of an inside sales team -- one thing is clear. To be successful next year and beyond, sales development reps need to think outside the box. And if you’re a manager, here’s what you should be teaching to your team. It no longer works well. 1) Video prospecting.

e-Learning 143

e-Learning Sales Marketing Management 143

Nutshell

JANUARY 17, 2023

Sales and marketing teams and other business units benefit from the key functionality of CRM systems. Right now: Spreadsheets are hard to update, interpret, and keep in sync with your team. Founder & CEO A modern CRM helps you and your team… 1. What is CRM? What can a CRM do? What can CRM do for me?

CRM 62

CRM Software Software Communication 62

SBI Growth

OCTOBER 27, 2013

The top reason good sales people leave an organization is their boss. A sub reason is that their boss doesn''t invest in their development. Providing simple sales training is easy. Training is your responsibility as a sales leader. There are many reasons why sales training efforts fail. You own it.

Sales Training 124

Sales Training e-Learning Sales Meetings 124

SBI Growth

DECEMBER 1, 2013

You are trying to determine if next year’s number is reasonable. World class sales organizations are using these techniques to Make the Number. Sales leaders that execute these differentiate themselves. As you think through possible sales initiatives, you will have some questions. Here are a few reasons why.

Prioritization 118

Prioritization Decision-making Leadership Organization 118

Hubspot Sales

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers.

Sales 129

Sales e-Learning Media B2C 129

Openview

SEPTEMBER 21, 2017

We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople. High performing salespeople are often successful for reasons they do not fully understand. more sales per manager!

Sales Management 96

Sales Management Management Sales Meetings 96

SBI Growth

SEPTEMBER 19, 2013

Perhaps you: Rolled out a new sales process. Changed your sales compensation plan. This article will give you the best practices to implement impactful sales initiatives. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Included in this is the Sales Gamification Overview.

Sales 128

Sales Sales Training Onboarding Sales Management 128

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Why would this be?

Sales Management 120

Sales Management Management Sales Onboarding 120

Hubspot Sales

MAY 14, 2019

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? In fact, the longer a salesperson stays in a role, the more account champions they usually have. The incumbent stopped truly working the account. Who's moved teams?".

Stakeholders 91

Stakeholders Suppliers Meetings CRM 91

Hubspot Sales

DECEMBER 28, 2017

Relationship sellers prioritize their connection with the customer over all other aspects of the sale. A transactional sale is quick and unpersonalized. There are six steps to the relationship-based sales process: Add value. Don’t force the sale with anyone who’s not a good fit. What is relationship selling?

Negotiation 140

Negotiation Meetings Prioritization Media 140

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager? Sound like a plan?

Sales Management 96

Sales Management Management Leadership Sales 96

Arpedio

MARCH 7, 2022

MARCH 4, 2021. Why Account-based marketing (ABM) is essential to your business. March 4 2021. For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. Why ABM is essential to your business. ? Back to blog. Absolutely yes!

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

Insightly

APRIL 15, 2022

Despite the compelling reasons to switch, organizations continually find themselves settling for what’s familiar. But flip that script and think about what you’re missing out on by staying. Your finance team can help. If your current CRM isn’t working as well as it should, making a move isn’t easy.

CRM 98

CRM Onboarding Decision-making Finance 98